Apr 2, 2026 | Being the Leader In Your Firm, Client Fee Issues, Working with Candidates
QUESTION: Running with MPCs to hiring managers is working for me and getting interest to see my candidate. Then they defer me to HR, and it goes nowhere. Do you have any recommendations? Why HR Can Be a Barrier in Recruiting This happens across multiple industries....
Jul 16, 2025 | Client Fee Issues
QUESTION: How can I raise fees with my existing clients? I settled for 20% with some of them a few years ago. Now, I have proven myself to them, and I know they are paying higher fees to others. Starting the Conversation About Raising Recruiting Fees A mentor of mine...
Oct 2, 2024 | Client Fee Issues, Growing Recruiting Revenue, Retained Search
QUESTION: Please explain the retained search model and how you approach clients for this arrangement. Understanding the Retained Search Model Getting a retainer is not a pitch. The approach has to be very question-heavy. Let’s assume you find somebody who has an...
Sep 17, 2024 | Being the Leader In Your Firm, Client Fee Issues, Retained Search
QUESTION: While I am having conversations with potential new clients that may have openings in January, I need engagements and cash yet this year. How would you handle the conversation with clients to get upfront money this year? I know it is possible, but evidently,...
Jul 11, 2024 | Client Fee Issues, Growing Recruiting Revenue, Retained Search
QUESTION: Have you taught tiered pricing and is it successful long term? I have done both contingent and retained. I was thinking of adding an exclusive model as well. The Reality of Exclusivity Without a Retainer Is there really anything exclusive without a retainer?...
Jun 26, 2024 | Client Fee Issues, Retained Search, Working with Candidates
QUESTION: Mike, I would love your advice on this one. I have a great client who used my services for three searches last year. We agreed on 25%. They paid me a down payment on the first search, and I did not ask for a deposit on the others because it did not seem...
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