Mar 7, 2017 | Client Fee Issues
QUESTION: Mike, my question is about new client retained search. I recently filled the role and then they hired a second candidate from the group of finalists. They want a discount since they hired two candidates from one search. They pay timely and it was an easy...
Feb 28, 2017 | Client Fee Issues
QUESTION: I have two questions. First, we are also looking to expand, but our geographic market feels small. In your opinion, how many clients or market opportunities is a good ratio? Second, My recruiters claim that 20% is the very top of what our clients are...
Sep 20, 2016 | Client Fee Issues
Question: I made an MPC call to a prospect after a couple of conversations, not emails. We agreed the next step was to review our agreement. After sending it, he then asked for strict confidentiality agreement with fee verbiage. They do not have an opening and do...
Aug 15, 2016 | Client Fee Issues
QUESTION: I am curious to know how you make this transition in the following scenario. You have just made a marketing call using an MPC. The client appears interested and says the typical, “Send me over his resume.” Obviously, we do not send over a candidate without...
Aug 8, 2016 | Being the Leader In Your Firm, Client Fee Issues
QUESTION: I had a client who insisted we talk fees up front. I tried to steer the conversation towards our differentiators to no avail. They essentially said, “If we don’t talk fees, we cannot speak further.'” How do I handle this? – Robert ANSWER:...
Jan 25, 2016 | Client Fee Issues
I lead a direct hire business unit which is 90% me, under the umbrella of a temporary staffing firm. Our temporary staffing clients all expect a discount from the search division based on the volume of business we do on the temp side. Would you give me some ideas to...
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