None of us has the ultimate power to change global events. We can, however, make changes in our businesses to make these our best years ever.
So, here are a few changes I suggest you make right away:
1. Start quoting higher rates or fees, even if it’s just a little bit more. Some people may just say yes. You can always negotiate down from there, knowing you did not leave any money on the table.
2. Hold yourself, your colleagues, and your team to a higher standard. For example, the biggest money earners in our business spend at least half of their day reaching out to clients and candidates through conversations and messages. Yet, more than 70 percent of people in our business spend less than two hours daily in these activities. Step it up! Make more calls. Visit more clients. Spend more time with your best candidates.
3. Stop booking bad business and don’t waste time with unqualified and unwilling candidates. This starts with taking better, more thoroughly vetted orders and digging deeper in candidate interviews. Decide today which of these and other changes you will make this year and next. Then, take a few minutes each week to monitor the progress.
“Change is inevitable―except from a vending machine.” – Robert C. Gallagher
Great post! All of it is so true, especially now as our market is shifting back to a more candidate driven market.
All 3 points great advice.
The feedback i am getting from several clients is that they have dropped some recruiters off the radar due to them asking for higher fees. The attitude seems to be that the recruiter must be struggling and trying to get more for each placement because they are not making as many placements.
It all comes down to value. If you sell value and deliver value, many customers will pay full fees. And they will keep coming back because the value is well worth the investment.
I bet you want to raise taxes on the rich cause they can afford it.
My challenge in this post is for those who believe that the value of their service is worth a 30 to 35% fee. And to begin asking for that while delivering such great value that the client still feels they got a bargain.