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
It's going very well. Personally, I have successfully increased rates at hundreds of clients. I have been mentoring recruiters for the past 11 years and they, also, have had this kind of success. Not everyone will agree to a rate increase...and we can always, always ask. It's not about giving more...it's about perceived value. We must help our customers understand our value proposition, how we actually save time and money, and why it makes sense to pay us full fees and rates.
I mentor recruiters now and work their desks for them and with them as a teaching tool. Over the past three months in working these desks, I've personally increased rates over 30 times.
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