Tag Archives | Client management

Competing on price in recruitment is a slippery slope to oblivion

Competing on price in recruitment is a slippery slope to oblivion

Last week I blogged on how competing on speed and volume alone was not the way to be successful as a recruiter over the long term. Today I turn the attention to price. The question of fees and margins in our industry is a sensitive and difficult one. The fact is that clients resent our […]

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What to say when your client drops the "C" word in a fee negotiation.

What to say when your client drops the “C” word in a fee negotiation.

Last week I blogged about how you need to move the focus away from dollars and percentages when clients negotiate fees, and on to your value and your differentiators. One of the comments on my blog from Matthew Lancey raised the point that sometimes clients keep pushing, and they say something like “but your competitors […]

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Don't give up on exclusive job orders! This is how

Don’t give up on exclusive job orders! This is how

A great recruiter will be totally articulate in positioning why a client is doing themselves tremendous harm by getting recruiters to compete. By all means, let recruiters compete for a client. No problems there. That’s capitalism at its finest. But we should not compete on the same job. That is just dumb business by all […]

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Recruiters, use your ‘necktop’ when engaging with clients (video)

Recruiters, use your ‘necktop’ when engaging with clients (video)

The savage truth is that most recruiters have no idea how to build relationships with their clients, nor how to develop business opportunities through their day-to-day interaction with customers. It’s an ironic tragedy, but the more technology we have available, the less recruiters actually use that technology to connect with clients and candidates in a […]

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Three brilliant recruitment lessons...learned in Japan!

Three brilliant recruitment lessons…learned in Japan!

People often ask me about staffing in Japan, and how “different “ it must be to the rest of the recruiting world. Well of course Japan can be a perplexing place to an outsider, but 10 years of running a recruitment business there has taught me that, at the very core, success in staffing in […]

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Recruiters, don't be sucked into competing on speed and price

Recruiters, don’t be sucked into competing on speed and price

Last week I blogged on why so many recruiters have a shallow understanding of what ‘competitive’ in our business actually means. And so how do we thrive in a competitive world? What is the way to differentiate in 2013 and beyond? Well it’s not cool to say it out loud, but as far as I […]

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