Tag Archives | Managing Recruiters

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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Client wants a discount? Don’t talk dollars, talk value

Client wants a discount? Don’t talk dollars, talk value

It’s a fact of recruiting life that clients will push you to negotiate your fees. And with so many recruiters quick to drop fee percentages to secure briefs, that can be a hard discussion to deal with. The starting point for successful fee negotiations is, strangely enough, to get the conversation off the fee percentage, […]

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Managing candidates' salary expectations

Managing candidates’ salary expectations

Successful recruiting is about lots of small interactions, handled well.  The real job of a recruiter is to manage outcomes in the interests of both client and candidate. This week I have another micro recruitment consulting tip – the key skill of managing the candidate’s expectations around salary. It’s not that we want to find […]

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Recruiters: What it means if a client rejects your shortlist (video)

Recruiters: What it means if a client rejects your shortlist (video)

Do you accept the fact that your client can reject candidates you present on your shortlist? Yes? Then you lack ‘Recruiter Equity’. View video on YouTube Recruiter equity is the trust, the buy-in, the belief that your clients have in your ability and your judgment. It is the combination of your experience and your knowledge, […]

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10 recruitment trends I predicted in 2010. Right..or wrong?

10 recruitment trends I predicted in 2010. Right..or wrong?

Recently I was honoured to present a keynote address to the RCSA National Conference in Hobart.(August 2010) In that speech I laid out 10 trends that I believe will impact the recruiting profession and which we need to factor into our strategies and business planning. Expectations of clients are rising and will continue to rise. […]

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Coaching Recruiters. Shut up and let them talk!

Coaching Recruiters. Shut up and let them talk!

This is the fifth blog in my series on great coaching for managers of recruiter teams. Previously I expanded on the importance of ‘live feedback’, ‘real life coaching’, as well as the tactic of ‘plugging in’ new recruits. Today we look at ‘role swapping’. Many managers I have worked with feel that if they are […]

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