You deserve better

A while back, I wrote a post on LinkedIn that said: “If you’re only willing to pay a Recruiter 17% for “the best candidate” but your biggest competitor is willing to pay 20% for the same thing… who do you think the Recruiter will give priority to when that candidate comes along? Hiring Managers need…

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Hiring Managers leading the conversation

I was having a conversation with a Recruitment Business Owner and client of mine about the sales ‘process’ in his business a while back… His big problem was that although he could make SOME sales… They were almost never on the terms he wanted or for the fee he felt his services deserved… And he…

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Recruiters: How to craft a winning sales presentation

It’s not the best recruiter who wins the business… It’s the recruiter with the best sales pitch/presentation… Most Recruitment and Search Business Owners don’t really know how to craft a winning sales presentation and so instead of winning business with the clients they want, for the fee they want and terms they want…. They end…

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The Real Cost

Most Recruitment/Search Business Owners don’t say ‘NO’ often enough… Often believing any business is better than no business… Saying ‘YES’ to any and everyone as long as they’re willing to pay something… Anything… Even when it’s significantly less than the fee you actually want… WRONG! There’s good business and there’s bad business… There’s Hiring Mangers who…

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How to “achieve” mediocre results in Recruitment

Staying in your comfort zone KILLS growth in your Recruitment or Search Business… Although most the Recruitment and Search Business Owners I speak to know this intellectually… Very few really “GET” it! They’ll say they want growth… Better clients… Higher fees… More freedom… Higher profits and all that comes with it…. BUT they’ll fight like…

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Blind fee reductions

Tell me if this scenario sounds familiar… Hiring Manager: Can you help us find the top candidates in the market Recruiter: Sure, our fee is 20% Hiring Manager: Can you do it for 17%? Recruiter: Well… our usual fee is 20%, but it’s just a 3% reduction, so sure… Except it’s not a JUST a…

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Two crippling factors

A lot of the Recruitment and Search Business Owners I speak to are crippled by one of two things… 1.Fear – They’re so scared of failure or of being criticised by their peers that they end up doing nothing and stick to what they know, even though it’s not getting them what they want 2.Commitment – They…

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