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I remember the call like it was yesterday.
Six weeks of work. Three shortlists. Eight interviews.
Then silence.
No feedback.
No decision.
No urgency.
When I finally got hold of the client, they told me they’d “put the role on hold.”
I’d heard it before.
But this one hit differently.
Not because of the lost fee.
Because I realised I’d spent six weeks working for free for a client who was never serious in the first place.
And the worst part?
I had chosen them.
I’d chased them, won the business, taken the job order, and convinced myself it was worth the effort.
That was the moment it clicked.
The problem wasn’t my process. It wasn’t my candidates. It wasn’t even the market.
It was the type of client I was attracting.
I see this across recruitment businesses all the time.
Owners working harder than ever, but still stuck in the same cycle:
Contingent work with no commitment. Hiring managers who treat them like a commodity. Roles thrown out to 20 agencies. Clients who want everything fast, but won’t give feedback, exclusivity, or proper terms.
You can be excellent at delivery and still build a fragile business if the clients don’t value your work.
I learned that lesson again a few years later.
I was in a final conversation with a client I really wanted to win.
Good company.
Decent role.
Then they said:
“We like you… but your fee is too high.”
I paused for about three seconds.
Then I caved.
I told myself it was a foot in the door.
That I’d make it up later.
That winning the client mattered more than holding the line.
It didn’t.
They never took me seriously again.
Every time I pushed for exclusivity or proper terms, the dynamic had already been set.
I’d shown them I would fold under pressure.
And once a client knows that, it’s hard to undo.
Here’s the uncomfortable truth:
Sometimes the fee objection isn’t about the fee.
It’s a test.
A test of whether you believe in your own value.
A test of whether you’re a specialist partner or just another recruiter trying to win the job.
And if your pipeline is full of low-commitment clients, you’ll keep negotiating from weakness.
The fix isn’t a clever objection-handling script.
It’s attracting clients who already see your value before they ever get on a call with you.
That’s what changes the conversation.
Better clients. Better terms. More exclusivity. Less chasing.
And that’s exactly what I’m showing recruitment business owners how to build on 13th May.
I’m running a free live 90-minute workshop:
Recruitment Client Machine LIVE 2026
We’ll build the campaigns, scripts, and outreach copy you need to attract premium recruitment clients.
Live.
So you leave with something ready to launch.
It’s worth £997.
For 13th May, it’s completely free.
But there are only 100 seats.
The last time we ran this, it sold out.
We’re not running it live again this year after this.
If you’re tired of chasing clients who don’t value you, this is your next step.
Grab your free spot here:
