Occasionally I’ll speak to Recruitment and Search Firm Owners who’ll say thing like…
“I have too many clients; I don’t need any more” OR “I have no problem finding clients, it’s candidates I need.”
I used to be impressed by this…
But I’ve come to realise that 9 times out of 10 when a Recruitment or Search Business Owners (or consultant) says this, what they really mean is, they’re working on lots of contingency job orders…
This will annoy a lot of people… But let’s not kid ourselves…
Winning a contingency assignment is not the same as winning a sale…
Unless it’s exclusive, “clients” you work with on contingency are not really your clients…
In the same way, a guy or girl dating multiple people including you isn’t really your boyfriend/girlfriend…
And even if it is exclusive… There’s no guarantee you’re ever going to get paid…
The only thing you’re guaranteed is more work…
You don’t have “too many clients” you’re just doing too much work…
And unless your fill rate is 100%, often you’re not even being paid for it….
Making a sale involves an exchange….
Usually a service or product in exchange for money…
That’s why the most profitable and cash-rich Recruitment and Search Business Owners work on retainers…
They get paid upfront for any work they do…
And if you want more revenue and profits in your Recruitment or Search business AND for less work. You should be too…
Anyone can win a job order; there’s little skill involved…. That’s why Recruitment and Search Business Owners happy to work on contingency assignments are faced with the most competition…
Are stuck working with “clients” who don’t value their services…
Are forced to lower their fees…
Find themselves overworked and underpaid…
Always worry about cash flow…
Don’t know where their next sale is coming from…
Have a team of consultants who underperform and aren’t as profitable as they should be…
And wonder why they’re not making the revenue they want… Even though they have “too many clients”…
The solution is to work with clients who value your services, are willing to pay your fees upfront, are willing to work with you and only you because they believe you’re the best, are happy to have you guide them through the process rather than boss you around telling you how to do your job…
And if you want more clients like that, click the link below book a call and see how I can help…
