I couldn't agree more Jon. Having a pricing committee does three crucial things, lacking in recruitment: 1. recruiters have to plan their negotiation, rather than play cowboy. The committee signs off on the plan and gives the negotiator authority to negotiate within parameters; 2. creates an opportunity to pause the negotiation, either to walkaway because the proposal is outside of parameters and they need higher authority or just to take time to evaluate their plan, consider and then return with a well thought out counter proposal within their parameters; 3. gives the perception of power because of the control, of the process and emotions, the negotiator will be exhibiting. Warning: If you use your 'pricing committee' excuse too much you loose credibility in the negotiation, you come across as weak, lacking power of influence and authority. Get trained Recruiters.. And I also agree Jon, recruiters are woefully and inadequately trained in comparison to the buyers I've trained and consulted with. They are being played and in the UK, especially, are leaving £millions on the table every year... read here to see how/why - https://kahvay.substack.com/p/stop-bleeding-money-the-hidden-cost [Cheers Jon - great post]
I couldn't agree more Jon. Having a pricing committee does three crucial things, lacking in recruitment: 1. recruiters have to plan their negotiation, rather than play cowboy. The committee signs off on the plan and gives the negotiator authority to negotiate within parameters; 2. creates an opportunity to pause the negotiation, either to walkaway because the proposal is outside of parameters and they need higher authority or just to take time to evaluate their plan, consider and then return with a well thought out counter proposal within their parameters; 3. gives the perception of power because of the control, of the process and emotions, the negotiator will be exhibiting. Warning: If you use your 'pricing committee' excuse too much you loose credibility in the negotiation, you come across as weak, lacking power of influence and authority. Get trained Recruiters.. And I also agree Jon, recruiters are woefully and inadequately trained in comparison to the buyers I've trained and consulted with. They are being played and in the UK, especially, are leaving £millions on the table every year... read here to see how/why - https://kahvay.substack.com/p/stop-bleeding-money-the-hidden-cost [Cheers Jon - great post]