Would you say no to the biggest brand in your industry?
It doesn’t matter who they are if they’re not right for you
I was pleased to hear that an agency I worked with recently has seen their fees go up by 15% - that's an extra £30k for every £200k they would have billed before.
But I was even more delighted to hear that they (politely) declined to be on the PSL of the biggest brand in their industry.
When I worked with the agency on their pricing strategy, we identified their strengths and the clients who would most value - and be most willing to pay for - their services.
The agency delivers niche, high quality recruitment and has some of the most experienced recruiters in that industry.
So a low rate, high volume PSL wasn't right for them.
We all know how easy it is to say you’ll focus on your target audience and not get distracted by business that doesn’t fit your strategy… but it’s much more difficult to have the confidence to turn down an opportunity that big when it’s staring you in the face.
You can build your confidence in making difficult decisions by taking yourself out of the decision at that moment. When you’ve created a pricing strategy that you believe in, you follow the strategy. No matter how big the opportunity (aka distraction).
What's the one thing holding you back from turning down low value clients? Most people say something like 'missing opportunities to attract candidates' or 'worries about cashflow'.
If you’d like a pricing strategy that gives you the confidence to walk away from big name clients when they’re not right for you, simply reply to let me know what’s holding you back from turning down low value clients, and we’ll talk.
Jon
P.S. One of the biggest frustrations I hear from recruitment leaders is how they’re tied into low rates with a big brand client.
And now more than ever, it’s hard to justify putting candidates forward for low value roles when other businesses are willing to pay top fees to hire the right people.
So if you’d like to avoid being tied into low value clients, simply let me know what’s holding you back from turning down low value clients, and we’ll talk.