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 has seen their fees go up by 15% - that's an extra £30,000 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 know how easy it is to say you’ll focus on your target audience and not get distracted… but it’s much more difficult to have the confidence to turn down a big opportunity when it’s staring you in the face.
One way to build your confidence in making difficult decisions is 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).
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 can 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.
It’s hard to justify putting candidates forward for low value roles when other businesses are willing to pay larger 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 can talk.