You don't need a new pricing model.
You already have one. OK, it's got some flaws. But that's not the reason you find pricing hard.
You need belief. Confidence. An understanding of the real value you create for your clients, and how they see that value.
When you pitch your price and the client asks you to match a lower rate from a competitor, you need to believe that you can confidently stick to your guns and still win the business.
When I work with recruitment leaders, I start by helping them to see the real value they create for their clients.
We work through my Value DNA exercise to uncover points of difference and ways that they stand out from other agencies (in my experience, no two agencies are ever exactly the same).
We then put ourselves in the shoes of our ideal clients, looking at that value from an outside perspective.
All of this before we even start considering which pricing model would be most effective. Because pricing models are worthless unless you have the belief, the confidence, and the understanding of the value behind the model.
Now, once we have those foundations in place we can consider which pricing model helps you do what you want to do.
For some recruitment leaders that's winning more retained business, for others it's coming across as more consultative in the pitch process. A few want to move to a subscription model.
Whatever the strategy, it needs to be underpinned by a core belief in the value you create.
If you're looking to truly understand your value, and how your clients see your services, then simply reply to this email and I can talk you through the way I do this.
Jon
P.S. I said the traditional recruitment pricing model has a few flaws. I could probably write a book listing them.
But I'm more interested in helping great recruiters to see their true value to their clients. The more we can build our confidence - individually, and collectively as an industry - the better experiences we will have with our clients.
If you're looking to truly understand your value, and how your clients see your services, then simply reply to this email and I can talk you through the way I do this.