I have a bunch of contingency clients, but want to turn them into retainers and can't figure out the reasons why they would do so...any help? Thanks so much
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Ken,
There are a couple of ways to approach this. Let's say that the reason you want to move to a retainer for your services is that you have a team working for you that needs mentoring and training. Time taken away from that in order to recruit for a client will be at a premium. The client can still have teh search but it will be by one of your team members that you will supervise but it will not be personally done by you. If they want you personally to conduct the search it is on retainer.
Basically like this:
You - We can do it one of two ways; would you like me to clear my schedule and conduct this search personally or should I put one of my Sr Recruiters on it?
HA - What's the difference?
You - Well I can clear my desk and go to work making this specialized search of the market the way I have done in the past and I will deliver X number of candidates for you to interview with in Y time. The fee is 25% with 25% of the expected fee paid up front as your commitment that we are serious together about hiring the right candidate for the position.
HA - I never had to pay that in the past; why now?
You - I understand it is a change for you. We can still do it the same way as in the past but I will put my team on it and one of my Sr Recruiters will contact you to discuss the details and set expectations.
Should i have Joe call you this afternoon or do you want me on it?
HA will now make a decision and you have made the pitch. If they go for it they are seeing the value proposition in not training a new recruiter in your shop to do the job that they have trained you to do over time. If they do not go for it then they are willing to take the learning curve with no fee up-front and you may have to be wary of how serious they are about filling the role with your services.
There are thousands of right ways to pitch the retainer and I sure would like to see the input from others both on how my pitch reads to them and what they would change and on what they do.
TG
