There is an ever-growing segment of our industry that is quickly becoming commodisized. These are the firms that work “the low-hanging fruit” and focus on being competitive, which usually means working under heavily discounted fee agreements with their clients.
Ultimately, because of the lack of bilateral commitment in the working relationships, their job order (assignment)-to-fill ratio remains high. Since there is little in the way of qualitative differentiation between these firms, clients view them as a commodity and therefore seek the least expensive means of working with them.
If this sounds familiar, answer for yourself the following question:
“If my client companies gave a full commitment to work within a process that would allow me to focus my resources in an unencumbered manner, what impact would this have on my ability to get results?”
For most executive search consultants, the answer to this question would be “a dramatic and positive impact.”
Fact be known, most top producers are not necessarily better than anyone else. Rather, they have learned how to gain this type of recruitment commitment from their clients.
With this level of commitment, they can focus their time and resources on consistently achieving results. This in turn creates a greater level of confidence in them from their client companies, which results in more qualified business. It becomes a self-perpetuating phenomena.
Any way you look at it, top producers are top producers because they deliver results for their clients. Not once in a while. Rather, consistently time and time again.
They can do this because they are focused. They only work on good, qualified business, and they only work in relationships that are earmarked by mutual commitment.
Therefore, if you’re interested in NOT becoming a commodity, you must be willing to ask for, and only accept, business where the working relationship is based on a mutual and equal commitment. You need to know how to ask for this, and you must be ready to justify the request through the execution of a process that delivers the required results.
Below are two examples of how you might ask for a commitment from a client:
Example #1:
“Put yourself in my position for a moment. If our roles were reversed, would you be willing to commit your resources to undertaking a search of this nature before you secured an equal commitment from your client, the level of bilateral commitment required to ensure success?”
Example #2:
“In order for us to be successful in working together, the level of commitment I give to filling your requirements must mirror the level of commitment you and your organization are willing to give me. Only in this manner can we jointly ensure that our collective resources are being applied in the best fashion possible. Does this approach seem reasonable to you?”
Only through bilateral and equal commitments can you focus the full strength of your resources on achieving results for your client companies. Working without these commitments in place will relegate you to a “commodity broker existence” and limit your future in this business.
— — —
Terry Petra is one of the recruiting industry’s leading trainers and business consultants. A Certified Personnel Consultant since 1975 and a Certified International Personnel Consultant since 1989, Petra has extensive experience as a producer, manager, and trainer in all areas of professional search, including retainer, contingency, and contract, as well as clerical/office support and temporary. For more information about his services, visit his website or call 651.738.8561.
Leave a Comment..