Most of the placements that I make are not easy. Finding good recruiters and getting them to move to a client is tough work. It takes a lot of effort, time and dare I say a bit of skill. So I always feel justified in the fee I charge a client – and the majority of my clients recognise that and are happy to pay me accordingly.
So, when I have someone telling me “what I am charging for simply emailing a CV and making a few phone calls, probably a couple of hours work, is daylight robbery” I am amusingly annoyed (is that even possible?).
A couple of hours work…mmmm.
Well if I was charging let’s say $10k for a couple of hours work, then daylight robbery would be being kind. Daylight heist would be more appropriate.
But of course, there is just a little bit more to it than that. What Mr Client is seeing is the tip of the iceberg in terms of the service I am providing. What he is not seeing is all the effort, time and skill so that he is now in the position where he has the opportunity to meet a great candidate……
Part of my fee is for that two hours I spent at a networking event a few weeks ago where I met someone who referred this person to me. Part of my fee is for the two years I have spent building my profile on social media so that this person approached me when they were looking for a role. Part of my fee is for discounting all the wrong candidates, including the liars and weirdos. Part of my fee is for the highly skilled researcher that we employ who found this person when they were not considering a new job. Part of it is because I have persuaded the person to work with me exclusively and therefore you are only one of a few agencies seeing this person. Part of it is because I briefed this person about your business, as opposed to the other hundred agencies you compete with. Part of it pays for the coffee I bought the person when they were getting cold feet about moving jobs. Part of it keeps the doors to my business open, so I can keep doing this. And yes, part of it, a much smaller part than you think, goes into my (fiancée’s) back pocket.
I could go on…. but you get the point.
So sure, Mr Client, you might only be seeing the end result of all of this work. But, there was a heck of a lot that went in to getting this person in front of you. If you don’t agree then do it yourself. Write an advert, send a couple of messages to people on LinkedIn, or do whatever you think it is that we do. And see if the result is different.
Maybe, we recruiters should start charging in 6-minute increments like lawyers and accountants do. Or our invoices should have a break down of exactly what you are being charged for…that would be a long invoice!
Obviously everyone wants value for money, If you are simply shuffling a few CVs around town all day long, then it is hard to justify any sort of fee. But, if you are putting in the time and effort, and using your experience and skill, to allow your client to see someone they may never have known of…. then stand up tall and proud.
Your fee is more than justified. Not everyone will agree…but that is their problem.