SELLING EXCLUSIVES AND RETAINERS Highfield Professional Solutions Sarah Davies-Fry

Is the role and client retainer ready? Q A Is the role niche? Is the budget signed off? Has the role gone live yet? Has the role been unfilled for an extended time? Can we fill the role? Is the role important to the client? Is there a strong relationship with the client? Is the client attractive to candidates? Is quality of candidate more important than speed to hire?

Pitch Have you thought of using a more enhanced and intense recruitment process to fill your role? Yes No? Listen to the answer and if the client is in agreement take charge and lead them forward Give the options in brief and agree to email the retainer information along with the T’s and C’s Schedule time to discuss the role in great detail and to set the SLA’s

Pitch – 3 Options Contingent Exclusive Standard recruitment delivery model – 19.7% success rate Exclusive Standard recruitment delivery model PLUS – 63.4% success rate Passive market approach Short list presentation Access to off site interviewing suite Market assessment review More committed and suitable candidates engaged Consistent brand message into the market place

. Retained Standard recruitment delivery model AND Exclusive model PLUS – 76.6% success rate Tailored marketing documentation Bi weekly long list report Psychometric testing Salary and performance verification Verbal reference checking High probability in hiring best candidate available for the role All recruitment channels exploited to attract best candidates Market and hiring trends in the sector

Why retained? Garanteed delivery Greater focus on quality over speed Market intelligence Dealing with one agency Priority over other clients More thorough process – greater retention Full and total commitment from recruiter More comprehensive search Confidentiality

Cost Fee same as a contingency % or no less than 15% 1/3 upon taking on the retained role 1/3 upon offer of candidate 1/3 upon candidate start date The cost of recruitment through multiple agency is far greater taking in to account the cost of management time at apx £10K per vacancy with multiple agencies. This will save you money and time and result in a quality candidate who is more likely to stay with the business

Possible concerns from client We have never paid a retainer before We have had a bad experience by doing this before What happens if we pay you a fee and you don’t find us a candidate

Overcoming concerns /benefits If you partner with me on this exclusively, that does three things for you: 1. Gives you accountability – you know I am working this role and not a resourcer. 2. Gives you access to the best candidates – Not from job boards! They are the ones most people cant get hold of and I wont give their information to any other clients. 3. It will make your opportunity sound more appealing – the more agencies that work it the more desperate it sounds.

Action Plan Agree the role on retainer Agree fees and split Agree SLA’s Set time to discuss the role in great detail Once reveived the 1st payment – work role