1. SELLING EXCLUSIVES AND RETAINERS
Highfield Professional Solutions
Sarah Davies-Fry

2. 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?

3. 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 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

4. 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

5. .
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

6. 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

7. 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

8. 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

9. 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.

10. 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