Negotiation Best Practices
Words that show you are not confident in presenting your fee
What is Umm, Ahh
We should not negotiate price until
We show value
Areas you can negotiate include: guarantee period, additional business and
Payment Terms
MAPPING stands for
Matching and Presenting
Your ________ in our service when you hire one of the individual.....
Investment
Talent that cannot be found through traditional recruiting means
Passive Talent
A set period of time that a prospective new hire will stay at a new job in order earn your fee
Guarantee Period
The primary goal of a MAPPING call is
To get a send out
The terms of business protects
You, The Client and Your Firm
Understanding client's goals, objectives, challenges, problems and needs
Providing the right-fit solution
If the client wants to know the fee prior to the NAP
Discussing at this time is difficult because I don't understand the scope of the project
How many individuals (Talent) do you ideally want to present to a client
Three
To negotiate with confidence you need to
Be prepared
Provide salary and market information to clients
Fine-tune employer brand to attract and hire exceptional talent
Two words you can use assist in presenting fees
Fair and equitable (reasonable)
What is the key question in a MAPPING call
Has anything changed
What words should we NOT use to describe our fee
Standard or Traditional
We demonstrate value by
Providing clients access to the best fit talent in the industry
Our recommended fee percentage is
30%
Client will hire talent that meet this percentage of required job specification, if the chemistry is right
60%