Deliver a tiger

In the recruitment sector the magic at the heart of a great product lies in the service. Maybe that's the personal relationship, maybe it's the efficient delivery, maybe it's the local convenience, maybe it's the way the delivery is designed just for you.

A client who wants to grow their team will be ambitious about their new addition, they will want a tiger. The tiger might be a new IT lead, or a new head of sales, or a new UX designer. The client will obviously want the best, wouldn't we all? However, the most used word over the last few years, austerity, still rings in the ears of many mangers, propagated by most CFOs. Any client with a budget to spend will do so prudently.

The opportunity as human capital providers is to create proximity between these two things; a clear understanding that your client wants a tiger, and also align a fair price point. Make sure that you understand exactly what the clients definition of value is in this exercise. Describe their tiger to them and listen with attentiveness as they describe the characteristics of the tiger. Describe to them how you plan to deliver their tiger. This part of the process is where you have a unique opportunity to scope and understand. This is also part of the beauty of our roles as solution sales people. Done well first time the client is left inspired and brimming with confidence. If you have to do it again, it will have the opposite effect. Avoid this at all costs. Take your time over the first time and do it exceptionally well. Make yourself proud and understand this particular tiger.

Then make sure that the balance is achieved. Failing to do this means that you are crafting the devaluation of your own time and experience. You must put a good price on the recruitment solution you are offering; good means that the client sees it as fair and that you get to make profit and this means you have to offer them an understanding of your service and effort. In reality you know there are other tiger providers. But you are the only person doing it your way and you are confident that your method is good. Ensure that the client understands that your way is compelling. Your approach has the characteristics of good value and what they are looking for. This course of dialogue means that you can easily approach the topic of price and feel that it is a level conversation, but a dialogue where you can be confident. Most people struggle with discussing price because for a simple reason; they approach it as though it's a potential confrontation. If this is you then reframe the price diacussion. If you believe that you have the quality and approach that the client is looking for, and that your price point is fair then see this conversation as one where you might have to persuade (not confront) the client on your price ticket. This means you will be calmer, more collected and more clear about why your product is the price it is. I could almost guarantee that you will also see the process as much more fun and less contentious as well. 

If you can balance value with price then you'll find that you get a reputation as someone who can deliver tigers and make the experience a great one for the clients and candidates. Don't allow the brief and the budget to be too far apart, maintain close proximity between the two. You and the client should feel like its a great deal.

Regards

Chris