Retrained Search

People see the value in our retained search training programme. But often, they want to get one more sale over the line before they join us. They know it’s an investment that will benefit them. But they’re worried they won’t see the return for a while. What if we told you that our members usually see a 100% ROI within just a few weeks..?

A few weeks ago I had the pleasure of recording a podcast with the delightful Louise Archer and Jordan Taylor from Retrained Search I've watched a number of organisations blossom through the work that Retrained Search undertake and it was great to spend time with them. I encourage all recruitment agencies to investigate their work. The Podcast has a grand title "Building Successful Recruitment Businesses: Insights from M&A Advisor Rod Hore". It is available for viewing here: https://lnkd.in/eeN8dXCy #staffing #recruitment #retainedsearch

We're excited to be in Birmingham next month for the Recruitment Agency Expo! Jordan Taylor and I will be taking you through a series of common questions and objections you may face when pitching retained to both new and existing clients - breaking down the biggest barriers to converting your clients to retained. Tickets are free, save your spot here: https://lnkd.in/gNAMTy9r

Be prepared for boomerang clients. The simplest strategy to start winning retained business is to speak with your existing clients who are already bought into you. In our experience, most should convert if you present your solution in a compelling way. But some will hit you with a ‘No!’ One of our recent members was upset when she had to say goodbye to her biggest client because they weren’t prepared to change to a retained model. A few months later she got a call asking to work with them again. She had to let them know she’d put her fees up. They still said ‘Yes!’ 

Forecastable revenue may seem like a distant, perhaps totally unachievable, dream for many contingent recruiters. But it doesn’t have to be that way. And your dreams can become reality. Just ask Ryan…

Be warned. You can get out of your depth. The more experience you gain from working in search, the more you'll see intelligence and research-type projects fall into your lap. Like retained when you lack the knowledge, it feels mystical. It doesn’t need to be. Surround yourself with people who have the runs on the board. Quicker than you think it will become a money field, not a minefield.  

Would you believe us if we told you that retained recruiters deal with fewer counter-offers than contingent ones? It’s true. First, you get fewer tyre kickers looking for a counteroffer. You spend more time with candidates and get to know their situation better, and they get more time to think about exploring it and deciding whether they want to leave the opportunity or not. Your process takes longer to get to interview, and that’s a good thing because if they’re going to fall out they generally do so earlier. The flakey ones will pull out. Ask our members if their narrative is similar. They will tell you exactly the same thing. 

No one wants to fall at the first hurdle when transitioning retained. But if you're lacking in confidence with your retained pitch, then you're bound for failure. We've coached over 1500 recruiters to perfect their pitch and we're going to share our expert advice with you, for free. Join us today for our live masterclass, How to Position Retained Like a Pro, and get ready to master your retained pitch. Secure your spot here 👉 https://lnkd.in/eQkfsDnQ

You know what separates good consultants from average ones...? Their ability to manage candidate control. Here are three things (there are plenty more) you should be doing in all your interactions: Find out religiously at the start of every conversation what they've been thinking since the last time you spoke, and delve deeper. At the end of each call find out what else they have going on and how that could impact the timeframe of this search process. And keep probing until you get the core detail you need. Keep presenting similar offers to what should be tabled and gauge their reaction and feedback - you don't want any surprises late in the process. A good question to ask in this situation is, ‘Where does this need to be, remuneration-wise, for me to accept this on your behalf?' What else would you add to the mix? 

Listen to our podcast 🤝 Win Retainers Jordan & Louise will soon be back with fresh episodes, but until then, check out our previous recordings packed with valuable insights. With industry expert special guests and retained search golden nuggets galore, each episode is a masterclass in building lasting client relationships and securing retainers. Listen here: https://lnkd.in/e7w2awY2