Many recruiters find that when it comes to the issue of fees, many clients will attempt to turn the service recruiters provide into a mere commodity, pitting on recruiter’s price against another.  It is important that recruiters effectively battle this problem by knowing the value they offer the client above and beyond price.  Below are three tips on how recruiters can assess what value they offer a client before they begin negotiations:

1. Find out what the client wants, not just what they need.  How quickly do they need the job filled? What type of candidates do they want?  How difficult is it to find these types of job candidates?  What is their salary and benefit offer? What are their expectations of a recruiter?
2. Quickly assess if the client is a tire-kicker or an employer who is ready to hire now or in the near future.    Ask the client when they plan to hire. Ask them how soon they would hire if you found the perfect candidate within a week.  Also, ask them if they have already interviewed candidates or if they are working with another recruiter. The client’s responses will let you know how soon they will be hiring.  For example, a client who has already been interviewing for weeks may be ready to hire as soon as possible and may be in serious need of a recruiter who can bring in candidates that are appropriate for their company.
3. And finally, assess your own needs and abilities as a recruiter.  Do you really “need” this client’s business? If the client wants the job order filled quickly, can you deliver on-time or early?  Do you already have a network of appropriate candidates who will fit in well with their company and whose skills are a perfect match?  If you find that you can deliver on any of the client’s wants, make sure that you make note of that before you begin negotiating and definitely when the negotiating process begins.