We know that
legal recruiters are faced with tough options when they are simply trying to
negotiate a standard fee when all around them seem to be discounting. But how do good legal recruiters fight
for the fee they deserve without alienating clients? Let’s take a look at a few
suggestions:
1.
Know
your value. Legal recruiting services are not a commodity. Each recruiter
brings to the table their own special set of skills and experiences. Know which
of your skills and experiences are most beneficial to your client. Make sure the client knows this too.
2.
Make
sure they can afford you. While the economy is making a slow recovery, many law
firms are still struggling financially. Make sure that your client can actually
afford to pay a fair fee for your legal recruiting services.
3.
Research
their needs and wants. It’s important to find out exactly what your client
needs. How important is recruiting the right people for their business? Do they
understand the value that a legal recruiter brings to the table? If you can
help them understand that working with the right legal recruiter is not just an
expense but an investment with an ROI, then you will have an easier time
negotiating a fair fee.
Be willing to walk away.
Or, at least know that you can walk away.
Do you need this client’s business? Or, can you afford to walk away from
the negotiating table if you don’t get the fee you want?