When talking with clients, explain that as a member of NPAworldwide you have access to a far larger pool of candidates than most of your competitors. Your connection to 570+ other member organizations has benefit to them. You might also explain that you have access to 5 or 10 other direct trading partners that work exclusively in a niche that the client is tapping for their ideal candidate. You also have access to a private job board….the NPA Job Board.
I expect if you have been in NPAworldwide for any length of time, you are well aware of how to position and sell the client benefit of NPA trading partners. But maybe you have not thought much about positioning or selling the benefit of the NPA Job Board. I can see this benefit being used multiple ways but here are a few to consider:
The Fee Sensitive Client
Position with a fee sensitive client, that before you engage in a full headhunting exercise, and all the time and work associated with that, you would like to work for them on a reduced fee model, say a 20% fee (vs 25% to 30% as your standard) where you do a deep dive into advertising their job on your private network’s job board. You will still screen and vet all candidates to create the best short list possible but you will not be doing all the work included in a normal search, so you are able to do it for less.
The Additional Benefit and Services Approach
Maybe you establish a price for your standard service and offer add on services for a fee. Explain that your typical search is 22%, but for a small additional fee, you can add to the quality and pool of available candidates in 2 ways. First is the inclusion of additional industry/niche experts from your recruitment network to assist with the search, and second, provide access to the large pool of candidates from your network’s private Job Board. These additional services can be added but since they both have a cost for you, you can pass these through to the client for an additional 5% (27% fee), with an engagement fee equal to ¼ of my fee 22% fee, or at actual cost…your call on what might work. For you and your clients.
New Service
Perhaps it would be appropriate to just position this as a new service for a fee. Do not compare or base it on any previously discussed fee but rather just say, we can advertise your job on a private Job Board not accessible to employers, so it gets new and passive candidates that you might otherwise never see as a candidate for your job, even if you advertise. This tool taps Indeed, Monster, CareerBuilder, Google Jobs and hundreds of other niche sites that would cost you thousands to reach if you had the time and access as a non-employer. Our fee for this unique service is $10,000 for the first search I do for you. If successful, we would like to be considered as a traditional recruiter for your company and use these tools in concert with our full service recruitment.
Other Services as Add On to the Base Fee
There is always an opportunity to add on other services for a fee.
Outplacement - Right now you might consider offering outplacement services for a fee.
Salary Surveys - Other easy to price optional services include Salary Surveys. We have a partner Wage Access that will allow you to do a job title specific and location specific salary survey for about US$800. This can be passed through to a client for double or more. A good salary survey could save them $10,000 or $20,000 per year, so a flat fee of $2,500 is low cost compared to overpaying on a role for 5 or 10 years.
Video Interviewing – Recorded video interviewing may allow decision makers or influencers or even future teammates to view a candidate before they show up on site or virtually. No reason for this to be free unless you are doing it for every client.
International Search - The headaches you can cure are too enormous to explain. Maybe an international search should come with a retainer fee or a Percentage up-charge. You are solving something that would take hundreds of hours for a client to do independently.
Feel free to add your creative spins and ideas. Just want you to consider how to create more value from something you have and others may not be able to easily provide..