Big Billers work on an exclusive basis only.

Big Billers work on an exclusive basis only. This is a key factor of moving from a Contingency Firm to a Retained Firm. When you work exclusively you are viewed as a
business partner rather than a headhunter.

Below is an example of an exclusive definition.

ABC Company agrees that XYZ Search Firm will conduct this search assignment on an exclusive basis and all direct inquiries or recommendations will be disclosed by you to XYZ Search Firm. Any person considered by ABC Company for employment from any source shall be interviewed and screened by XYZ Search Firm and deemed a candidate referred by XYZ Search Firm, except for existing employees promoted by ABC Company. Persons referred to you from sources other than XYZ Search Firm shall be candidates under this agreement.

Before you can ask a client to work with you exclusively, you must ask yourself these two simple questions:

Ø What is in it for the potential client?
Ø What are the benefits of them working with a search firm exclusively?

Make sure you relay to your client that whether they work with you or another exclusive search firm they need to partner with a firm that understands their vertical market expertise and has a documented track record of filling this type of position(s).

Knowing the difference between a retained model vs. a contingency model is a critical factor in selling exclusivity! Make sure you are educating your potential client on the difference.

The contingency model is when a client collaborates with multiple search firms because he feels this will get the job done faster.

Contingency:
Ø No one is accountable for the search because too many individuals are working on it.
Retained/exclusive:
Ø I will be the ambassador for your company, which will convey confidentiality to the potential candidate and alleviate you from receiving calls from multiple firms representing the same candidate.
Contingency:
Ø You will have multiple individuals (perhaps 8-9) from multiple firms working on your search representing your company in different ways.
Retained/exclusive:
Ø I will do a thorough needs analysis on the position and the company, which you will receive in writing. This document will be used to attract talent to your company.

Contingency:
Ø Contingency firms "cherry pick" and do not find purely recruited candidates. The relationship is not valued as a business partnership. Contingency firms introduce multiple opportunities to their candidates to get them placed as quickly as possible to obtain their fee. This does not work to the potential client's advantage because if they happen to find a candidate they love the candidate is deciding between two or more opportunities.
Retained/exclusive:
Ø We find purely recruited candidates who are opened minded and want to grow professionally. We solely sell your opportunity. They are not introduced to any other opportunities. When candidates know you are representing a company exclusively it represents the company is confidential, serious, and professional and not shopping hungry to find candidates.

What the potential client needs to understand is that they are going to pay a fee anyway. They must feel comfortable paying a firm that has a proven process and value-added services.

In Summary:
ØUnderstand the reasons why a client should work on an exclusive basis and believe in them.
ØBe comfortable explaining the benefits.