Big Billers never talk about the fee or the service charge unless they understand what the potential client's needs are. Big Billers never talk about the fee or the service charge unless they have made the decision to work the search.

When a potential client asks, "What is your fee?" return with a question, "Is fee the only issue keeping us from doing business? If it is, I am sure we can make this work for both of us. Let us decide first if my firm meets your needs."

•Discuss at that point how your firm can add value
•Conduct a needs analysis on how their company will add value to attract a potential candidate
•Incorporate value added services instead of reducing your fee
a. Compensation Consulting
b. Behavioral-Based Interviewing
c. Assessment and Selection

Never give a potential client the discount they are asking for. It makes them feel that they could have gotten you to accept even less!

Know your bottom line and never alter. Stay consistent.

In Summary:
#1 Make sure you want the search before talking about the fee.
#2 Beware of potential clients that demand to know your fee before doing a complete needs analysis. These clients are only window-shopping.
#3 Ask those critical questions.
#4 Never give the client the fee they are asking for.
#5 Always sell your process.

Remember, success is not determined by how hard you work, but how intelligently your efforts are applied to your goals. Utilize the tools around you in the best manner possible and you will reach those goals and beyond.

Gene Rice and Jeff Cohen are the founders of Rice Cohen International, one of the 25 largest retained executive search firms in the country. Together, they have personally billed over $40 Million in their combined 26 years of experience. To order or learn more about their training products and services, please visit http://www.recruiter.com/ricecohen/featuredseminar.cfm .