Request an Engagement Fee
The definition of an engagement fee is obtaining a portion of your fee prior to doing any work for a client. This engagement fee is non-refundable regardless of results provided. You need to place your efforts where you have the best chance of producing results. You can present the concept of an engagement fee with new clients or anyone who has given you a more than one order with no placements, even after you have presented very qualified candidates.
Some examples of the work you do for free include:
- Acquire specifications from employer
- Send copies of spec to employer for approval
- Make adjustments as a result of feedback
- Recruit Candidates
- Interview Candidates
- Present Opportunities
- Schedule Interviews with Clients
- Check References
- Prep the Candidate
- Debrief the Candidate
You will be more successful selling an engagement fee if you have selected a niche where top talent is very difficult to attract. The amount of your engagement fee can be 1/3 of your normal fee or a flat rate that you determine before making your presentation.
The client must see the value of paying you up front which include:
- Their commitment up front to hire from you
- Priority over job orders with no engagement fee
- Search activities are well documented and shared with the client
- All candidates surfaced are exclusively presented to the client
If the client refuses to pay an engagement fee, you will then decide whether to work their order or walk away. You have everything to gain and nothing to lose by presenting this concept to clients or prospective clients. Remember, the answer to every question you do not ask is NO. Stress the benefit to your contact when presenting this option, and you at least have a 50/50% chance of them saying YES.