Meeting your clients needs is key to getting a staffing agreement signed.
One of the most challenging aspects of being a recruiter or manager of a staffing agency is completing the sales process without it resulting in a signed contract. Many recruiters have quotas for new client acquisition, and the stress that is creates can get in the way of successful contract negotiations. The staffing agreement should be concise, thorough, and be a win-win solution for both parties involved in the negotiations.
Instructions
1. Ask your client questions. Find out exactly what they need in a staffing solutions provider. Make sure that every detail of the job opening is detailed in your notes and find out their urgency level for filling the position. Get details on the company history, what the company's future goals are, and the hiring process.
2. Listen to your client. Many times recruiters think they understand the details of the client's needs, but are instead focused only on getting a signature on the contract. If your contract does not show the client a probable solution to their employment issues and concerns, you will likely find that they walk away from the deal and find another firm.
3. Write a strong contract that is tailored to each specific client. Avoid using generic contracts. Be sure that there is a solution to everything you learned about the company's needs written in the document.
4. Document your commitments. Your client will be more likely to sign the contract if it clearly outlines what you are promising to do to fill the position. Outline your recruiting process, pre-screening tools, and how often you will communicate updates to the client. If you promise results by a set date, include this promise in your contract and make sure you meet or exceed the deadline goal.
5. Provide a guarantee. Many recruiting firms do not like to offer a written guarantee that states they will replace the newly hired employee if it turns out a hiring mistake was made. The reality of the situation is that your competition will offer one, and if you believe in your abilities to find the right person for every job, you should back it up with a clear guarantee.
6. Close the deal. If you have all elements of the negotiations clearly covered by in the contract's terms, closing the deal should not be difficult. If your client still resists, try the straight-forward approach. Asking them exactly what their hesitation is allows you the opportunity to let them tell you earn their business.
