Webinar Structure:  

The Negotiator's Toolkit : Achieving Better Outcomes - From Fees to Exclusive Mandates

Event Details:

• Date: 31st Jan 2025

• Time: 11am-1pm

• Target Audience: MDs, Founders, Owners of Recruitment Firms

Panelists:

• Panelist 1  – Recruitment Industry Expert

• Panelist 2  – Negotiation Specialist

• Panelist 3  – Business Consultant for Recruitment Firms

TakeAway : Actionable negotiation strategies to improve client agreements, secure exclusive mandates, and enhance their recruitment business profitability. 

Agenda Overview:

1. Welcome & Introduction (5 Minutes)

• Host/Moderator: [Will Be Announced ]

• Brief overview of the agenda, purpose of the webinar, and introduction of panelists.

2. Why People Fail to Negotiate Effectively (15 Minutes)

Panelist Name : Domain Expert Name

• Discuss common reasons for negotiation failures:

• Lack of confidence

• Fear of losing clients

• Inadequate preparation

• Misunderstanding client needs

• Over-committing or compromising too early

Key Takeaways:

• Understand the barriers to successful negotiation.

• Learn why it’s crucial to stand firm on your terms.

3. Positioning Yourself to Negotiate on Your Terms (15 Minutes)

• Panelist Name : Domain Expert Name

• Building credibility through:

• Showcasing results and success stories

• Demonstrating industry knowledge

• Client testimonials and case studies

Key Takeaways:

• How to make your business indispensable to clients.

• How to build trust and highlight your unique value to secure better terms.

4. Pain Points and Negotiation Tactics (4 Key Areas)

• This segment will cover each of the 5 negotiation points that recruitment firms face, with actionable insights.

4.1. Negotiating Professional Fees from 8% to 10% (20 Minutes)

• Panelist Name : Domain Expert Name

• How to justify higher fees:

• Benchmarking against industry standards

• Demonstrating ROI

• Showing value-add services

Key Takeaways:

• Strategies to make clients see your worth and agree to higher fees.

4.2. Reducing Free Replacement Period from 6 Months to 2 Months (20 Minutes)

• Panelist Name : Domain Expert Name

• How to set clear expectations with clients:

• Positioning replacement policies as part of risk management

• Reinforcing the quality of your recruitment process

• Using case studies of successful placements

Key Takeaways:

• Convincing clients that shorter replacement periods reflect quality over quantity.

4.3. Shortening Payment Terms from 90 Days to 30 Days (20 Minutes)

• Panelist Name : Domain Expert Name

• Negotiation tips for faster payments:

• Offering incentives for quicker payments (e.g., early payment discounts)

• Structuring payment schedules that align with your business needs

Key Takeaways:

• Balancing client expectations with your firm’s cash flow.

4.4. Extending CV Validity from 6 Months to 12 Months (20 Minutes)

• Panelist Name : Domain Expert Name

• Negotiating for longer candidate validity:

• Showcasing candidate retention rates

• Highlighting market trends and challenges

• Crafting clear terms in contracts

Key Takeaways:

• How to negotiate terms that benefit both your firm and your clients.

4.5. Negotiating Exclusive Mandates for Entry, Middle, and Senior Management to C-Suite Searches (20 Minutes)

Panelist Name : Domain Expert Name

• Securing exclusive mandates for different management levels:

• Demonstrating expertise at each management level

• Building trust with clients by delivering targeted, high-quality candidates

• Showcasing value through faster, more precise recruitment processes

Key Takeaways:

• Learn how to negotiate for exclusive mandates and differentiate your service at every stage—whether entry, middle, senior management, or CXO-level search.

5. Q&A Session (10 Minutes)

• Open the floor for participants to ask questions related to negotiation strategies and specific challenges they face.

Closing Remarks (5 Minutes)

• Host/Moderator: [Insert Name]

• Summarize key points and thank the panelists and attendees.

• Encourage participants to implement these strategies in their next negotiation.

Join SRIF as Your Guiding Partner for Business Success!

At SRIF, we are committed to supporting you in your journey towards growth and innovation. Our events are designed to be enriching and informative, equipping you with the knowledge and insights necessary to thrive in today’s competitive landscape. Each month, we host webinars that cover a variety of topics, ensuring you stay ahead in your industry. By joining SRIF, you will experience transformational growth through our community, gaining access to expert guidance and valuable resources. Don’t miss out on the opportunity to enhance your skills and network with like-minded professionals.

SRF Staffing and Recruitment Industry Federation

Email sm@srif.org.in

Linkedin - https://www.linkedin.com/company/srif-in/