Clearing the Fee

  By Jeffrey G. Allen  |    Posted on Sunday November 5, 2012 at 07:03:00 PM

Category: Expert Advice, Legal



What Client Says:

 

You didn't clear the fee with us before you told us the candidate's name.

 

How Client Pays:

 

Your greatest leverage exists at one point, and one point only. It's just after you present –and just before you identify – a candidate the client thinks she wants to hire.

 

Note there are two phases to the referral:

 

1. Present, and

 

2. Identify.

 

If you haven't fully cleared your fee in writing prior to identifying the candidate, you've lost your leverage – and given away your stock in trade.

 

Now, the way to get paid is to show the following chronology:

 

1. Referral of the candidate (because you've already presented and identified).

 

2. Clearing the fee.

 

3. Interview with the candidate.

 

This is doing it the hard way -- but get the timing right, and you'll also get a full fee!


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