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
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!