2/6/2025

A sales manager earlier in my career told me, “You can’t sell everyone”.

Frustrating advice for an upstart sales professional, who was just learning the ways of the business world.

But it makes more sense each and every day that I remain vertical.

We recently missed out on a proposal for a potentially large chunk of recruiting work (who knows for sure how big it would have or could have been – usually large bids end up being less actual work than advertised).

But we put a great proposal together, 27 pages, checked all the boxes, highlighting the best possible service offering available in our profession.

Our pricing strategy though was not as creative as others …..

Cost.

We lost the proposal because our price wasn’t low enough.

That’s OK.

It’s part of business.

There always will be lower prices out there to choose from in any market, in any profession.

But search consulting and recruiting is not a commodity.

Far from it.

Our world is filled with custom solutions.

Strong closers and influencers make up at least 25% in fee difference compared to other recruiters who simply aren’t as efficient with this skill set.

Recruiting skill and influence matters.

It’s why I never cease to be amazed at decisions that are driven by cost, when it comes to recruiting.

Although it is easy to understand why it is.

Cost is easy to measure and show on a balance sheet.

The impact of the right hire, is something every manager knows, but it’s down the road when the impact is seen most.

Long after the recruiting selection was made.

You can’t sell everyone, and you don’t want to either.

27-33, schools are closed, ice-rain galore.


Make it a great day, everyone!

hashtag#SCNrecruiting hashtag#recruiting

SCN – Search Consulting Network