Dramatic changes have hit recruiting and staffing companies due in large part to an onslaught of purchasing agents and often irrational competitors who increase pressure to lower fees and dictate our services. The ability to successfully win through negotiations has become increasingly vital if we are to protect revenue and our ability to serve our clients with excellence.

In studying past negotiations with purchasing, we find they tend to focus primarily on price. But their lowest-price solution and our solution have stark differences. Consultants will also downgrade some of our strengths, so we respond by taking away some of the key differentiators to test their position. Before the negotiation even begins, think about the “takeaways” that we could use to reduce our offering and our cost, as opposed to simply reducing our cost and keeping the same suite of services.

The following insights and techniques are offered as ways to strengthen your skills as a negotiator and empower you to find practical solutions where both parties win and walk away satisfied.

Knowledge Is Power

Most consultants work from a competitive mode. Knowing this, our initial goal is information-gathering.  Get them talking with probing questions like: