All posts tagged: price

Make Price Scalable, Never Negotiable

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Scott's Monday Morning MessageA terrible choice made by many in staffing and recruiting has been in negotiating fees and bill rates, with divulging proprietary information, such as markups, coming in a close second. Some people say “the horse is already out of the barn,” insinuating we’re stuck with these issues as a permanent condition. Last time I checked, the only permanent condition in life is death.

A growing number of companies are having tremendous success in scaling price, a far better solution for all parties. If a customer wants to pay less, the value they receive scales down proportionality. Those that want more pay for that value.

Never, ever, should any firm in our business simply lower price without removing value. Doing so sends a clear message to buyers that fees and bill rates are always inflated, since firms can simply change the digits without impacting the level of service. Bottom lines aren’t the only thing to suffer as credibility takes a hit every time this occurs.

What’s also highly encouraging is that price, more and more often, never comes up for those who provide buyers with multiple options. A basic level of service that gets the job done is offered at a fair price, with escalating value options being provided at an escalating price. Buyers still get a “deal” as they elect what they receive and spend.

Savvy leaders who require their teams to always scale, never negotiate, have watched those horses go back in the barn all on their own. For those who choose to continue dickering over price, good luck in dealing with the crap from rampaging stallions.

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Scott WintripMake Price Scalable, Never Negotiable
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Uncommon vs. Commodity

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Scott's Monday Morning MessageWhen you can do a common thing in an uncommon way, you will command the attention of the world.” – George Washington Carver

Too many firms in the staffing and recruiting business still compete on price even though it’s the least sophisticated way to sell. At times, even highly talented, seasoned veterans use this harmful technique when they’re afraid of losing a deal.

Our industry would do well to remember that buyers know that the lowest price rarely means the best investment. Competing on price positions recruitment, staffing, and contract services as commodities, not worthy of the true respect due to people who have such tremendous impact.

Emphasize value, not price. If you ask Launching Questions and practice Mind Over Mouth, you’ll be able to identify what your customers genuinely care about. If you take the time and make the effort to ask engaging and provocative questions, you’ll be able to identify what your customers need and value.

When you’re clear about what your customers value, you’ll be able to offer options they desire. At that point, as long as the value is valuable, they’ll feel much more confident about the investment…and then you’ve got yourself a deal.

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Scott WintripUncommon vs. Commodity
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