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Differentiate or discount - you decide! – Thursday 6th August - 9am to 11am
In a competitive market, the recruiters who win aren’t the cheapest—they’re the ones who can articulate their value and hold it. This workshop explores how to confidently navigate fee discussions, respond to discount pressure, and position your service in a way that creates mutual value.
Delegates will leave with practical strategies to manage negotiations more effectively, protect fees, and secure outcomes that work for both you and your client, without unnecessary compromise.
Additional workshops
Control the brief, control the outcome - Thursday 23rd July – 9am to 11am
Building a standout LinkedIn presence in your market – Thursday 30th July - 9am to 11am
From order taker to advisor – Thursday 13th August - 9am to 11am
By the end of the workshop, learners will have:
• Discussed the differences between discounting and negotiating
• Recalled the reasons why clients ask for discounts
• Recalled the balance of power within a negotiation
• Reviewed some of the tactics deployed by client negotiators
• Walked through a model to protect your fees and gain from any negotiations
NorthStar, Director & Partner
James brings over 25 years of recruitment, sales and people management experience to the CMI programmes.
He has led teams of people both as a fee-earning manager and at Board member level. He’s a qualified manager, trainer, coach, NLP practitioner and is Belbin accredited.
Over recent years he has been supporting the recruitment industry to upskill their people across the UK, Europe, North America, Asia, the Middle East, South Africa and Australasia.
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