How do you negotiate contracts and fees with clients and candidates?

1 Know your market value

Before you enter any negotiation, you need to know your market value as a temporary staffing agency. This means researching the average rates, margins, and terms for your niche, location, and level of service. You also need to know your unique selling points, such as your expertise, network, reputation, or quality of candidates. Knowing your market value will help you set realistic and competitive fees, as well as justify them to your clients and candidates.

3 Communicate clearly and confidently

Communication is essential for successful negotiation in temporary staffing. You need to communicate clearly and confidently your fees, terms, and benefits to your clients and candidates. You also need to listen actively and empathetically to their feedback, concerns, and objections. You should avoid using vague or ambiguous language, such as "maybe", "around", or "depends". Instead, use precise and assertive language, such as "the fee is", "the contract states", or "the benefit is". You should also avoid making assumptions or jumping to conclusions, and always seek clarification or confirmation when needed.

4 Be flexible and creative

Negotiation is not a one-size-fits-all process, and sometimes you may need to be flexible and creative to reach a mutually beneficial agreement. For example, you may need to adjust your fees, margins, or terms depending on the client's or candidate's situation, preferences, or constraints. You may also need to offer incentives, discounts, or bonuses to sweeten the deal or overcome objections. However, you should also be careful not to compromise too much or too often, as this may undermine your value or credibility. You should always have a minimum acceptable level or a walk-away point in mind.

5 Follow up and close the deal

The final step in negotiation is to follow up and close the deal with your clients and candidates. This means sending them a written confirmation of the agreed fees, terms, and benefits, as well as any relevant documents, such as contracts, invoices, or timesheets. You should also thank them for their business and trust, and express your enthusiasm and commitment to working with them. You should also monitor and evaluate the performance and satisfaction of both parties, and address any issues or concerns that may arise during the contract period.