Business Insight: Gold Group’s director on fee rebuttals

Tue, 31 Mar 2009

Tom Puffett, director of technical recruiter Gold Group, tells recruiter.co.uk how the company combats fee pressure from clients.

“There are a number of factors that can be bought up when the issue of cost is raised. The simplest rebuttal for Gold Group is that we are specialists. Good quality candidates within our niches are still hard to find and they are less likely to move in today’s market.

“Clients may still argue that they’re getting more direct applicants. In this instance it is worth explaining that top quality candidates are not being let go by their current employers. Therefore, while the volume of direct applications might well be up, the quality won’t be.

“When the conversation does comes up it’s time to highlight the quality of your service and the benefits of, say, full terms vs lesser terms or your company compared with another.

“Clients working with Gold Group already realise they have got a value for money service. They recognise Gold Group as an alliance rather than a necessity and so they are happy to pay for what we offer them.

“In the current climate it’s more important than ever for employers to have a top quality recruiter. As more and more people come on to the market they’ll need someone who can sift through all the applications and find the relevant two or three people.

“Doing that requires a lot of industry knowledge and a good understanding of the role – which is why some niche recruiters are still doing well in this harsh economic environment.”