Negotiating contract rates with clients is one of the most complex elements of sales in the staffing environment. On the one side, the sales manager wants to negotiate the highest profit margin possible and on the other side you have the client that will always push for lower invoicing rates. In the middle you have legislative costs such as leave provision, UIF, Skills Development Levy and workmen’s compensation. Additionally, every contract differs with the operational costs required including possible safety equipment, payroll and bank costs and contract management costs. One small mistake in the costing could bind the business into a loss-making contract for years to come. This intensive one-day program will equip the Recruiter to understand the clients actual staffing needs, translate that into a rates schedule and closing the deal – all at a high profit margin.
1. Plan: Prepare for the need’s analysis meeting
2. Sell through Business Insight: Share insights and ideas to help solve current and emerging challenges.
3. Build two-way business conversations: Anticipate your customers’ needs and show you can add value. Become adept at the art of listening.
4. Make it personal: Tailor the solution to your client’s industry, business, job requirements and personal needs and preferences.
5. Control the sales process: Focus on outcomes and financial impact. Buying has become a problem-solving cycle, be a part of their business, part of the cycle
You will be provided with valuable tools and resources:
• Template: The Ultimate costing template
• Template: Client Needs Analysis
• Job Aid: Active Listening tool kit
• Job Aid: Perfect Presentation Template
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• Understanding the client’s operations, including the industry in which they operate, their operational model and labour environment
• Asking the right questions to identify the need behind the need
• Identify staffing challenges
• Gain client confidence through possible suggestions
• Based on the identified needs, create the solution with a work-flow work flow, to identify each element needed in the costing
• How to conduct the research needed (including getting quotes) on the actual costs of the elements
• How to get Operational Teams (e.g. Recruitment, Admin and Management) involved in crafting the solution.
• Prepare a costing schedule based on the researched costings
• Calculation of statutory costs
• How to protect your Gross Profit in the costing schedule
• Work through a couple of examples using a prepared template
• How to present the solution in such a way that costing does not become the primary focus point, by:
– Showing the client that you understand their business better than any other supplier
– Presenting a unique solution that makes it difficult for competitors to match
• Highlighting features and benefits of the solution
• Highlighting long-term costs savings as well as cost of inaction (cost of staying with current solution)
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