Hey everybody!
In a special episode that I've been teasing for a bit, Jon and I unpack the art and science of pricing for agencies and recruiters. Even if you're not from an agency, you'll want to hear this. We cover how to show your worth, focus on what really matters, and get recognized by your clients/hiring managers. This is gold whether you're on the inside or with an agency.
So, why Jon specifically? Well, he's probably the best expert on the topic of pricing + recruiting. After 8 years at REED (a top UK agency pulling in £1.2 billion a year), and setting up pricing strategies, he started his own company, The Value Advantage, to help recruiting firms nail their pricing.
He's also behind the great Substack newsletter Added Value where he shares tips, landing page analysis etc. - I would recommend everyone to subscribe now. By the way - I said in the episode that it was paid, but there's also a free tier. So subscribe :)
Honestly, this is one of my top episodes ever. I’ll keep recommending it for many years!
Here's what we discussed:
1/ Why we struggle with pricing innovation and a few models we can use
We went far beyond the typical dialogue around percentages and guarantee periods (though we talked about them). Jon shared the "Good, Better, Best" way to think about pricing. This means giving clients choices that fit what they need. It makes clients happier and makes sure you get paid right for what you do. Easier said than done, so we then discussed very practical way to implement this strategy.
2/ How we should think about Value Beyond Fees
Our chat went beyond just how much to charge, and tried to answer the billion dollar questions: how to communicate the value recruiters bring to the table? Jon shared a few quotes for famous entrepreneurs, and techniques to better show the value created.
3/ Practical Takeaways
From understanding what clients truly value to adjusting service offerings accordingly, Jon shared a lot of actionable insights on how recruiters can differentiate their services and justify their fees & salaries.
What do you think? Been thinking about how to show your value or set the right prices? I'd love to hear how you're applying these ideas. Just hit reply and let's talk!
Wishing you a very valuable week,
Robin Choy
The Modern Recruiter #70: A Pricing & Value Masterclass for Recruiters, Jon Brooks, Founder @ The Value Advantage