• Retained Search Model Types:

  • Engagement Fee: Upfront fee deducted from final placement fee
  • Fully Engaged Retained: Three equal payments (upfront, 30 days, 60 days)
  • Performance-Based Retainer: Payments tied to specific milestones
  • Monthly Retainer: Fixed monthly fee deducted from placements
  • Mitigated Risk Retainer: Refundable if candidate takes another offer

• Client Discovery Framework (SPIN Selling Adaptation):

  • Situation: Understanding current state
  • Problem: Identifying specific challenges
  • Implication: Exploring consequences of not solving
  • Need-Payoff: Demonstrating solution value

• Implication Quadrant Framework:

  • Professional Positive: Benefits to company
  • Professional Negative: Costs to company
  • Personal Positive: Benefits to decision maker
  • Personal Negative: Costs to decision maker

• Retained Search Process Structure:

  1. Research and Recruiting Phase
  2. Interview Phase
  3. Offer and Transition Phase
    • Includes documented updates and progress reviews
    • Client owns all candidate data and research

• Business Development Metrics:

  • 2 qualified search assignments per week (contingency)
  • 2 new retainers per month
  • 8 first-round interviews per month
  • 1-1.5 placements per month target

• Career Progression Framework:

  1. Start with contingency at lower fees
  2. Build deal flow and cash flow
  3. Gradually increase fees (20% to 25% to 30%)
  4. Add engagement fees
  5. Move to full retainers where appropriate

• Client Communication Protocol:

  • Document and sign detailed search specifications
  • Pre-approve target companies list
  • Set regular update expectations (weekly/biweekly)
  • Define communication format (email/zoom)
  • Address scope changes as new searches

• Brand Authority Building Elements:

  • Industry niche expertise
  • Thought leadership content
  • Speaking engagements
  • Published books/articles
  • Media mentions
  • Client testimonials

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