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Are You Getting That Extra 1%?

Terms of business. Negotiating rates.

It’s arguably one of the toughest parts of being a 360 recruiter. And when the market gets tough, and companies tighten their budgets, these conversations can feel even harder.

At Limitless Learning, we’re all about developing the habits that set recruiters apart—whether it’s crafting a solid business development strategy or mastering the art of the follow-up.

Today, we’re diving into the power of 1% when negotiating rates.

This small shift can mean the difference between just meeting targets and smashing them out of the park.

Why Does 1% Matter?

Recruiters love numbers, so let’s break it down:

• 18% fee on £65,000 salary = £11,700

• 19% fee on £65,000 salary = £12,350

That’s a £650 difference on one placement.

Now multiply that by 12 placements in a year, and you’ve left £7,800 on the table.

What about commission?

Let’s say you earn 15% on monthly billings under £15,000:

• £11,700 = £1,755 commission

• £12,350 = £1,912 commission

That’s an extra £157.50 per placement, or nearly £1,890 per year if you’re consistently leaving that 1% behind.

Now imagine this across five clients. That’s £9,450 in lost commission annually—just for not asking for an extra 1%.

The numbers speak for themselves: Small changes add up to big wins.

Steps to Negotiate That Extra 1%

Step 1: Set a Non-Negotiable Rate and Stick to It

Know the lowest rate you’re willing to accept, and don’t budge. Dropping below your threshold even once can cost you thousands over time.

Step 2: Always Ask for That Extra 1%

If a client pushes back, don’t settle too quickly. Counter with an extra 1% or even 0.5%.

For example:

• If they offer 20%, start with 23% and negotiate down to 21%.
  

• Reframe the conversation: “We pride ourselves on delivering quality, and our fees reflect the time and expertise we dedicate to finding the perfect candidates for your team.”

Step 3: Regular Rate Reviews

Evaluate your client roster every 6–12 months. Ask yourself:

• Who will I be working with in 2025?

• Can I increase rates incrementally?

External factors like inflation and market changes are valid reasons for rate reviews.

A 1% increase for the client might not feel significant, but it could have a big impact on your earnings.

3 Golden Rules of Negotiation

1. Understand the Client’s Needs
   Present yourself as a partner, aligning the candidate’s expectations with the client’s goals for a win-win outcome.
   

2. Be Transparent and Build Trust
   Honest communication about timelines, expectations, and fees fosters long-term relationships.
   

3. Know Your Value and Limits
   Clearly articulate your worth and the impact you bring to the client’s business. Never compromise beyond what’s sustainable for you.

The Power of Incremental Gains

Remember, that 1% extra isn’t just about money—it’s about confidence.

It’s about knowing your value and building trust with clients who see you as a partner, not just a service provider.

So the next time you’re negotiating, ask yourself: Am I getting that extra 1%?

P.S. Whenever you're ready, there are 3 ways I can help you:

#1: Do you listen to my podcast? I release a weekly episode with either a top-performing recruiter or recruitment entrepreneur to find out how they achieved their success so you can learn directly from their journey Check out my latest episode and subscribe to the show.

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