Already this year I have had a number of enquiries or questions from members and readers about client behavior with respect to their terms and conditions of business.
- The introduction of a candidate , including the period of time that an introduction is valid for (see Sorry, they are already on our database’: The lazy corporate rip-off (part 1) and part 2
- The payment of invoices within the specified payment terms
- The replacement guarantee or credit period
As optimists, we always think that the client will ‘do the right thing’ however that’s a very risky position to take. What if your contact wants to ‘do the right thing’ yet has a boss who has never met you and has no vested interest in the relationship with you? That boss will probably scan your T&Cs and find any legal way to advantage their organisation.Without doubt, all recruiters are investing more time for less return. Nigel Harse , the author of the RIB Report, states in the latest Scott Recruitment newsletter that the current Average Perm Productivity per Income Producer (all placements divided by all income producers) is only 14 placements per annum, a massive 27% reduction from the 2006-2007 peak of 19 placements per annum.We are entering a period where, more than ever, we have to be vigilant in ensuring our investment of time and resources is supported by our client-agreed and signed terms of business.If you haven’t reviewed your T&Cs recently, I strongly suggest you do so IMMEDIATELY.Now is not the time to be finding out the hard way that your terms of business do not support your best intentions and rose-coloured expectations of client behaviour.