[NAME], I must tell you. MOST of my clients use other sources, some less expensive and some more, and then hire the best candidate. Our whole multi-billion rand industry is built on that notion, and the only risk until you hire someone is mine.

You’re right, there are certainly people who will do it for less. But don’t you think the relationship between cost and quality applies to search companies as well? Rather than ask why we charge so much, you should ask yourself why the other agencies charge so little.

I know there are other agencies that charge less, but that is because they DO less. In this market, the great candidates are not going to make a move and risk being retrenched. They are not on the Internet or responding to ads. They need to be persuaded, and we have a process to make that happen. That’s why we charge what we do. All I’m asking is for a chance to compete and show you what I can do.

[NAME], I KNOW there are a lot of agencies that charge less, but they charge less because you ASK them to. I can assure you though, that they charge the companies in your industry who are willing to pay more, a full fee. The candidates those companies reject, they send to you. I want to be able to send you my best people first. Does that make sense?

I know there are other agencies that charge less. They charge less because they do less. We are more expensive for a reason. In the name of cost cutting I would hate to see you not being exposed to all the good people. Engage those other agencies but let us let us compete, take the risk, and know going in that we have to find a candidate worthy of our fee.

Remember, in a contingency relationship you pay us nothing until you hire our candidate so there’s no risk on your side. Your thoughts?