November 03, 2022


Thursday Sherpa Call

Audio Mp3

Session Highlights

This session covered best practices for composing terms of business. A pragmatic approach to fee percentage, settlement period, providing a guarantee, and payment terms were discussed. Peter also shared his approach to placing a confidentiality clause.


[02:05 – 07:11] Wins of the week.
[07:12 – 13:34] Group insight on keeping the momentum: Thoughts on maintaining engagement with the client after sending the proposal.
[13:35 – 20:16] Using video in the sales process for follow-up.
[20:17 – 21:32] Discussion on four components of terms of business.
[21:33 – 30:38] Deep dive on fee percentage component.
[30:39 – 38:22] Deep dive on settlement period clause.
[38:22 – 50:01] Exploring the option of offering an industry-leading guarantee.
[50:02 – 56:54] Negotiating faster payment terms from the client.
[56:55] Peter shares his confidentiality clause.

Resources Mentioned

How to Leverage Video to Maximize the Results in Your Sales

About the Author


Mark Whitby is one of the world's leading coaches for the recruitment industry. Since 2001, he has trained over 10,000 recruiters in 34 countries. Mark has helped recruiters to double or triple their billings and owners to increase their team's sales by 67% in 90 days.

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