What Client Says:

You didn't clear the fee with us before you told us the candidate's name.

How Client Pays:

Your greatest leverage exists at one point, and one point only. It's just after you present –and just before you identify – a candidate the client thinks she wants to hire.

Note there are two phases to the referral:

1. Present, and

2. Identify.

If you haven't fully cleared your fee in writing prior to identifying the candidate, you've lost your leverage – and given away your stock in trade.

Now, the way to get paid is to show the following chronology:

1. Referral of the candidate (because you've already presented and identified).

2. Clearing the fee.

3. Interview with the candidate.

This is doing it the hard way -- but get the timing right, and you'll also get a full fee!