Guarantee After 90 Days?
A client is interested in what we would do for our guarantee (90 days) if after 90 days past the termination we have not found a replacement. What do you suggest?
Danny’s response:
So am I to understand the only things certain in life are taxes, death and your company’s guarantees? Your client is essentially asking you to consider “the worst case scenario”, to guarantee your guarantee.
In the two decades I’ve been running my firm, I can’t recall a time when it took us 90 days to replace a person. Ironically, recruiters are capable of immense and debilitating guilt and I have often wondered why we can’t work as hard to fill jobs as we work to re fill. Your client has to understand that you know you will never get any business from them if you do not replace the person and stand by your guarantee. They have to appreciate that you are not going to burn them for ONE deal. You want all their business on an ongoing basis. A certain amount of trust is involved in all relationships, regardless of how specific the contract. I would also point out that you too are operating in good faith. The only times we have had issues in refilling is when we kill ourselves to find back up candidates and suddenly the client has lost interest, doesn’t avail themselves to interviews, becomes non communicative, and then decides to not refill or to replace internally. Yes, we have been paid, but we have done twice the work for one fee.
All successful relationships are the same. They have an independence that is equal, a dependence that is mutual, and an obligation that is reciprocal. If you don’t fill the job in 90 days and the client is truly willing to hire, then you have proven yourself unworthy of their business and they should work with other vendors, and you are willing to take that risk.
I wouldn’t give them any more comfort than that. And I certainly wouldn’t promise any other financial consideration or refund option. The 90 days you have given them is one third longer than the industry average, so they already have a good deal.
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