Adaptability – Our Prime Directive
SELLING VALUE
–A Thirteen-Part Series–
Part Thirteen
The Conclusion
Value Trumps Everything
by
Bob Marshall
November 18th, 2025
PART THIRTEEN:
Value Trumps Everything
As we bring this series to a close, let’s return to one timeless truth that ties everything together: Value trumps everything.
Whether you enter a marketing presentation using an MPC, or another vehicle, it inevitably comes down to this moment — the conversation about your fee.
Now, that fee might be a percentage of first-year compensation or a flat, agreed-upon amount — your choice. What matters most is that it reflects the value you deliver and the confidence you project. Remember: your fee is non-negotiable because your value isn’t up for negotiation.
And yes, sometimes a client will see your fee as a cost. When that happens, try this approach:
“Cost is a relative thing. If my fee were 90%, it wouldn’t make any difference until I successfully filled your opening, right? Let’s move forward based on my standard fee schedule. Once I deliver the right candidate, you can evaluate their contribution based on that fee. If the person adds the value we expect, pay it. If not, don’t hire them. My candidate is either worth my 30% fee or they’re worth no fee — but they’re not worth less. The beauty of my service is that you get to make that final call.”
That simple shift moves the conversation from cost to outcome — from what they spend to what they gain. Because, at the end of the day, value justifies everything.
The Value Equation
To help hiring managers truly “understand” what you deliver, use this simple formula:
ETV = AEW + IECS – RSC
Where:
- ETV = Employee’s True Value
- AEW = Approximate Employee Worth
- IECS = Internal Employee Costs Saved
- RSC = Recruiter Service Charge
This is the foundation that we expanded upon in this series:
“Adaptability – Our Prime Directive – Selling Value.”
Looking Back – and Forward
Over the past twelve parts of this series, we’ve covered a lot of ground — from the lure of the Shiny Object, to the Five-Step Plan for handling objections, to the Three-Approach Objection Formula, and the Seven Most Common Objections recruiters face. And finally, we’ve come full circle with your ultimate differentiator: The Value Proposition.
Now, it’s time to put it all into action.
A Final Story
One of my recruiter students from Denver used to dread fee objections. Every time a client pushed back, he’d give in — trimming his percentage just to “win” the deal.
Then one day, he decided to try something different. He told a new client, “I don’t discount my value. But here’s my promise: if my candidate doesn’t make you more money than my fee, don’t hire them.”
The client paused, then agreed.
He filled the role. That candidate went on to rebuild the company’s entire data infrastructure, saving over $1.2 million in the first year.
That recruiter hasn’t discounted a fee since.
He finally understood what you now know: when you sell value, price becomes irrelevant.
Coming Up Next Week…
🎯 THE DEBUT OF A NEW SERIES: “Planning for Your Best Year Ever – 2026”
In this next series, we’ll move from selling value to building momentum — designing your personal and professional roadmap for your most productive, profitable, and fulfilling year yet.
Epilogue: A Personal Note
If you’ve stayed with me through all thirteen parts, I want to thank you personally. You’ve invested time and attention in mastering what separates average recruiters from true professionals. You’ve learned how to position yourself not as a vendor, but as a trusted partner — one who brings measurable value to every client relationship.
Now it’s time to take everything you’ve learned and apply it with confidence, courage, and clarity.
Because when you truly believe in the value you bring — not just to your clients, but to your candidates and your career — the results will follow.
And 2026?
That’s the year you prove that value not only trumps everything — it defines everything.
My Best,
Bob
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550