Adaptability – Our Prime Directive
SELLING VALUE
–A Thirteen-Part Series–
Part Twelve
The Value Proposition
RSC = Recruiter Service Charge
by
Bob Marshall
November 11th, 2025
PART TWELVE:
RSC = Recruiter Service Charge
Let’s talk about your Recruiter Service Charge (RSC) — the professional fee that defines your value in the marketplace.
Whether you charge a percentage of first-year compensation or a flat fee, the key is that it must reflect the worth of your service, your track record, and your results. The RSC isn’t a number to “negotiate down from.” It’s a professional standard that demonstrates confidence and fairness — both to you and to your client.
Your RSC is based on the realistic first-year compensation for the position. It’s non-negotiable because it represents the value you bring — the speed, precision, and impact of your recruiting process. You’re not selling résumés. You’re delivering impact players who move the needle in profitability, innovation, and leadership.
If a hiring manager objects to your fee, stay calm and respond with confidence:
“Cost is always relative. If my fee were 90%, it wouldn’t make a difference until I actually filled your position, correct? Let’s move forward at my standard rate. If I deliver the right candidate, you’ll have the opportunity to evaluate the value of that hire against my fee schedule. If you feel the candidate’s contribution justifies the investment, you’ll gladly pay it. If not, don’t hire them. That’s fair, isn’t it?
My candidates are either worth my full 30% fee or they’re worth nothing at all — but they’re never worth less. The beauty of this arrangement is that you get to make that final decision based on results.”
That statement reframes the conversation. It shifts the client’s focus from price to performance. It reminds them that recruiting isn’t a commodity — it’s a results-driven partnership.
Story: The CFO Who Didn’t Blink
A few years ago, I worked with a recruiter who had just raised his fee to 33%. He was nervous — afraid clients would push back. His first prospect, a CFO at a mid-sized manufacturing firm, did exactly that:
“Thirty-three percent? That’s steep. We’ve never paid more than twenty-five.”
The recruiter smiled and replied:
“If you’d like, we can wait and see what our competitors find for twenty-five percent — and if you’re still looking in six months, I’ll be here. But if you want your problem solved now, my fee is 33%.”
The CFO hesitated, then said: “Fair enough — go ahead.”
Three weeks later, the recruiter placed a candidate who boosted the company’s profit margins by 11% in his first year. The CFO called him back to thank him — and never mentioned the fee again.
Lesson Takeaway
The Recruiter Service Charge is not a “cost” — it’s a reflection of value delivered.
When you stand firm on your fee, you communicate confidence, competence, and professionalism. The client doesn’t just buy your time — they invest in your ability to identify, attract, and deliver the talent that drives their success.
Remember this simple truth:
“The client who respects your fee will respect your work. The one who haggles on price will haggle on everything else.”
Charge what you’re worth. Stand by it. Deliver results that make your RSC look like the smartest investment your client ever made.
Coming Up Next:
In Part Thirteen, Conclusion – Value Trumps 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