The Make More Placements Show for Recruitment & Search Business Owners | More Placements | Higher Fees | Less Work | Fewer Headaches |

Are you tired of clients telling you that your recruitment fees are too high?

In this episode, we break down why you should never defend your price tag and what you must do instead to win the business. 

When a client pushes back on your fee, they are usually comparing it to two flawed metrics: the perceived "free" cost of doing nothing or the price of a cheaper agency. It is time to change the number they use to judge your worth!

What You Will Learn in This Episode:

• The "Dripping Tap" Trap: Discover why an unfilled vacancy is like a slow leak that quietly drains massive resources from a business, making the cost of doing nothing far more expensive than your fee.

• Behavior Driven by Fees: Understand why a low contingent fee simply buys a rushed race for CVs, whereas a higher retained fee guarantees research, exclusivity, and true accountability.

• Results vs. Chance: Learn how to reframe the client's mindset so they realize they are not choosing between different price points, but between a guaranteed outcome and a risky gamble.

• Calculating the Real Cost: Actionable strategies to make hiring managers calculate the exact weekly financial impact of an empty seat, instantly making your fee look like a minor, necessary investment.

Stop losing out to cheaper competitors and stop letting clients believe that delaying a hire is free. Tune in to learn how to take control of the conversation, because the expensive thing is never your fee it's the wrong outcome!

Most recruiters think they lose deals because of the script, the objection, or the client’s budget.

But often, the deal is lost before a single word is spoken.

In this episode, we break down why your emotional state on a sales or business development call matters more than most recruiters realise.

Hiring managers can sense neediness, panic, hesitation, and self-doubt quickly, and they respond to it.

You’ll hear why confident, calm recruiters get treated like peers, while desperate recruiters get treated like suppliers. We also cover how to set your state before a call, stop making the conversation about you, and show up with more authority, certainty, and control.

Because clients don’t just buy your service. They buy your calm, your credibility, and your standards.

Most recruiters aren't losing fees to the market.

They're losing them to a story they wrote three years ago and never updated.

In this episode, Terry breaks down the Dartmouth "scar experiment", and why it explains more about your fee conversations, retainer pitches, and client meetings than almost anything else you'll hear this year.

You'll hear: Why "I can just read the room" is one of the most dangerous beliefs a recruiter can carry

How one off-the-cuff client comment cost a recruiter 6% on every deal after it

The hidden costume most agency owners are still wearing, and don't know they put on.

Why your perception of your market is your reality (and how to test whether it's actually true)

The single question to ask before every important conversation this week

If you've ever softened your fees, avoided a retainer pitch, or "known" how a client was going to respond before you even called them, this one's for you.

Most recruitment business owners don't have a strategy problem.

They have a thinking problem.

In this episode, Terry opens up about losing his father at 12 and the years of unprocessed anger, insecurity, and fear that followed, patterns he didn't even recognise until a stranger asked the right questions over dinner in Venice.

That conversation changed everything.

What followed is the same realisation he sees in recruitment owners every week: the real obstacle isn't the market, the CRM, the niche, or the economy.

It's the invisible script running in your head, the one telling you not to post, not to follow up, not to charge more, not to step up.

This episode gets into why you know what to do and don't do it. Why the feast-and-famine cycle keeps repeating.

Why your internal dialogue is either building your business or quietly dismantling it.

And what it actually takes to shift the thinking that's been shaping your results for years.

Your business will never outperform your thinking. This episode is about changing that.

You didn't start a recruitment business to end up busier, more stressed, and earning less than you planned.

But that's where a lot of recruitment and search business owners quietly end up.

Not because they're not working hard enough.

Because they stopped pushing for the business they actually wanted and started managing the one they've got.

This video is for recruitment business owners who know something needs to change but haven't admitted it yet.

In this podcast, Terry covers:

Why recruitment business owners drift from ambition to survival mode

The difference between building a business and just running one

How to get back on track toward retained work, better clients, and real freedom


If you're a recruitment or executive search business owner who wants to win more clients, charge higher fees, and move toward retained and exclusive work without sacrificing your time or family life, Make More Placements was built for you.

Start here: https://makemoreplacements.com/call

Mike Ames built and sold two IT recruitment businesses, one for £24M, one for £15M.

In this episode, Terry sits down with Mike to find out what serious buyers actually look for, what kills value before a deal even starts, and what most recruitment business owners are getting wrong right now.

They get into the 360-degree model, yo-yo revenue, client estate management, strategic BD, delivery obsession, and the mindset shift that separates recruiters who own a desk from those who own a real business.

Mike also shares how he went from £5M to £40M in five years, and what specifically changed to make that happen.

Whether you ever plan to sell or not, this episode is about building something that doesn't depend entirely on you.

You know exactly what you should be doing in your recruitment business.

So why aren't you doing it?

That's the question Terry tackles in this episode, and the answers are uncomfortably honest.

He covers the 12-week year framework, what Rory McIlroy's back-to-back Masters win teaches about performing under pressure, and the invisible habit of mentally rehearsing failure that most recruitment business owners don't even recognise in themselves.

The episode digs into the two to four actions that would shift most recruitment businesses, and what's actually stopping owners from doing those things consistently.

If you own a recruitment or search firm and Q2 already feels like it's slipping, this one's worth your time.

Most recruitment business owners think they need more time.

They don't.

They need to stop being the bottleneck in their own business.

In this episode, Terry Edwards is joined by Emily

specialist in building remote teams for recruitment firms to discuss the delivery engine: the system that separates recruitment businesses that scale from those that stay stuck.

They cover why winning clients can feel like creating problems, the dependency trap that keeps owners doing everything, the six stages of a delivery framework built for recruiters, how to run a time audit that reveals where your week is actually going, and why the belief that "no one can do it like me" is the thing holding your business back most.

If you're a recruitment or search business owner who's generating work but still doing everything yourself, this one's worth your full attention.

Terry Edwards breaks down the pattern that keeps most recruitment business owners stuck, not because they lack skill or knowledge, but because their daily behaviour is quietly protecting them from discomfort.

In this episode, Terry walks through the exact cycle that turns busy days into zero progress, why most recruiters are maintaining motion instead of building momentum, and what top billers do differently to design their results before opportunities even exist.

If you've ever ended a day feeling like you worked hard but got nowhere, this one will hit.

Topics covered:

Why your pipeline might not actually be a pipeline

How comfort avoidance masquerades as strategy

What top billers have in common

How to stop selling recruitment and start selling outcomes, and the 90-day question that changes how you think about your business.

📞 Book a free 10-minute call: makemoreplacements.com

“We already have a supplier.” “It’s not a priority.” “Send me an email.” Sound familiar?

In this episode, Terry Edwards unpacks the five objections that stall recruitment sales calls and shows you how to stop accepting them at face value.

Learn how to challenge them politely, reveal the truth faster, and focus your time on the deals that are actually real.

Book a short call at makemoreplacements.com/call.