Pricing with Confidence in a Competitive Market

Fee pressure is a common challenge in recruitment. Many agencies feel forced to discount fees just to win business or stay competitive, often at the expense of profitability and long-term growth.

The key to success is not undercutting your value, but understanding how to price confidently while demonstrating the impact your services deliver. When done correctly, confident pricing strengthens client relationships, improves win rates, and protects margins — even in highly competitive markets.

In this session, TRN’s Gordon Stoddart will show you how to develop a pricing strategy that positions your business for success. You’ll learn how to communicate value effectively, resist unnecessary discounting, and maintain profitability without losing clients.

We’ll explore:

• Why fee discounting can harm your business in the long term
• How to assess and communicate the real value of your services
• Practical strategies to negotiate fees confidently with clients
• Techniques to maintain competitiveness without sacrificing margins
• Mindset shifts that allow you to price strategically and sustainably

This session provides actionable guidance to help recruitment agencies price with confidence, protect their margins, and win business on value, not just cost.