Beware of the consultant who discounts his service. Occasionally, a consultant will discount a fee to help the client, especially new ventures. This represents an invest-ment on the part of the consultant. When the client matures, they will be in a better position to leverage their search assignments. Usually, however, a consultant who discounts his fee does not have the confidence in his ability to produce.
Consultants search for the diamonds in the industry.
The consul-tant will present these quality candidates to those firms who understand the full value of these efforts. Some clients, even though they have no current openings, pay a premium for these quality candidates. Remember that the best companies in the world are made up of the best people in the world. A good way to assure yourself of accountability on the part of your consultant is to ask for a guarantee. You deserve, and are paying for, a long term working relationship from your consultant.