At Be Recruitment, we’ve been reflecting on the often misunderstood nature of recruitment, especially when it comes to the way some clients engage agencies or expect to engage a recruitment agency.
Recruitment is unique in that it’s both a service and a product. We don’t just deliver a person to fill a role. We deliver a whole process: from writing the ad to calling and screening candidates, writing the screening questions, conducting interviews, coordinating diaries, managing expectations, helping with interview prep, doing reference checks, and offering onboarding support. That’s all the service. And the end result? The product — a great candidate, ready to start.
But here’s the thing: in few other industries is it considered acceptable to engage a service provider, ask them to do the work, and then change your mind, with no consequence, no feedback, and no payment. Yet in recruitment, this happens far too often.
Would you call a plumber, have them draw out and plan your bathroom, source the tiles and fittings, speak with suppliers, start the job, and then cancel it and walk away without paying because you no longer needed a bathroom or perhaps realised you didn’t want to pay for a bathroom or perhaps you just wanted to do it yourself to save the money? Of course not. The plumber’s time is valuable, as are their resources and the tools used. But somehow, in recruitment, contingent engagement makes this kind of behaviour not just possible, but common.
The Flaws of Contingent Recruitment
Contingent recruitment — where agencies only get paid if a candidate is placed — sounds appealing on the surface. It feels like a low-risk model for clients. But it’s built on shaky foundations.
Under this model:
Agencies must juggle multiple roles to offset the risk of unpaid work.
Candidates are left in limbo when clients ghost or change direction and do not inform the recruiter, as they have minimal commitment.
Quality is compromised because agencies are forced to prioritise speed over alignment.
The client experience becomes transactional, not strategic.
Most critically, it breeds unrealistic expectations. Clients expect a thorough, high-touch service, without committing to the process or the outcome.
A Better Way: Exclusive & Retained Partnerships
In contrast, exclusive and retained recruitment models allow for genuine partnership. There is a shared commitment, accountability, and time invested in getting the brief right, the process smooth, and the result successful. The Consultant is paid for their time, and you also get the outcome the client wanted. This doesn’t need to cost any more than contingent recruitment.
When we’re engaged exclusively and on a retained basis, we act as an extension of your brand. We invest heavily because we know you’re invested too. And that leads to:
A deeper understanding of your organisation and culture
Better alignment on candidate fit.
More thorough, considered search processes
A higher success rate, often faster, and you’ll find the placement works out better
It also creates a much more respectful and professional experience for everyone involved, including the candidate, who may otherwise be caught in the chaos of competing agencies and unclear messaging.
Time to Rethink the Norm
Yes, this may sound like a recruiter having a moan — but it’s coming from a place of wanting to improve how we all work together. Good recruitment should feel like a collaborative, strategic partnership — not a last-minute scramble or a gamble. Contingent recruitment can work, but not for specialist human services, clinical, or leadership positions.
Recruitment is a profession. Like any other professional service, it deserves to be valued, scoped clearly, and delivered with mutual respect.
So, the next time you consider engaging an agency, ask yourself: Are you looking for a quick fix or a recruitment partner? And are you willing to treat them like the professional service providers they are?
At Be, our aim is to work as a trusted recruitment partner where this is possible. If you would like more information on working with us on a retained and exclusive basis, like many other organisations choose to, please reach out today: [email protected]
It’s the smarter way to recruit.
