Expertise is expensive. Lawyers, doctors and Bankers specialise for a reason. They get paid more.Recruiters’ would be advised to do likewise.

If something is easy everybody can do it. You shouldn’t get paid 20% for advertising a job spec and then sending over CV’s. It’s a mug’s game where everyone competes on price. Competing on price sucks so much I’d rather dress up in French Knickers and sing the French national anthem backwards at Wembley.

The amount you get paid should be determined by how competently you understand the sector. The more you understand, the better positioned you are to place successful candidates. And if your candidates are successful the more repeat business you guarantee. Therefore, your industry knowledge is directly attributable to repeat and referral business. It is directly attributable to the Holy Grail of recruitment.

Every professional should have a niche circle of competence. Warren Buffett doesn’t invest in tech. It’s outside his circle of competence. We don’t recruit pharmaceutical staff. It’s outside ours. We recruit in wireless and telecoms.