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From: =?UTF-8?Q?i-intro=C2=AE?= <consult@i-intro-consulting.com>
To: "Bob" <bob@sarahharvey.com>
Subject: How agencies are making the switch to retained
Date: Mon, 8 Jun 2026 14:14:20 +0100
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Three things that change when you stop working contingency
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Dear Bob
Following on from my note a few days ago.
A lot of recruitment business owners tell us they want to move to retained
but are not sure how to make the transition without disrupting existing
client relationships or revenue.
The i-intro® methodology is built around three pillars that make the
transition structured and repeatable:
1. Nurture and Engage
Most agencies have a list of clients they would love to work with but have
never properly developed. The Dream 100 system gives you a deliberate way to
build those relationships before you need them, so that when you approach a
conversation about retained work, you are already known and trusted.
2. Pitch and Win
Winning retained assignments requires a different conversation to
contingency. You are not pitching speed and CVs. You are pitching outcomes,
process and expertise. The i-intro® retained sales frameworks give you the
language and structure to have that conversation with confidence and to
charge what your work is genuinely worth.
3. Deliver and WOW!
Retained clients expect more, and delivering more is what generates repeat
business and referrals. The i-intro® delivery methodology uses behavioural
assessment and a structured process that turns a single placement into a
long-term client relationship.
These three pillars work as a system. Each one reinforces the others.
Agencies that implement all three consistently are the ones building
genuinely predictable revenue.
In my next note, I will explain the commercial model we use to bring
agencies into this system, and why we have changed it significantly this
year.
Kind regards
James O’Brien
Managing Director - i-intro®
T: 0113 230 5601
M: 07889 867870
E: <mailto:james.obrien@i-intro.com?subject=&body=>
james.obrien@i-intro.com
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style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover" valign=3D"top"><table border=3D"0" cellpadding=3D"0" =
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style=3D"padding-top:0;padding-bottom:0" valign=3D"top" =
class=3D"mceColumn" id=3D"mceColumnId--7" data-block-id=3D"-7" =
colspan=3D"12" width=3D"100%"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
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id=3D"gutterContainerId-6"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" style=3D"border-collapse:separate" =
role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:12px;padding-bottom:12px;padding-right:0;padding-lef=
t:0;border:0;border-radius:0" valign=3D"top" =
class=3D"mceLayoutContainer" id=3D"b6"><table align=3D"center" =
border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" =
role=3D"presentation" data-block-id=3D"6" =
id=3D"section_504ecc4a72061e5c77b38546179947e6" =
class=3D"mceLayout"><tbody><tr class=3D"mceRow"><td =
style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover" valign=3D"top"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
valign=3D"top" class=3D"mceColumn" id=3D"mceColumnId--6" =
data-block-id=3D"-6" colspan=3D"12" width=3D"100%"><table border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" =
role=3D"presentation"><tbody><tr><td style=3D"border:0;border-radius:0" =
valign=3D"top" align=3D"center" id=3D"b-5"><table align=3D"center" =
border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" =
role=3D"presentation" data-block-id=3D"-5"><tbody><tr =
class=3D"mceRow"><td =
style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover" valign=3D"top"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
valign=3D"top" class=3D"mceColumn" id=3D"mceColumnId--9" =
data-block-id=3D"-9" colspan=3D"12" width=3D"100%"><table border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" =
role=3D"presentation"><tbody><tr><td style=3D"border:0;border-radius:0" =
valign=3D"top" id=3D"b5"><table align=3D"center" border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" role=3D"presentation" =
data-block-id=3D"5"><tbody><tr class=3D"mceRow"><td =
style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover" valign=3D"top"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"24" width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0" valign=3D"top" =
class=3D"mceColumn" id=3D"mceColumnId-2" data-block-id=3D"2" =
colspan=3D"12" width=3D"100%"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"background-color:transparent;padding-top:12px;padding-bottom:12p=
x;padding-right:0;padding-left:0;border:0;border-radius:0" =
valign=3D"top" class=3D"mceImageBlockContainer" align=3D"center" =
id=3D"b1"><div><!--[if !mso]><!--></div><a =
href=3D"https://us.list-manage.com/1ARtoBXcCnf?e=3Dff4c92bcaa&c2id=3Da1d1=
ddfbc94b6c98c7867f30e2a165f3" style=3D"display:block" target=3D"_blank" =
data-block-id=3D"1"><table align=3D"center" border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"45%" =
style=3D"border-collapse:separate;margin:0;vertical-align:top;max-width:4=
5%;width:45%;height:auto" role=3D"presentation" =
data-testid=3D"image-1"><tbody><tr><td =
style=3D"border:0;border-radius:0;margin:0" valign=3D"top"><img =
alt=3D"Link to i-intro=C2=AE website" =
src=3D"https://mcusercontent.com/d08b8ac06d05df835b39ec4fe/images/116c423=
1-95d4-ae9e-6be0-b4c8bcda73b2.png" width=3D"297" height=3D"auto" =
style=3D"display:block;max-width:100%;height:auto;border-radius:0" =
class=3D"mceImage" =
/></td></tr></tbody></table></a><div><!--<![endif]--></div><div>
<!--[if mso]>
<a href=3D"http://www.i-intro.com"><span class=3D"mceImageBorder" =
style=3D"border:0;border-width:2px;vertical-align:top;margin:0"><img =
role=3D"presentation" class=3D"mceImage" =
src=3D"https://mcusercontent.com/d08b8ac06d05df835b39ec4fe/images/116c423=
1-95d4-ae9e-6be0-b4c8bcda73b2.png" alt=3D"Link to i-intro=C2=AE website" =
width=3D"297" height=3D"auto" =
style=3D"display:block;max-width:297px;width:297px;height:auto"/></span><=
/a>
<![endif]-->
</div></td></tr></tbody></table></td></tr></tbody></table></td></tr></tbo=
dy></table></td></tr></tbody></table></td></tr></tbody></table></td></tr>=
</tbody></table></td></tr></tbody></table></td></tr></tbody></table></td>=
</tr></tbody></table></td></tr></tbody></table></td></tr><tr><td =
style=3D"padding-top:0;padding-bottom:0;padding-right:0;padding-left:0" =
valign=3D"top" class=3D"mceGutterContainer" =
id=3D"gutterContainerId-7"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" style=3D"border-collapse:separate" =
role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0;padding-right:0;padding-left:0;bo=
rder:0;border-radius:0" valign=3D"top" id=3D"b7"><table width=3D"100%" =
style=3D"border:0;background-color:transparent;border-radius:0;border-col=
lapse:separate"><tbody><tr><td =
style=3D"padding-left:24px;padding-right:24px;padding-top:0;padding-botto=
m:0" class=3D"mceTextBlockContainer"><div data-block-id=3D"7" =
class=3D"mceText" id=3D"d7" style=3D"width:100%"><p style=3D"text-align: =
left;"><span style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, =
Verdana, sans-serif">Dear Bob</span></p><p style=3D"text-align: =
left;"><br /></p><p style=3D"text-align: left;">Following on from my =
note a few days ago.</p><p style=3D"text-align: left;"><br /></p><p =
class=3D"mcePastedContent">A lot of recruitment business owners tell us =
they want to move to retained but are not sure how to make the =
transition without disrupting existing client relationships or =
revenue.</p><p class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent">The i-intro=C2=AE methodology is built around =
three pillars that make the transition structured and repeatable:</p><p =
class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent"><strong>1. Nurture and Engage</strong></p><p =
class=3D"mcePastedContent">Most agencies have a list of clients they =
would love to work with but have never properly developed. The Dream 100 =
system gives you a deliberate way to build those relationships before =
you need them, so that when you approach a conversation about retained =
work, you are already known and trusted.</p><p =
class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent"><strong>2. Pitch and Win</strong></p><p =
class=3D"mcePastedContent">Winning retained assignments requires a =
different conversation to contingency. You are not pitching speed and =
CVs. You are pitching outcomes, process and expertise. The i-intro=C2=AE =
retained sales frameworks give you the language and structure to have =
that conversation with confidence and to charge what your work is =
genuinely worth.</p><p class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent"><strong>3. Deliver and WOW!</strong></p><p =
class=3D"mcePastedContent">Retained clients expect more, and delivering =
more is what generates repeat business and referrals. The i-intro=C2=AE =
delivery methodology uses behavioural assessment and a structured =
process that turns a single placement into a long-term client =
relationship.</p><p class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent">These three pillars work as a system. Each =
one reinforces the others. Agencies that implement all three =
consistently are the ones building genuinely predictable revenue.</p><p =
class=3D"mcePastedContent"><br /></p><p class=3D"mcePastedContent">In my =
next note, I will explain the commercial model we use to bring agencies =
into this system, and why we have changed it significantly this =
year.</p><p class=3D"mcePastedContent"><br /></p><p =
class=3D"mcePastedContent"><span style=3D"color:rgb(0, 0, 0);"><span =
style=3D"font-family: "Helvetica Neue", Helvetica, Arial, =
Verdana, sans-serif"><span style=3D"background-color: rgb(255, 255, =
255)">Kind regards</span></span></span></p><p class=3D"" =
style=3D"text-align: left;"><span style=3D"color:rgb(0, 0, 0);"><span =
style=3D"font-family: "Helvetica Neue", Helvetica, Arial, =
Verdana, sans-serif"><span style=3D"background-color: rgb(255, 255, =
255)"><br /></span></span></span><strong><span style=3D"color:rgb(0, 0, =
0);"><span style=3D"font-family: "Helvetica Neue", Helvetica, =
Arial, Verdana, sans-serif"><span style=3D"background-color: rgb(255, =
255, 255)">James O=E2=80=99Brien</span></span></span></strong><span =
style=3D"color:rgb(0, 0, 0);"><span style=3D"font-family: =
"Helvetica Neue", Helvetica, Arial, Verdana, sans-serif"><span =
style=3D"background-color: rgb(255, 255, 255)"><br />Managing Director - =
i-intro</span></span></span><sup><span style=3D"color:rgb(0, 0, =
0);"><span style=3D"font-family: "Helvetica Neue", Helvetica, =
Arial, Verdana, sans-serif"><span style=3D"background-color: rgb(255, =
255, 255)">=C2=AE</span></span></span></sup><strong><span =
style=3D"color:black;"><span style=3D"font-family: "Helvetica =
Neue", Helvetica, Arial, Verdana, sans-serif"> =
</span></span></strong></p><p class=3D"" style=3D"text-align: =
left;"><span style=3D"color:black;"><span style=3D"font-family: =
"Helvetica Neue", Helvetica, Arial, Verdana, sans-serif">T: =
0113 230 5601</span></span></p><p class=3D"" style=3D"text-align: =
left;"><span style=3D"color:black;"><span style=3D"font-family: =
"Helvetica Neue", Helvetica, Arial, Verdana, =
sans-serif">M:</span></span><strong><span style=3D"color:black;"><span =
style=3D"font-family: "Helvetica Neue", Helvetica, Arial, =
Verdana, sans-serif"> </span></span></strong><span style=3D"font-family: =
"Helvetica Neue", Helvetica, Arial, Verdana, sans-serif">07889 =
867870</span></p><p class=3D"" style=3D"text-align: left;"><span =
style=3D"font-family: "Helvetica Neue", Helvetica, Arial, =
Verdana, sans-serif">E:</span><a =
href=3D"mailto:james.obrien@i-intro.com?subject=3D&body=3D" =
target=3D"_blank"><span style=3D"font-family: "Helvetica =
Neue", Helvetica, Arial, Verdana, sans-serif"> =
james.obrien@i-intro.com</span></a></p><p class=3D"" =
style=3D"text-align: left;"><br /></p><p class=3D"" style=3D"text-align: =
left;"><a =
href=3D"https://us.list-manage.com/12dwUIvT5Ps?e=3Dff4c92bcaa&c2id=3Da1d1=
ddfbc94b6c98c7867f30e2a165f3" target=3D"_blank"><span =
style=3D"font-family: "Helvetica Neue", Helvetica, Arial, =
Verdana, sans-serif"><img =
src=3D"https://mcusercontent.com/d08b8ac06d05df835b39ec4fe/images/1178649=
7-6f04-bcd6-228a-fd4fbd9d04f7.png" style=3D"max-width: 100%;" =
width=3D"612" height=3D"153" /></span></a></p><p =
class=3D"mcePastedContent last-child"><br =
/></p></div></td></tr></tbody></table></td></tr></tbody></table></td></tr=
></tbody></table></td></tr></tbody></table></td></tr></tbody></table></td=
></tr></tbody></table><!--[if (gte mso =
9)|(IE)]></td></tr></table><![endif]--></td></tr></tbody><tbody =
data-block-id=3D"25" class=3D"mceWrapper"><tr><td =
style=3D"background-color:#f4f4f4" valign=3D"top" align=3D"center" =
class=3D"mceSection25"><!--[if (gte mso 9)|(IE)]><table align=3D"center" =
border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"660" =
style=3D"width:660px;"><tr><td><![endif]--><table border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" =
style=3D"max-width:660px" role=3D"presentation"><tbody><tr><td =
style=3D"background-color:#ffffff" valign=3D"top" =
class=3D"mceWrapperInner"><table align=3D"center" border=3D"0" =
cellpadding=3D"0" cellspacing=3D"0" width=3D"100%" role=3D"presentation" =
data-block-id=3D"24"><tbody><tr class=3D"mceRow"><td =
style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover" valign=3D"top"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0" valign=3D"top" =
class=3D"mceColumn" id=3D"mceColumnId--8" data-block-id=3D"-8" =
colspan=3D"12" width=3D"100%"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"background-color:#f4f4f4;padding-top:8px;padding-bottom:8px;padd=
ing-right:8px;padding-left:8px;border:0;border-radius:0" valign=3D"top" =
id=3D"b23"><table align=3D"center" border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation" =
data-block-id=3D"23" id=3D"section_054ec0e6cef4abc65d7c31920e51d8ae" =
class=3D"mceFooterSection"><tbody><tr class=3D"mceRow"><td =
style=3D"background-color:#f4f4f4;background-position:center;background-r=
epeat:no-repeat;background-size:cover;padding-top:0px;padding-bottom:0px"=
valign=3D"top"><table border=3D"0" cellpadding=3D"0" cellspacing=3D"12" =
width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0" valign=3D"top" =
class=3D"mceColumn" id=3D"mceColumnId--3" data-block-id=3D"-3" =
colspan=3D"12" width=3D"100%"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0;padding-right:0;padding-left:0" =
valign=3D"top" class=3D"mceGutterContainer" =
id=3D"gutterContainerId-21"><table border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" style=3D"border-collapse:separate" =
role=3D"presentation"><tbody><tr><td =
style=3D"padding-top:0;padding-bottom:0;padding-right:0;padding-left:0;bo=
rder:0;border-radius:0" valign=3D"top" align=3D"center" =
id=3D"b21"><table width=3D"100%" =
style=3D"border:0;background-color:transparent;border-radius:0;border-col=
lapse:separate"><tbody><tr><td =
style=3D"padding-left:16px;padding-right:16px;padding-top:12px;padding-bo=
ttom:12px" class=3D"mceTextBlockContainer"><div data-block-id=3D"21" =
class=3D"mceText" id=3D"d21" =
style=3D"display:inline-block;width:100%"><p class=3D"last-child"><a =
href=3D"https://mailchi.mp/i-intro-consulting/theretainedrecruitershow-13=
060890?e=3Dff4c92bcaa"><span style=3D"font-size: 11px">View email in =
browser</span></a><span style=3D"font-size: 11px"><br />
Insight Out Solutions Limited · 4 The Boulevard · Clarence =
Dock · Leeds, West Yorkshire LS10 1PZ · United Kingdom
<br /></span><a =
href=3D"https://i-intro.us18.list-manage.com/profile?u=3Dd08b8ac06d05df83=
5b39ec4fe&id=3Da39838bef8&e=3Dff4c92bcaa&c=3Dbed58292f6"><span =
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11px">unsubscribe</span></a></p></div></td></tr></tbody></table></td></tr=
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valign=3D"top" class=3D"mceLayoutContainer" align=3D"center" =
id=3D"b-2"><table align=3D"center" border=3D"0" cellpadding=3D"0" =
cellspacing=3D"0" width=3D"100%" role=3D"presentation" =
data-block-id=3D"-2"><tbody><tr class=3D"mceRow"><td =
style=3D"background-position:center;background-repeat:no-repeat;backgroun=
d-size:cover;padding-top:0px;padding-bottom:0px" valign=3D"top"><table =
border=3D"0" cellpadding=3D"0" cellspacing=3D"24" width=3D"100%" =
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le></td></tr></tbody></table></td></tr></tbody></table></td></tr></tbody>=
</table></td></tr></tbody></table><!--[if (gte mso =
9)|(IE)]></td></tr></table><![endif]--></td></tr></tbody></table>
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