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From: =?utf-8?Q?i-intro=C2=AE?= <consult@i-intro-consulting.com>
To: "Bob" <bob@sarahharvey.com>
Subject: The problem with contingency recruitment
Date: Fri, 5 Jun 2026 13:44:08 +0100
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Something the best agencies are quietly changing
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Dear Bob
I run i-intro® and we work with boutique recruitment agencies to help them
make the move from contingency to retained.
I wanted to share something we see consistently across the agencies we speak
to.
The contingency model has three structural problems that are getting harder
to ignore:
*
You only earn if you place, which means unpaid work is built into your cost
base
*
AI is making speed and volume commodities, so the one thing that justified
contingency fees is being eroded
*
Clients are increasingly expecting outcome-focused partners, not CV
suppliers
The agencies growing right now are the ones that have changed the commercial
relationship. They are billing retained fees, working exclusively, and
building genuinely predictable revenue.
Many of our clients now generate 60% or more of their revenue from retained
and exclusive work. Some are at 80%.
Over the next week or so I am going to share a little more about how this
works in practice. No pressure, no pitch. Just the methodology and the
numbers.
If you would prefer not to receive these, just reply and let me know or hit
unsubscribe. Otherwise, look out for the next note in a couple of days.
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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Insight Out Solutions Limited · 4 The Boulevard · Clarence Dock · Leeds,
West Yorkshire LS10 1PZ · United Kingdom
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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 =
valign=3D"top" class=3D"mceGutterContainer" =
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%" =
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id=3D"section_0a9ac0e727b964e5a2a00209899559ec" =
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--10" =
data-block-id=3D"-10" 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/KabWPqFYKyL?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%" =
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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;"><span =
style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, Verdana, =
sans-serif">I run i-intro=C2=AE and we work with boutique recruitment =
agencies to help them make the move from contingency to =
retained.</span></p><p style=3D"text-align: left;"><br /></p><p =
style=3D"text-align: left;"><span style=3D"font-family: 'Helvetica =
Neue', Helvetica, Arial, Verdana, sans-serif">I wanted to share =
something we see consistently across the agencies we speak =
to.</span></p><p style=3D"text-align: left;"><br /></p><p =
style=3D"text-align: left;"><span style=3D"font-family: 'Helvetica =
Neue', Helvetica, Arial, Verdana, sans-serif">The contingency model has =
three structural problems that are getting harder to =
ignore:</span></p><ul><li><p style=3D"text-align: left;"><span =
style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, Verdana, =
sans-serif">You only earn if you place, which means unpaid work is built =
into your cost base</span></p></li><li><p style=3D"text-align: =
left;"><span style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, =
Verdana, sans-serif">AI is making speed and volume commodities, so the =
one thing that justified contingency fees is being =
eroded</span></p></li><li><p style=3D"text-align: left;"><span =
style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, Verdana, =
sans-serif">Clients are increasingly expecting outcome-focused partners, =
not CV suppliers</span></p></li></ul><p style=3D"text-align: left;"><br =
/></p><p style=3D"text-align: left;"><span style=3D"font-family: =
'Helvetica Neue', Helvetica, Arial, Verdana, sans-serif">The agencies =
growing right now are the ones that have changed the commercial =
relationship. They are billing retained fees, working exclusively, and =
building genuinely predictable revenue.</span></p><p =
style=3D"text-align: left;"><br /></p><p style=3D"text-align: =
left;"><span style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, =
Verdana, sans-serif">Many of our clients now generate 60% or more of =
their revenue from retained and exclusive work. Some are at =
80%.</span></p><p style=3D"text-align: left;"><br /></p><p =
style=3D"text-align: left;"><span style=3D"font-family: 'Helvetica =
Neue', Helvetica, Arial, Verdana, sans-serif">Over the next week or so I =
am going to share a little more about how this works in practice. No =
pressure, no pitch. Just the methodology and the numbers.</span></p><p =
style=3D"text-align: left;"><br /></p><p style=3D"text-align: left;" =
class=3D"last-child"><span style=3D"font-family: 'Helvetica Neue', =
Helvetica, Arial, Verdana, sans-serif">If you would prefer not to =
receive these, just reply and let me know or hit unsubscribe. Otherwise, =
look out for the next note in a couple of =
days.</span></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"19" class=3D"mceWrapper"><tr><td =
style=3D"background-color:#f4f4f4" valign=3D"top" align=3D"center" =
class=3D"mceSection19"><!--[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"18"><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"padding-top:0;padding-bottom:0;padding-right:0;padding-left:0" =
valign=3D"top" class=3D"mceGutterContainer" =
id=3D"gutterContainerId-16"><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"b16"><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:12px;padding-bo=
ttom:12px" class=3D"mceTextBlockContainer"><div data-block-id=3D"16" =
class=3D"mceText" id=3D"d16" style=3D"width:100%"><p =
style=3D"line-height: 0; mso-line-height-alt: 0%;"><br /></p><p =
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)">Kind =
regards</span></span></span></p><p 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 =
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 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 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 =
style=3D"text-align: left;"><br /></p><p style=3D"text-align: left;" =
class=3D"last-child"><sup><a =
href=3D"https://us.list-manage.com/apauJLA2LCP?e=3Dff4c92bcaa&c2id=3Da1d1=
ddfbc94b6c98c7867f30e2a165f3" target=3D"_blank"><strong><span =
style=3D"font-family: 'Helvetica Neue', Helvetica, Arial, Verdana, =
sans-serif"><span style=3D"background-color: rgb(255, 255, 255)"><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></span></strong></a></sup></p></div></td></tr></tbody></table></=
td></tr></tbody></table></td></tr></tbody></table></td></tr></tbody></tab=
le></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" =
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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" =
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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" =
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class=3D"mceFooterSection"><tbody><tr class=3D"mceRow"><td =
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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%" =
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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=
060886?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
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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 =
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d-size:cover;padding-top:0px;padding-bottom:0px" valign=3D"top"><table =
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le></td></tr></tbody></table></td></tr></tbody></table></td></tr></tbody>=
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