From Undifferentiated Recruiter to a Clear, Performance-Led Retained Proposition
Snapshot
- Client: Don Lowry, Founder, Lowry Hill
- Sector: Marketing, digital, and private equity leadership roles
- Start Date with i-intro®: April 2022
- Focus: Differentiation and retained positioning
The Problem
Don came from a contingent recruitment background and faced a familiar challenge.
He sounded like everyone else.
- Same pitch as competitors
- Same claims about process and database
- No clear differentiation
- Constant pressure on fees
As a former marketer, he knew this was a positioning problem.
Saying “we’re better” was not enough.
Clients did not see a meaningful difference.
What Changed
With i-intro®, Don implemented a structured retained recruitment approach that changed how his service was presented and delivered.
This included:
- A clear, differentiated methodology clients could see and understand
- A more structured way to assess and compare candidates
- A client-facing process that demonstrated value, not just promised it
- A shift from subjective hiring to evidence-led decision making
This moved his service from opinion-based to performance-based.
The Result
- Clear differentiation in a competitive market
- Stronger client engagement and trust
- Ability to position retained work with confidence
- Reduced reliance on price-based competition
The Commercial Impact
1. Differentiation that clients can see
Not just a better pitch. A visibly different service.
2. Stronger client confidence
Structured process reduces uncertainty in hiring decisions.
3. Shift away from fee pressure
Value is demonstrated, not defended.
Key Insight
You cannot charge retained fees if your service looks the same as everyone else.
Differentiation must be visible in how the process works.
Client Perspective
“For years, I sounded like every other recruiter. The difference now is that clients can actually see how our approach works.”
i-intro® helps recruiters build a retained recruitment model that clients understand, trust, and commit to.
