A desk with twelve live placements at an average nine thousand pound fee is carrying something like forty three thousand pounds of contingent liability. Most agency owners have never put a number on it.
A strong month produces a batch of start dates that move through their windows together. Six placements into the same client, made the same fortnight, reach week four on the same day. One candidate leaving is absorbed. Six is a month.
Rebate clauses are almost always conditional on the invoice being settled within terms. A client who paid sixty days late on thirty day terms may have no entitlement at all, and most agencies process the refund without checking.
Placement to cash, margin by consultant and time to fill all exist as data in Bullhorn or Vincere, and get rebuilt by hand in a spreadsheet before every management meeting.
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