How to negotiate the rate in body leasing from the customer’s perspective?

Preparation for negotiations

Before negotiating rates, the customer should prepare properly:

• Precise definition of needs: Clearly define the required roles, level of experience (seniority), key technical and soft skills, and scope of tasks for the professionals sought. The more precise the requirements, the easier it is to compare offers and negotiate.
• Market research: Orientation to the current market rates for professionals with a similar profile in a given location or cooperation model (e.g., remote work). This knowledge allows you to assess whether the supplier’s proposed rates are realistic.
• Determining the budget: Determine the maximum budget the company is able to allocate for body leasing services for a given project or position.
• Consideration of alternatives: Awareness of other available options (e.g., working with another supplier, permanent recruitment) strengthens the negotiating position.

Negotiation strategies for the customer

When negotiating, the client can use various strategies:

• Argumentation based on market data: Citing collected information on market rates to justify price level expectations.
• Emphasize a long-term perspective: If you plan to work together longer or involve more specialists, you can negotiate lower rates in exchange for greater volume or contract stability.
• Flexibility in profile: If budget is limited, a slight reduction in experience requirements (e.g., strong mid instead of senior) can be considered, which may translate into a lower rate.
• Package Negotiation: Negotiate rates for an entire team or group of specialists instead of individual rates for each person.
• Ask about the cost structure: Understanding what makes up the offered rate (specialist’s salary, supplier’s margin, administrative costs) can help identify potential areas for negotiation.
• Willingness to compromise: Successful negotiations often require a degree of flexibility and willingness to find a mutually acceptable solution.

What to avoid?

The client should avoid overemphasizing the lowest possible price at the expense of quality. A rate that is too low may mean that the supplier will have difficulty finding a suitably qualified and motivated specialist, which will ultimately reflect negatively on the project. It is important to find a balance between price and quality.

Building relationships with the supplier

Rate negotiations are also part of building a relationship with a supplier. Conducting them in a professional manner, based on arguments and mutual respect, is conducive to establishing long-term partnerships.

Summary

Negotiating rates in body leasing from the customer’s perspective requires preparation, market knowledge and argumentation skills. The goal is to get a competitive price for the competencies needed, while maintaining quality and building a partnership with the supplier. Striking a balance between optimizing costs and ensuring project success is key.