How do I ask a client for exclusivity on a role?

Ask for exclusivity only after you have demonstrated value, frame it as a trade, and always name an end date. Before you have shown value, asking is begging. After it, it is a commercial proposition: you invest more time in exchange for the client's commitment.

The proposition

"I prefer to work exclusively on this role. That means I spend four to six times longer than a non-exclusive agency. More research, a better shortlist, deeper preparation. In return I ask for ten working days without other agencies. After ten days we evaluate."

Three elements: what you do extra, what you ask, and an end date. Without an end date, exclusivity is an open-ended commitment and that puts people off.

When the prospect already works with another agency, do not force it. "Understood. Give me the same role. Two agencies, one role, the best candidate wins. You only pay on success." That is not exclusivity but a test. After the first placement you have a stronger case.

With candidates, exclusivity means agreeing they do not start processes through other agencies during the period. Frame it as protection: too many parallel processes dilutes attention and costs the candidate time.

Worked example

A manufacturer in Apeldoorn briefs you on a lead engineer role at €85,000, fee 25%. The role has been with two agencies for six weeks: eleven CVs, one interview, no hire. After your intake conversation you make the trade explicit: "Give me this role exclusively for ten working days. I deliver a shortlist of three validated candidates by day ten, with a full report on why each fits. If the shortlist disappoints, you go back to the old setup and it cost you nothing." The end date turns the risk into a test the client can afford.

What not to do

• Asking for exclusivity before you have shown value. That is begging.
• Not naming an end date. Exclusivity without a horizon feels like a cage.
• Forcing exclusivity when the client hesitates. Handle the hesitation as an objection first.