Hi Alison and Ben. First off, Ben, I think Alison is right, unless you are a subscriber, you will not be able to open the link. To me subscribing to Shortlist in this is industry is like subscribing to oxygen in life, its pretty important, yes it might seem expensive for the year but we all need to know what is going on.
Alison, I knew this article was coming out but didn't realise it had been published. I will get in and have a look and Ben I will ask the wonderful people at Shortlist if they are ok with me sharing it but I think I know the answer.
As far as how do we get retainers back, as was discussed in the article, we need to learn how and when to ask for retainers. Retainers should be justified rather than just given. If you want to work retained, then you need too earn it. A tip for you both, what is your retained fill rate? f you know that, and hopefully its substantially better than your contingent fill rate, then thats how you justify retained work. Does that make sense?