There is a reason why we charge what we charge – it’s because we’re worth it!  The recruiter who genuinely believes in the value of their service will always be in a much stronger position when discussing rates.  If your mindset is that you ‘just fill jobs’ or ‘put bums on seats’ that will always leak through when you try and justify your value.  Don’t be scared of selling your value to the client and explaining exactly how much time and effort you put in to justify your margin.