The Art of Candidate Submissions

By Liz Carey

There will always be a need for recruiters. Recruiters know how to identify and find talent for roles that require exceptional talent. A great recruiter has interviewed, assessed and researched thousands of people in that niche, and knows who the highly talented people are. They also know how to properly present candidate submissions to not only their client/hiring manager, but a trading partner.

In a recruiting network, one of the common complaints is receiving candidate resumes from another recruiter without any value-added. Recruiters receive hundreds of emails, and if you just blast them with a resume and no details/write-up/personal comment, they may think you may have just grabbed a resume off Monster or Indeed and don’t “deserve” to collect half a fee… so they won’t bother looking at the candidate or working with you.  Read the rest of this entry »


What Is a Split Placement?

By Veronica Blatt

split placementThere are many different split placement models and options for recruiters to consider. Over time, I’ve learned that there are also different ways to define or describe split placements. At its simplest level, we define a traditional split placement as a placement that involves two separate recruiters, from two separate recruitment firms. One recruiter represents the candidate and the other recruiter represents the client company.  The two recruiters work together to fill the open role and share the fee that the client company pays. A 50-50 split of the commission is the most common arrangement, but certainly not the only option. In our network, we further require that each partner has a direct relationship with the entity they are representing. Read the rest of this entry »


Stay Close to the Money!

By Veronica Blatt

Today’s guest blogger is Bill Benson with WilliamCharles Search Group located in Grand Rapids, MI. WilliamCharles is an executive search and professional recruiting firm specialized in finding managerial and executive talent in finance, HR, operations, sales/marketing as well as president/CEO roles. They have a concentration of clients in Michigan but they also work across the US. Bill is the chairman-elect of the NPAworldwide Board of Directors.

One of my bosses in the 80s (dating myself) would always say ours is a simple business, “It takes a job order and a candidate,” and, “If you’re on the phone, you’re making money – let’s not overcomplicate it.” Hard to dismiss entirely because he is now CEO of Robert Half International. In those days, not being on the phone meant a quick path to the door. Read the rest of this entry »


Communication is Key to Successful Split Placements

By Veronica Blatt

There is a saying in recruitment that time kills all deals. When it comes to successful split placements, I believe poor communication kills deals. Whether you’re committed to splits on your own, with an informal group of partners, or as part of a network, strong communication … maybe even “over-communication” … is the key to success. Here are a few examples: Read the rest of this entry »


Transparency Matters in a Trading Partnership

By Liz Carey

In any good split placement trading partnership, transparency matters. NPAworldwide recently hosted a topical call, called “Transparency Matters,” where two NPAworldwide members (who closed 17 deals together last year) shared why communication with your partners is so important!
Great trading partnerships like theirs happen when partners are essentially an extension of their desk, and treat each other like they were working in the same office, even if they’re halfway across the world.

Here’s their advice on successful trading partnerships: Read the rest of this entry »


3 Reasons to Say YES to Split Placements

By Veronica Blatt

While there are plenty of recruiters who are open to making split placements, there are just as many who are reluctant. They don’t see the value to their businesses, they’d rather keep the whole fee, or they worry about a rogue partner who doesn’t pay them. Since it’s nearing the end of the year, and it’s time to start planning for next year, I’d like to offer up three reasons why all recruiters should be saying yes to split placements. Read the rest of this entry »


Make a Network Work for You

By Liz Carey

Recruiting is a tough business. Sometimes you’re given a seemingly impossible req to fill from a client, or sometimes you have a great candidate that you just can’t seem to place. What do you do when you hit that brick wall? What if you had a whole network of like-minded recruiters who could bring you a wealth of talent, determination and diligence? This is what split recruiting is all about. Split placements involve two recruiters who work together to help a client find the best candidate, and help a candidate find the best role for them.

In the NPAworldwide recruiting network, we often see stories of two hard-working recruiters working together to make a placement. Here’s a story of a recent one: Read the rest of this entry »


You Joined a Recruiting Network… Now What?

By Liz Carey

A recruiting network can be a powerful tool in a recruiter’s toolbelt, but you have to work the network. Some have the mindset that they will join and job orders and candidates will fall into their lap… It doesn’t work that way. You have to make working the network a habit, kind of like going to the gym – once you start going once a week, it just becomes habit. Engaging in a network is similar, it becomes habit, and it can make you money!

NPAworldwide recently hosted a topical phone call on “How to Make NPAworldwide a Habit,” hosted by moderator: Anne Downing, Demetrio & Associates, L.L.C., and panel member: Charlie Diana, Advanced Search Group, Inc.

Charlie and Anne, who have been members 20+ years, have done many splits and are very active in the network. How do they get active and stay engaged in NPAworldwide? Charlie says he makes it part of his daily routine. Read the rest of this entry »


When Your Competition is Your Best Trading Partner

By Liz Carey

Recently, an NPAworldwide network member in Victoria, Australia, made a tough split placement in a very niche IT segment by utilizing a new Sydney-based NPA member’s established connections with his same client. Two recruiters with the same client? Instead of viewing each other as competition, they worked together as trading partners to make a split… a placement they likely would not have otherwise made without each other. Read the rest of this entry »


What Makes A Good Trading Partner

By Liz Carey

NPAworldwide recently held a conference call for members on “Making the Right Connections” in a recruiting network. Two successful members of the network were featured as panelists, and both said that it’s important to remember that trading partners can choose who they are going to work with. If you want to be at the top of the list for who other recruiters call when they need help, you better make sure you’re viewed as a good trading partner.

So what makes a good trading partner? Here’s what our panelists said: Read the rest of this entry »



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