Split Placements

How a Recruiter Networking Group Can Help You Change Your Specialty

by Veronica Blatt

Have you ever thought about changing your specialty? Or adding a new desk to your existing business? It seems like shifting to a new specialty should be fairly straightforward, but it’s often harder than it seems. Here are three ways a recruiter networking group can help you make the transition:

Peer coaching and industry knowledge. A recruiter networking group consists of trading partners who are already experts in your new field. They will likely be willing to share information and ideas about how to make the transition into a new specialty. This valuable insight can save countless hours, and money, so that you can quickly start making more placements.

Provide candidates and/or positions during the transition. A recruiter networking group consists of trading partners that you can make split placements with. If they have open job orders, you can source candidates in the new specialty. If you have access to candidates in a desired specialty, seek out trading partners with suitable job openings. Split placements can be an extremely effective way to build a new specialty.

Reduce overhead associated with change or expansion. It can be expensive to add a new specialty, or to change your existing business focus. Not only do you have to factor in your valuable time, you may need to purchase new resources, tools, lists, etc. A recruiter networking group can help offset some of those expenses by carrying them for you. You don’t have to pay your trading partner unless you make a split placement. You’re not paying for your partner’s benefits. You don’t have to purchase equipment or invest in training. It’s a “pay-as-you-go” situation that has no, or limited, ongoing fixed costs.

If you’re seriously considering a new recruiting specialty, and you’re NOT part of a recruiter networking group, you may wish to consider joining one. Your existing informal networks are probably made up of recruiters, job seekers, and clients based on your existing specialty. It takes time to cultivate new contacts, and it will be harder to start something new until those contacts are established. Joining a formal recruiter networking group can be a wise decision that will allow you to shift into a new market area more quickly and cost-effectively.

IT Hiring Outlook Leads to More Split Placements

by Veronica Blatt

database tableJust when we all thought the Global Financial Crisis was solidly behind us, a smattering of not-so-great news reports has people getting jittery all over again. While it’s true that overall unemployment in the U.S. is far too high for comfort, and there are serious concerns about European debt, I am not convinced that a double-dip recession is imminent. In fact, according to the Bureau of Labor Statistics, the unemployment rate for workers with a bachelor’s degree or higher actually DECREASED to 3.9% last month. Read the rest of this entry »

Independent Recruiters: A Little Preparation Goes A Long Way

by Veronica Blatt

As I pack up my desk and bags to head to Dallas, TX for a couple days to attend The Fordyce Forum, I find myself also preparing for what is sure to be a great event and even greater networking opportunity for me. No doubt, it will be the people I meet that will make the event worthwhile – not to mention the knowledge and training I will pick up along the way. This morning I prepared few ideas and goals that I think will be crucial to my success at The Fordyce Forum. Having said that, I thought it would be rude of me not to share my prep-strategy with our readers. Granted, as recruiters yours might be a little different, but I think the same basic fundamentals are there.

  • Create an elevator speech:  rehearse a 30 to 60 second speech that identifies who you are, what you do, and why you are there. As an example, mine is below. Depending on the days events and who i’m talking to, this will obviously change a bit. It’s a starting point nonetheless.

    “Hi, my name is Annie Weller and I’m with NPA, The Worldwide Recruiting Network. Our network’s primary goal is to help our recruiters make more money through split fee recruiting and increase opportunities for their clients and candidates. We currently have about 400 member firms on 6 continents with the average member’s ROI at more than 800%. Our members share between 7 and 10 million dollars annually and their membership in NPA represents the difference between an average year and a good year. I’m here for the next couple days to talk to recruiters who are interested in increasing revenue through split placements. Are you interested today or in the coming days to talk further?”

  • Set goals: If you don’t set any goals, how do you know if you are successful? Try to make them as specific as possible and break them out into categories.
  • Identify a strategy: Review the schedule or agenda and decide which sessions would be most beneficial for you to attend.

These are obviously very basic ideas; however, I do feel a lot more prepared than before I nailed down my elevator speech, goals and strategy. I am a very “dive-in-head-first-kind-of-girl” so this type of preparation is not something I do very often. I have to admit, though, I feel much more confident

What do you do to prepare for this type of an event? Are you attending The Fordyce Forum? If so, I’d love to connect with you!

Evaluating Split Placement Networks

by Veronica Blatt

Independent recruiters have a lot of choices when it comes to finding recruiting partners to help them make more placements. There are job boards, informal networks, social media networks, and recruitment associations, to name a few. There are also split placement networks. A split placement network is a smart decision for many independent recruiters. But how do you know which one is right for your recruitment business? Here are four major criteria to consider when evaluating a split placement network:

  1. Geographic Reach. What are your current and future geographic needs? Do you source local candidates to fill local positions? Is that a sustainable business model for the next 5-10 years? Do your clients operate globally? Are you interested in global recruitment? If you are a global-minded recruiter, with an international business focus, you’ll want to seek out a split placement network that supports those needs.
  2. Industries, Niches, and Occupations. There are many different ‘flavors’ of split placement networks. Do you recruit in a specific niche? Do you work an entire industry, or only a certain occupation? A good split placement network can help you make more placements in your existing space as well as help you broaden the scope of your recruitment activities.
  3. Ownership. Who owns the split placement network? This is an important question for a couple of reasons. First, if the network is owned by an individual, the profit motive is typically for that individual. In other words, the person who owns the network makes decisions that will maximize his or her personal profits. Second, if you’re joining a split placement network that has a single owner, will you have a ‘voice’ in any decision-making? Do you care? If you have a passion for leadership or a desire to ‘give back’ to your profession, will you have any opportunities to do so?
  4. Policies & Procedures. How are disputes handled? Are there specific rules in place for how split placements are handled? What happens if another member interferes with your client relationship? Even more important, will you be protected if you don’t get paid your portion of a fee?

There are no right or wrong answers to these questions. They are strategic questions, and differ widely for different recruiting firms. Look for a split placement network that is a good fit for your current needs, and can also help you grow your business. Click the button below for a free checklist to help you evaluate split placement networks.


3 Key Differences Between NPAworldwide and BountyJobs

by Sarah Freiburger

As the Director of Membership for NPAworldwide, I occasionally am asked by independent recruiters how our network is different and better than BountyJobs. In my opinion, neither one is necessarily better than the other as they are so very different. As an independent recruiter, deciding which to join will depend on how you like to work.

The following is a brief summary of the key differences between NPAworldwide and BountyJobs:

1.    Organization Structure
NPAworldwide is a member-owned and -run network of independently-owned recruiting firms that work together to make split placements. The network began in 1956 and has grown into a network of more than 400 firms located throughout the world.

Owners of NPAworldwide firms set the strategic direction of the network. The network is led by a Board of Directors of owners of member firms and has a selective membership process. At the end of the year, profits are re-invested in the network to continue and improve services to our members.

Membership gives independent recruiters and small firms a way to compete in a global marketplace without sacrificing the unique qualities that distinguish them from larger competitors. Members rely on our split placement network to build relationships that result in more effective and efficient service to clients and candidates in their own market. Those relationships translate into enhanced revenue-generating opportunities and increased financial stability. In the process, members also add value to their businesses through improved speed, reach, and capacity.

BountyJobs is a privately-owned company so I do not know how profits are spent or distributed. In 2011, BountyJobs was impressively ranked No. 389 on Inc. magazine’s annual Inc. 500. The press release announcing this ranking states that “BountyJobs is the preferred contingent search solution for more than one-third of the Fortune 500 . . .”   The organization appears to be a good solution for large employers managing a high volume of open positions resulting in the need for them to manage relationships with many recruiters.

2.    Work Style
Success in NPAworldwide is a result of the relationships built between recruiters. The quickest way to build trust with potential trading partners is to meet face-to-face at one of our conferences. Of course, if that is not possible, recruiters develop relationships through telephone, Skype, and/or email conversations.

In BountyJobs, independent recruiters only work with employers and have limited opportunities to build a relationship with an employer until much later in the hiring process.

3.    Control
In NPAworldwide, recruiters post jobs and candidates in our private, web-based sharing tool called SplitZone.  Recruiters may work on any job, anywhere in the world. We also have a private Job Board where only NPAworldwide recruiters can post their jobs. Members can post their jobs for free on our Job Board and only pay if they place a Job Board candidate in a job. With NPAworldwide, an individual recruiter is in control of how they work with their trading partners as long as they abide by the Bylaws and operating procedures.

BountyJobs is a one-way street. Employers post jobs through BountyJobs. Then after viewing posted jobs, recruiters may contact employers and request that they be given permission to send candidates to the employers. A recruiter cannot speak with an employer unless the employer authorizes the recruiter to send candidates. After the permission is granted, the recruiter is able to view the full contact information of the employer. Wiith BountyJobs, the employer is definitely in control.

Additionally, NPAworldwide recruiters control the type of guarantee they offer employers. With BountyJobs, recruiters have no control. All recruiters are required to provide a 60-day money back guarantee; no exceptions.

In conclusion, which option is better for independent recruiters to join – NPAworldwide or BountyJobs?  It  depends! NPAworldwide is a relationship-based network facilitating split placements among its members. If you prefer to not build relationships with your trading partners, then you should consider BountyJobs.  Or, if you are undecided, you may want to consider joining both and experiencing them each firsthand.

If you do consider joining BountyJobs as an independent recruiter, I suggest you take some time to understand how candidate ownership is addressed. Specifically, who owns the candidate six months after a recruiter submits the candidate to an employer.

As an independent recruiter, which option do you prefer?

Make More Split Placements with Better Job Descriptions

by Veronica Blatt

Today’s post is from Russ Bray with Southern Recruiting Solutions in Tampa, Florida. Russ is a two-time member of the NPA Board of Directors, as well as a long-time member of the network. Southern Recruiting Solutions specializes in placing engineering and information technology professionals throughout the U.S.

Have you ever read a job description that never seems to end and that no one could possibly qualify for? Or one that really tells you nothing because it’s all generic jargon? Candidates have too—and either no one replied, or everyone replied. We hear so many complaints about poor response to job postings. Here are a few tips that may help you increase your reply from quality candidates. If you are sharing the job with a member of your split placement network, he or she will thank you as well.

  1. A little sizzle to start – ‘Opportunity to join a software development team building new applications using .NET Framework 4.’ Regardless of the industry or job, provide some detail at the beginning to excite a potential candidate. This will set you apart from the rest of the crowd. It will also help your split placement partner get more excited about conducting a search and targeting the right candidate.
  2. Several bullets that clearly state what this person will be doing. There is no magic number, but I like to keep it brief; 5 or so bullets that don’t ramble on forever.
  3. Several bullets that clearly state what is necessary to qualify for this position. Usually this section is the one that seems to go on and on. Try to focus on the top 5 experiences this person will need to qualify for the job. Is a Masters degree absolutely necessary or will the right experience offset that requirement? Do they have to have experience from another chemical plant or could someone from another manufacturer do the job just as well? Don’t make it hard for your split placement partners and/or candidates to figure out what is needed; they’ll just give up in frustration.

If the job description you are working from is much longer, just list the most important bullets and state that more detail can be provided to qualified candidates. Items like ‘good team player’ and ‘excellent verbal and written communication skills’ are a given and not really necessary. Some sizzle, concise and brief, is usually best. Better job descriptions will help you make more placements, including split placements.

If you are sharing the job with a member of your split placement network, he or she will thank you as well.

Split Placements: Are You Your Own Worst Enemy?

by Veronica Blatt

When it comes to making split placements, are you your own worst enemy? Let me give an example.

One of our members (I’ll call him Tony) shared a frustrating experience about split placements. He saw a job opening from another member. Turns out both of these recruiters work with this same client, but Tony didn’t happen to get the job order this time. But that’s OK, because he likes to make split placements, so he’s more than happy to supply candidates. He wants a happy client. Read the rest of this entry »

Need to expand your recruiting business? Consider split placements!

by Veronica Blatt

Members of NPA’s global recruiting network are reporting that jobs are plentiful and clients are hiring. Some of our members are seeing activity levels on par with 1997-98, and many more are reporting activity at least back to pre-GFC.

How about your recruiting business? Are your numbers growing? Are you prepared to handle increased demand from your clients? Have you thought about: Read the rest of this entry »

Midnight in the Garden of Importers and Exporters

by Veronica Blatt

Today’s installment was submitted by Andy Gregory of CGP Network in Indianapolis, Indiana. Andy has been an NPA member since 2006. CGP network is a boutique recruiting firm focusing primarily in the areas of accounting and finance and also with the recruitment of manufacturing professionals.

(Reflections on the 2012 NPA Global Conference in Savannah, Georgia)

In one of America’s most historical and intriguing cities, a new spirit of NPA collaboration emerged – and it wasn’t the spirits encountered on the Haunted Pub Crawl. Like many of you – I lost traction in 2009 but suddenly in Savannah, SplitZone was very real to me – again. Read the rest of this entry »

What’s the difference between a recruiting association and a recruiting network?

by Veronica Blatt

This is a question we get asked on a regular basis, so I am sharing the answer with our followers today.

In the United States, a recruiting association is likely to be a non-taxable, non-profit entity. Recruiting associations, as well as many other trade associations, typically exist for the following reasons: Read the rest of this entry »

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