The Benefits and Responsibilities in Joining a Split-Fee Recruitment Network

by Veronica Blatt

Today’s guest blogger is Jim Lyons, JD, CPC of LHI Executive Search in the New York City area. LHI is an investigative executive search & research outsourcing firm covering the information technology, capital markets, private equity/venture capital, digital & social media, mobile, cloud, big data, and legal business sectors. Jim has been an NPAworldwide member since 2012 and is currently serving as the chairman of the Board of Directors. Below he discusses his experience as a member of a split-fee recruitment network.

As a successful sole operator of an executive and legal search firm, as well as the Board Chair & CEO of an almost 70-year-old global split-fee recruitment network (, I can speak directly about the benefits and responsibilities of joining such an organization. Read the rest of this entry »

Take a Shot With Split Placements

by Liz Carey

You miss 100% of the shots you don’t take. – Wayne Gretzky

I’m a hockey nut, so I love this quote, and I was reminded of it on a recent NPAworldwide Practice Group call, when a member pointed out that the recruiters should look at ways to maximize opportunities with their current clients and focus on all their customer’s needs. For example, a healthcare recruiter may primarily make nursing placements with a major hospital client, but it doesn’t hurt to ask that client if they have placement needs in IT, administrative or clerical. While you may not specialize in these areas, you can partner up with another firm who does – and you may just become a one-stop-shop for your client, ultimately leading to more job orders in the end.

What do you do if your client comes to you with a job order that you don’t have the bandwidth to help fill? How can you keep your client happy without adding to your costs by hiring another recruiter or opening a branch in another location? Read the rest of this entry »

How to Get More Work from Clients

by Liz Carey

What do you do if your client comes to you with a job order that you don’t have the bandwidth to help fill? How can you keep your client happy without adding to your costs by hiring another recruiter or opening a branch in another location?

Many recruiters turn to a split placement network, which gives you access to trading partners all over the globe, to help gain more clients, get more work from current clients, and start to broaden their reach nationally and even internationally. While some recruiters may balk at having to split a fee, recruiters who do splits understand that half a fee is better than no fee at all.

Here are a few recent examples of how NPAworldwide members were able to help fulfill their clients’ needs by utilizing network resources – and pocketing part of a split fee they otherwise would not have been able to obtain: Read the rest of this entry »

Differences between NPAworldwide and Fee Trader

by Sarah Freiburger

Question MarkAs the director of membership for NPAworldwide, I occasionally am asked by independent recruiters how our network is different and better than Fee Trader. 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, and how much of a relationship-based recruiter you are. Read the rest of this entry »

When is a split not a split?

by Dave Nerz

sandwich-cut-in-halfI’ve been spurred to action by what some are calling “split networks” for recruiters. These new providers are positioning themselves to be split networks like NPA, The Worldwide Recruiting Network, but they are really something else. These providers serve a purpose, but they are brokers not split networks. Breathe Dave, breathe…fill the lungs, rest, exhale and repeat…

There is a new breed of provider to the recruitment industry and they are hijacking a long-established recruiter language to repackage what they do and to make a killing doing it. They call themselves split networks.

In the recruiting industry, a split has always been a deal that was shared by two recruiters. Even within the walls of a recruitment firm, a deal that gets worked on by two recruiters is a split. There are other industries that work on a similar model, for example realtors who share the commission/fee that results from the sale of a home. There is a split that is shared between the selling agent and the buyer’s agent. In a split fee environment, the fee is shared and so is the work.

This new breed is acting as a clearing house for job openings, much like the multi-listing service in property sales. But rather than taking a small percentage off the top, some are taking as much as 50% of the fee collected without doing half of the work. Can you imagine if LinkedIn said, “We will allow you access to candidates but if you do a deal, we are going to take 50% of the fee.” The recruiting community would go ballistic!!!  Then why is it that recruiters seem to be OK with giving 50% of the fee earned to these clearing house sites for employers? Recruiters end up doing nearly all the work but get half the fee. “ALL the work and HALF the fee,” that would be quite a marketing tag line, right?

There are some very good split networks. I think NPA is one, but I am not an unbiased source of information. TE, IPA, First Interview and NBN, just to mention a few, are great organizations built to help recruiters do splits. There are some commendable online groups, many of which are doing the hard work of connecting recruiters to do splits. Some of these organizations take a small percentage off the top; others are even free or just charge dues. Until recently, no one promoting splits has been taking 50% for themselves unless they were doing at least 50% of the work. So be careful, a split is not always a split…sometimes it is a huge commission for a broker of jobs.

In a community that worries about “LinkedIn’s intentions” and “will job boards compete with recruiters,” there are other threats in the mix. Be careful out there! Look for services that are providing HALF the fee for HALF the work.

Now tell me about where I went wrong…feedback, comments and shares are always welcome.

A Split Fee Network Organizes the Playing Field

by Dave Nerz

I’ve been reading some interesting blogs lately on how recruiting compares to sports. Barb Bruno had an interesting one just a few days ago comparing recruiting to golf.

It got me thinking about where a split fee network might fit into the comparison of recruiting and sport. My conclusion is that networks function much like sporting leagues. They group like-minded recruiters together and organize the playing field for participants with various levels of tools and rules. Read the rest of this entry »

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