Welcome to our ongoing series of blog posts in the Top Echelon Recruiter Training Center: “Jeff Allen’s Collection Tip of the Week.” Each week, we’ll highlight one collection tip from Allen, JD/CPC, the world’s leading placement lawyer.
Since 1975, Allen has collected more placement fees, litigated more trade secret cases, and assisted more placement practitioners than anyone else. He’s also the author of 24 books and a regular columnist for The Fordyce Letter, one of the leading publications in the recruiting industry.
Below is this week’s collection tip for recruiters, courtesy of Jeff Allen.
What the Client Says:
“Another recruiter was responsible for the placement.”
How the Client Pays:
Executive search is a game anyone can play, and there are no rules. So there’s always some unprofessional, unethical recruiter out there who’ll assist with the “undocumented candidate.” A five-figure fee is motivation enough.
What does the hiring authority get in return? Let’s look at a few of the most popular goodies:
1. A kickback.
2. A motivated agent to find him or her a better job.
3. A lower fee.
4. A promise to stop raiding the employer.
5. A promise to legally defend the employer and indemnify it (pay any judgment).
The best way to get paid is to track the candidate closely. It’s a constant source of amazement to recruiters when they stumble on “undocumented” candidates working at clients. Show me one, and I’ll show you a recruiter who:
1. Was probably told the send-out was a turndown.
2. Had no other opportunity for the candidate.
3. Went on to other searches.
Do clients pay two fees? Absolutely! You just have to show that they paid the wrong source.
There are probably many placements made that you don’t know about. It’s like panning for gold to go back through your send-outs, focusing on suspicious clients and candidates.
Too many “almost hires”? They’re “probably placed”!
(Know how to collect your well-earned fees? Test yourself! Visit Allen’s Placement Law website and click the “Placement Fee Collection Quiz” button. Allen can be reached via telephone at 310.559.6000 or via email at jeff@placementlaw.com.)