Jeff Allen, the world’s leading placement lawyer, 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 Allen’s latest collection tip for recruiters who want to overcome a particular fee objection with one of their clients:
What the Client Says:
“We don’t know how we received the resume.”
How the Client Ends Up Paying:
If the resume was received over the Internet, the source is disclosed. Was there a cover letter? Did the client date stamp the paperwork? Of course! An employer always knows the source of a resume.
You may not be aware of the resume interchanges among HR types. This is a way for them to network, make important career contacts, and trade favors with each other. Since you think your resume is only with your client, you don’t know this is happening.
The way to prevent this is by documenting your sendouts carefully, and staying close to your candidates to ascertain whether they’ve been contacted by in-house recruiters from other employers.
It is mind-boggling how few recruiters do this when there’s a turndown. But its really mind-boggling when those that follow this advice collect instantly!
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In addition to being the world’s leading placement lawyer, Jeff Allen is also a guest writer for the Top Echelon Recruiter Training Blog. He can be reached via telephone at 310.559.6000 or via email at jeff@placementlaw.com. Know how to collect your well-earned placement fees? Test yourself! Visit Allen’s Placement Law website and click the “Placement Fee Collection Quiz” button.