It’s a question I’m asked quite regularly.

Some recruiters have never worked on a split-fee basis before. Others have had mixed experiences and aren’t quite sure how it should work. The reality is that, when done properly, it’s incredibly straightforward.

We have built some fantastic long-term partnerships at Macstaff, through split-fee working, particularly with fellow members of the TEAM Network. In many cases, what started as a difficult vacancy has turned into years of working together, whenever the right opportunities come along.

So, if you’ve never used a split-fee partner before, or you’re simply wondering how I work, here’s exactly what happens.

It all starts when you decide that a vacancy could do with an extra pair of hands.

Partnership

Maybe the role has been live for a while. Perhaps candidate flow has slowed down. Maybe your own network has been exhausted, or you simply don’t have the time to dedicate to another search without impacting your existing clients.

Whatever the reason, there’s absolutely no shame in asking for support. In fact, I’d argue it’s often the most professional thing you can do.

Once we’ve agreed to work together, we establish exactly how you’d like the partnership to operate.

As fellow TEAM members, we already share the same values around confidentiality and protecting each other’s client relationships. Trust is everything in recruitment, and I treat your clients, your candidates and your reputation exactly as I’d expect someone to treat mine.

From there, I begin to look at things from my side.

I’ll source candidates through a range of agreed channels, using my own network, advertising, referrals, database searches and direct approaches where appropriate.

Candidates

But I don’t simply send over CVs.

Every candidate is screened properly. I make sure they have the right experience, understand the opportunity, are genuinely interested and are happy to be represented before I ever introduce them to you.

That means you’re not wasting time speaking to unsuitable or poorly briefed candidates.

What happens next is entirely your choice.

Some recruitment partners like to speak to every candidate themselves before presenting them to the client. Others are happy for me to handle candidate communications throughout the interview process, keeping people engaged, arranging interviews, gathering feedback and even helping manage offers.

I’m completely flexible.

Think of me as an extension of your business rather than an external supplier. I’ll do as much or as little as you need me to.

Placement

If we make the placement, the commercial side couldn’t really be simpler.

You invoice your client exactly as you normally would, using your own Terms of Business. Once you’ve been paid, you simply pay me the agreed split fee, typically 50 per cent.

There are no hidden surprises.

One thing I always like to emphasise is that this isn’t about locking anyone into a long-term agreement.

It’s an on-demand service.

Use me once. Use me ten times. Use me only when you’ve got a particularly challenging vacancy.

There’s absolutely no obligation.

Split fee

Of course, my hope is that after working together once, you’ll feel happy enough to pick up the phone the next time another difficult role lands on your desk.

Thankfully, that’s exactly what’s happened with many of my existing recruitment partners. I’m fortunate to have received some wonderful LinkedIn recommendations from recruiters I’ve worked alongside for years, and I genuinely value those relationships.

At the end of the day, split-fee recruitment isn’t about giving work away.

It’s about giving your client the best possible chance of securing the right candidate while protecting your own revenue, strengthening your client relationship and sharing the workload with someone you trust.

If you’re a fellow TEAM Network member and you’ve got a vacancy that’s proving difficult to fill, I’d be delighted to have a confidential conversation.

Sometimes all it takes is the right recruitment partner to turn a difficult assignment into another successful placement.

READ MORE: Stop losing placements. Why recruitment collaboration beats competition.