A Word on Split Placements and the Continuity of the Close

Just a quick thought here for us split recruiters.

Once the handoff has taken place – it is very important to let the recruiter who is working directly with the client also be the one who the candidate talks to.

Why is this? I have found the phrase “too many cooks in the kitchen” is quite applicable. If another cook comes in, tastes the soup and decides to add a pinch of this and that…..cook number one has no idea what was put into his dish.

Bringing this analogy to a split placement is quite simple. Closing is a series of discussions – all based in part on the previous discussion. If you introduce a candidate to me and I am working on a sendout (or offer) – I need to be the one keeping all concerns/questions on one page. If you jump into the middle just to “see how things are going” you are breaking the continuity of dialogue.

Perhaps the candidate tells you something important – but you forget to tell me. What then? Chances are I’m in a better position to address questions about my client than you. What happens when you make a few assumptions – just trying to keep things moving ahead – and those assumptions are inaccurate? Yet the candidate feels that “since he talked to one of us about it” then it’s been covered.

The reasons to keep continuity with one person are far too many to list here. Just wanted to throw the topic out here for discussion……

Comment by Christopher Poreda on March 5, 2011 at 5:26pm: Jerry...I couldn't agree with you more! When I was recruiting I was heavily involved in splits. Some firms got it and many did not. Aside from your points, a big concern is that of referrals. Since the client recruiter is the one working with the candidate the most, they often feel closest to this recruiter. Often times the client recruiter would get a candidate referral, which in my circles belonged to the recruiter who originated the candidate. It's a matter of trust to ensure the client recruiter forwards that referral.