Q: Does sending the resume mean I am entitled to the placement fee?
Not without much more.
In spite of my years of writing, speaking, and lawyering about setting up the placement for collection, the “resume myth” still persists.
If sending a resume was the key to getting paid, I’d still be working a desk! I would have spent those years perfecting the ultimate electronic resume delivery system.
There are some exceptions â€“ like a highly specialized niche market position where knowledge of the candidate could not have been known by the client. But these rely on the integrity of a client and candidate who already demonstrated they don’t have it.
So recognize that your highest leverage exists at one point, and one point only: Just after you present â€“ and just before you identify â€“ a candidate the client thinks he wants to hire.
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Note there are two phases to the referral:
- Present, and
If you haven’t fully cleared your fee in writing prior to identifying the candidate, you’ve lost your leverage â€“ and given away your stock in trade.
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