Collaboration isn't giving something away, it's creating opportunities you could never win on your own.
Recruitment has always been seen as a fiercely competitive industry.
For decades, success was built on protecting your clients, guarding your candidates and keeping your contacts close to your chest. The prevailing wisdom was simple if someone else wins, you lose.
But what if that thinking is actually holding independent recruiters back?
That was the subject of a fascinating recent MacStaff Live discussion featuring TEAM members Anthony McCormack (MacStaff Recruitment) and Kerry Greenland (Vantage Recruitment), who shared their experiences of building successful businesses through collaboration rather than competition.
Their message was refreshingly simple:
The best recruiters don't lose business by collaborating, they win business they could never have delivered alone.
A mindset shift
One of the biggest barriers to collaboration isn't process or technology.
It's mindset.
As Kerry explained, many recruiters initially struggle with the idea of trusting another agency with their clients or candidates. That's understandable, Independent recruiters have often spent years building relationships and protecting their reputation.
Yet once that first successful collaboration happens, something changes.
Instead of seeing another recruiter as a competitor, they become another specialist in your extended team.
The conversation moves from:
"What if they take my client?” to "How can we help this client together?"
That change in perspective opens up entirely new possibilities.
Bigger clients. Bigger opportunities.
The strongest message from the discussion was collaboration allows independent recruiters to compete for work that would otherwise be beyond their reach.
No recruiter can genuinely claim to be an expert in every discipline.
Clients know that.
What impresses clients is honesty.
Being able to say:
"This isn't my specialist area, but I know exactly who the UK's best recruiter is for this discipline." is often far more powerful than pretending to know everything.
Through TEAM, members are able to introduce trusted specialists into projects while remaining the client's primary relationship.
The result?
- Higher fill rates
- Happier clients
- Larger assignments
- Stronger long-term partnerships
Rather than reducing your value, collaboration actually increases it.
Relationships create revenue
Interestingly, some of the biggest success stories discussed during the session didn't begin with a vacancy, they began with a conversation.
One member described meeting another recruiter at a TEAM Conference.
Nothing happened for nearly two years and then the phone rang.
That conversation eventually led to more than 250 shared placements over a fifteen month period, and over £500,000 shared between 2 Solos.
That's the power of genuine networking.
TEAM meetings, regional events, online communities and conferences aren't simply networking events they're relationship-building opportunities.
Those relationships often become the foundations of significant future revenue.
TEAM Xchange is only the beginning
Many recruiters think split-fee recruitment begins and ends with TEAM Xchange, in reality, that's just the starting point.
The real value comes from getting to know the person behind the vacancy.
Successful collaborators don't simply click "I'm interested."
- They pick up the phone.
- They ask questions.
- They understand the client.
- They learn how each other works.
- They build trust.
Over time, those conversations evolve into preferred partnerships where recruiters instinctively know who to call when the right opportunity appears.
Collaboration helps you scale without employing more people
For independent recruiters, growth normally creates a dilemma.
- More work means more staff.
- More staff means more overhead.
- More overhead means more risk.
- Collaboration changes that equation.
Instead of hiring permanent employees every time workloads increase, TEAM members can bring in trusted recruitment partners with specialist expertise exactly when they need them.
It's flexible. It's scalable.
Because every recruiter remains independently motivated, clients benefit from genuine specialists working together.
Several examples discussed during the webinar demonstrated how recruiters have successfully delivered projects involving dozens of vacancies by drawing on expertise across the TEAM network.
For many independents, that simply wouldn't have been possible alone.
Trust is everything
Of course, collaboration only works when trust exists.
The discussion was refreshingly honest, not every collaboration works perfectly.
Sometimes candidates withdraw and sometimes clients delay payment.
Occasionally businesses fail, but these aren't "split-fee problems."
They're recruitment problems.
The difference is that TEAM members work through them together.
The advice from both Anthony and Kerry was remarkably consistent:
- Ask the same questions you would ask any client.
- Qualify every vacancy properly.
- Agree expectations at the beginning.
- Be clear about how you'll work together.
- Communicate openly throughout the process.
Good recruitment fundamentals remain exactly the same.
The biggest benefit isn't financial
Naturally, split fees generate additional revenue.
Kerry shared that she currently has around £36,000 of split fees either placed or progressing through collaborations with fellow TEAM members, that's compelling, but perhaps the biggest takeaway wasn't financial at all.
For solo recruiters especially, TEAM removes isolation:
- Recruitment can be lonely.
- Working from home.
- Making difficult decisions alone.
- Riding the highs and lows without colleagues around you.
- Being part of a community changes that.
Whether it's asking for advice on WhatsApp, joining a virtual coffee, attending a regional meeting or simply having someone who understands exactly what you're dealing with, TEAM provides something many independents don't realise they're missing until they experience it.
As Anthony summed up perfectly:
"People may join for the discounts… but they stay for the community."
The TEAM advantage continues to grow
Today's TEAM membership offers far more than collaborative recruitment.
Members also benefit from:
- TEAM Xchange
- Comprehensive legal contracts and documentation
- Supplier discounts
- Specialist training
- Conferences and regional meetings
- Marketing and operational support
- Funding and payment protection solutions
- Sector communities
- Peer support and accountability
Each of those services adds value individually.
Together, they create something much more powerful, a network that helps independent recruiters compete with organisations many times their size.
Final thoughts
- The recruitment market remains challenging.
- Clients expect more.
- Candidates expect more.
- Competition is increasing.
Yet independent recruiters possess one advantage that large corporates often struggle to replicate:
The ability to collaborate quickly with trusted specialists.
When independents work together, they become more agile, more knowledgeable and more capable than they could ever be individually.
As the discussion demonstrated, collaboration isn't about giving away half a fee.
It's about creating opportunities that would never have existed otherwise.
Because ultimately...
50% of something really is better than 100% of nothing.
Also when hundreds of independent recruiters choose to collaborate rather than compete, everybody wins.
Thinking about joining TEAM?
If you're an independent recruiter, solo recruiter or boutique recruitment business owner looking to grow without adding unnecessary overhead, TEAM offers access to the UK's largest network of independently owned recruitment businesses.
Through TEAM Xchange, specialist communities, events, legal support and collaborative opportunities, you'll discover that working independently doesn't have to mean working alone.
Click here to find out more - The TEAM Network
If you want to watch the discussion please follow the link - Live Chat - Co-Opetition: Can it work for you?
