If you're a direct-hire recruiter, you may be leaving significant revenue on the table by not offering contract services. This webinar presented by current NPA partners is for anyone looking to expand their service offering, deepen client relationships, diversify their revenue, and build a more resilient business. Whether you're just getting started or looking to sharpen your existing approach, this webinar covers the practical fundamentals you need to move forward with confidence.
What We'll Cover
- How to ask clients for contract business: Strategies for expanding beyond permanent placements, even outside your area of expertise
- C2C (1099) vs. W-2: Key differences in taxes, Social Security, Medicare, Workers' Comp, and more
- Margins and markups: How to price your contract services across different consultant types
- Who pays the consultants: Your options, including split partners and Employer of Record (EOR) arrangements, or banking/line of credit
- Contracts: You must have contracts with:
- Clients—spelling out all of the aspects of the contract (length of time expected of the contract; billing rate; conversion fee if the consultant is hired permanently; termination, and more)
- Consultants—spelling out length of time expected of the contract; hourly rate; confidentiality; notice if leaving early, etc.
- Net profit calculation: How to calculate and share profits with split partners
- Benefits for contractors: When to offer them and when not to
- Reporting contract splits: What you need to know to stay organized and compliant
- MSPs and enterprise hiring: How to manage contract placements with larger organizations
- Business Insurance: What coverages do you need to conduct contract with clients
- Acting as an EOR: How to payroll consultants your clients have sourced themselves, at a reduced markup
About the Presenters
John Holton, Rita Technology Group, Contract Specialty Group Leader
John has been a member of NPAworldwide since 1995 in the Technology Practice Group. He currently manages business development and account management for Rita and works a full desk placing contract and direct hire IT talent throughout the US. He has worked with small to medium sized business, startups to established Fortune 500 companies. John has been the leader of our Contract Specialty Group since 2020.
Ross Wolfson, JRA Talent Solutions Group, Cross-Industry Functions Practice Group Leader
Ross Wolfson is the President (and Sr. Recruiter) of JRA Talent Solutions Group, which merged two distinct recruiting businesses in 2026: Resource Technology Assoc (RTA) and JRA Consulting Services (JRA).
RTA functioned as a recruitment research company, offering retained hourly and flat fee recruitment programs to many verticals and clients. Hourly programs could range from 1-week assignments to 1 year (multiple roles).
JRA was established to recruit contractors (HR, engineering, supply chain, technology, accounting, sales etc.). Contracts ranged for 1-3 months and up to 1-4 years. JRA also performed permanent searches (both contingent and engaged) and expanded into payrolling and employer of record (EOR) services.
JRA has been an NPA member since 2020 and has made several splits annually in both in contract and permanent placements. Ross is currently the Cross Industry Practice Group Leader.
