The Recruiter Connection

Executive recruiters can provide valuable job search assistance to professionals and executives,
assuming you can find the right person for the job. Some of the things you need to
know to make this relationship work:

1. Recruiters work for client companies rather than individuals, which means that you
can’t expect them to assume too much responsibility for your job search campaign.
However, they do have access to bona fide job listings and are also rich in contacts,
so it makes sense, whenever possible, to add a recruiter’s name to your network of
contacts.

2. Networking is usually the best way to get connected to a recruiter. Ask your friends
and colleagues to recommend recruiters that they have worked with in the past. A
recommendation from someone who is currently one of the recruiter’s clients is akin
to a magic bullet. It usually hits its mark early and often.

3. You can use The Directory of Executive Recruiters to identify recruiters who specialize
in your field, industry, or job function. Rather than blanketing the recruiter marketplace
with unsolicited resumes, selectively contact those people who work in your
target market.

4. Some recruiters suggest that candidates telephone first before sending their resumes;
other prefer to see your resume first before having any telephone discussions. Given
the variation in their preferences, you’ll probably need to work by trial and error to
determine which approach is most effective for you.

5. Offer the recruiter a quid pro quo. Pass along information, refer them to potential
client companies, and recommend other job hunters (who may be good candidates
for different positions) in order to motivate the recruiter to want to help you in
return.

6. Follow up resumes with telephone calls. If possible, try to get the recruiter to meet
with you face-to-face as well. It’s always better to be able to distinguish yourself with
an in-person meeting.

7. Don’t expect a recruiter to get you a job or get mad at them because haven’t sent
you out on enough interviews. They don’t owe you a job, and because you haven’t
paid them a fee, you aren’t entitled to any specific service. If they can help you, it’s
usually because they are working on an assignment for which you really are the best
candidate. And if they don’t help, more often than not it’s because they don’t think
that you’re the right candidate for the assignments that they are trying to fill. To
them, it’s not personal—it’s just business.