If you understand how search firms work, your expectations will be more reasonable, and you will better understand how to approach them.
Contrary to what some people think, a recruiter in a search firm does not place hundreds of managerial and professional people. A recruiter is generally happy to place one or two people a month.
The work recruiters do is in some respects similar to the work done by realtors. They find positions that need to be filled (the equivalent of houses for sale), and they find people to fill those positions (house hunters). They try to find a match just as realtors match up house hunters with the houses on their lists. Yet in both fields, possibilities are often presented as "once in a lifetime" opportunities.
There are excellent search firms, just as there are excellent realtors. But recruiting is basically sales oriented. Therefore, the more marketable you are, the more likely a search firm will be interested in handling you. If you are too difficult to categorize or are asking an unreasonable price or have other drawbacks, you will be ignored.
Make it easy for search firms to market you. Here are a few suggestions:
- Summarize your marketable characteristics in your cover letter. They need to categorize you anyway, so make it easy for them to sell you.
- Clearly state your target market (geographic area, industry and position) and your salary range. For example: "I'm interested in a financial position in the direct marketing industry in the New York or Chicago areas. I'm looking for a salary in the $65,000 to $70,000 range."
- Next, state your key selling points your summary and accomplishments. Tell them what to say to sell you. It will make their jobs easier and increase your chances of being handled by the search firm.
Here is what may happen if you have made it easy for them. They make a few phone calls. "Joe," they say, "I've got someone you may be interested in." And then they may read from your cover letter. "He's got fifteen years of financial experience in the direct marketing industry, most recently with X Company. He's an energetic, ambitious guy a real self starter. I think you may want to take a look at him... Oh, I know you don't have any openings, but you should look at him just to keep him in mind."
A Word Of Warning About Search Firms
If you are belittled or badgered by a search firm, do not take it personally, but do move on. The possible damage to your ego isn't worth it. Some search firms give the industry a bad name. A recruiter may, for example, tear down your ego so that you will accept a position that is very low in salary. The recruiter will call you back in six months to a year to "see how you're doing." When you say you're not doing so well, he will offer to "help" you again.
Search firms work for the companies that hired them, not for you. Some want the best fee and don't care about a good placement for you. Some want to place you quickly at the lowest salary level possible and move on.
Recruiters will not touch you if you are not marketable. If they want to deal with you, that should give you confidence about your marketability. Once they find you are marketable, they often keep track of you and contact you again.
If you refuse a job offer, a search firm is not likely to drop you. Getting an offer proves you are marketable. If you've gotten one offer, most will conclude you can get another. So don't be afraid to turn down an offer, even though the search firm will say that you'll probably have to wait a year or two for another one. A recruiter is just doing his job when he says that. Contact a number of search firms, but use other job hunt methods, too.
Which Companies Use Search Firms?
Search firms are used by smaller companies to replace the personnel department and to screen candidates. In addition, smaller companies are forced to use search firms because applicants don't contact them as often as they do larger companies.
Search firms are also used to fill jobs where there is a labor shortage. This could be for a specialty that is much in demand at the moment, an executive level position, or a field that is so unusual that the search firm may have to look outside the company's normal geographic area.
To find the names of search firms, use the Directory of Executive Recruiters. Despite its title, it lists firms for most job levels and job categories, and also by geographic area. It is carried by many libraries, or you can get your own copy from Kennedy Publications, Templeton Road, Fitzwilliam, NH 03447.
Retainer Vs. Contingency Search Firms
Search firms are hired by companies to fill positions. In an up economy or an up profession, jobs are being created, and search firms are often needed to fill those jobs. In a down economy or profession, search firms are not needed. Companies pay search firms about a third of the new person's salary. Retainer firms receive an exclusive assignment to fill a position, and get paid whether or not they find the person for it. Contingency firms are paid only if they fill the position, and a number of contingency firms could be working on filling the same position. The one that fills it gets the fee.
Do not send your resume to search firms unless you know their reputation. Disreputable agencies could blanket the market with your resume and cheapen your value. Make sure the search firm tells you before it sends your resume to anyone. The biggest worry for you is that the firm could become your competition: if a search firm has sent your resume to lots of places, it will have gotten to companies before you have had a chance to get in on your own. If a company has a policy of not paying a fee to search firms, it will not consider you for a position because you were "introduced" by a search firm. If it is willing to pay a fee, but two search firms have sent in your resume the company will not hire you because it does not want to get into an argument about which search firm to pay. Simply have a search firm tell you ahead of time which companies it wants to contact on your behalf. You can find reputable search firms by asking your networking contacts for the names of the firms they use.
How Can I Get The Search Firm To Increase The Salary Being Offered?
You can't. A search firm is hired to fill a certain position at a certain salary. You thought a search firm could get you a job, didn't you? You forgot that search firms can only get you an interview; you have to do the rest yourself. Decide if you want the interview, turn it into an offer by following up with the company, not with the search firm, and negotiate the compensation yourself.
