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The Secret to Working with Recruiters
by Ross Macpherson, President, Career Quest
Recruiters can be a vital resource in your job search strategy,
but you have to understand how they work (and therefore, how you
need to work with them). Most frustrations that arise from working
with recruiters are the result of not knowing how to get within
their radar, and not fully understanding what their role is and
how they can help you.
The first point to remember is that recruiters are not there to
find you a job - they work for the company that hired them, not
for you. Their job is to consult with a company and find the right
candidate for an open position. In essence, they broker relationships
between employers and talent, but they work for the company.
Your job, then, is to be on their radar when they have a position
for which you're a good fit…and there are a few things you
need to know to achieve this.
Two Types
There are two different types of recruiters - contingency and retained.
Their approach is different, and therefore the way in which you
approach them is different.
Contingency recruiters:
- are paid only once they have successfully found and placed the
right candidate
- may be generalists and work across any number of industries, or
may be specialists focusing on a handful of related industries
- may place positions that pay as little as $25,000 all the way
up to senior executive positions starting at $100,000
- will accept unsolicited resumes from you
- are more likely to push for you even if you're not the perfect
fit (after all, they're looking to get paid)
Retained recruiters:
- are an exclusive bunch who get paid up front before the search
- focus almost exclusively on high-level executives starting at
$100,000
- are looking for the "exact fit", and will not likely
to press on your behalf if you're less than perfect
- are less likely to accept unsolicited resumes (their motto "If
we want you, we'll find you")
It is important to realize these differences, because you need
to target the right recruiter for you (there are books available
that list recuiters and their specialities).
What to Look for in the Right Recruiter
In order to get better results, you need to carefully select which
recruiters to deal with - the right type of recruiter, the right
industry, at the right salary level. That's your first cut.
You also want to consider their reputation within the industry.
How long have they been in business? Do the search consultants hold
industry certifications? Can you find out what kind of companies
they generally place for? Try accessing their websites to find out
these types of details.
Lastly, if you truly want to "partner" with a recruiter
(which is the ideal) you want to consider how they interact with
you. If they take the time to listen, you stand a better chance
of developing a symbiotic relationship with them that can really
pay off. On the other hand, if they talk AT you and don't listen
to you very well, then you know a partnering relationship is unlikely
- with these folks, simply shoot for getting into their database
and hope for the best.
How to Contact a Recruiter
Recruiters are very busy people who have neither the time nor
the inclination to hold your hand or go hunting for your next perfect
job for you. So you want to respect their time. Your first objective
is to get into their database - nothing else matters up front -
and you want to get there as quickly and as easily as possible.
Here are a few guidelines:
don't cold call them (unless you only want to get basic information,
such as email addresses, their areas of specialty, etc.)
- email your resume!!
- avoid faxing your resume (it can work, but is far less desirable
and will take longer to get you into their database)
- never mail your resume - it virtually guarantees that you'll
fall through the cracks
How to Properly Email your Resume
Remembering that 1) recruiters don't have time, and 2) that you
want to get into their database through the path of least resistance,
you need to send a resume in plain "text" format. Yes,
they will need your nicely formatted version to present to a company,
but that version cannot go straight into their database. So, you
need to provide 2 versions of your resume. Here's what your email
should look like:
- you should open with a "brief but informative" statement
that will serve as your cover letter
- below that, you should include a copy of your resume in plain
"text" format within into the body of the email itself
(you'll have to convert your formatted version to "text only")
- include a second, formatted version of your resume as an "attachment"
- make certain that your resume is chock full of the appropriate
keywords (the same keywords that the recruiters will likely use
when searching their database)
- in your email, never refer them to your resume website or your
Monster posting…they won't go
- if you are contacting them cold, put a nice pithy description
of your expertise in the Subject line ("Supply Chain Exec -
Intern'l exp.")
- if you are responding to a position they've posted, put the position
title in the Subject line (not the job number, which is often generated
by the posting site and has nothing to do with the recruiter)
- if you haven't heard after a few days, call to confirm receipt
How to Get the Recruiter on Your Side
- don't be pushy and impatient if they don't call you right away
- if you haven't heard anything yet, assume that they are not currently
trying to place a suitable position
- when you do get a chance to speak with them, ask what they are
currently looking for and offer your assistance in finding a suitable
match - if you offer yourself as a resource (a "partner")
and you do happen to know a friend or colleague who's a good fit,
you stand a better chance of developing a relationship that will
pay off down the line
- be friendly and personable on the phone at all times
- tell them everything they need to know - if they are going to
help you, they need to know your salary expectations, why you left
your last job, any legal or dubious issues from your past, etc.
Be honest and open
- cultivate recruiter relationships even when you're not looking
for a job - if a recruiter approaches you when you are not actively
searching, capitalize on this contact by asking the recruiter about
his or her niches, briefly discussing your background, and then
(if possible) referring the recruiter to a colleague who might be
a good match
Recruiters can be a tremendous resource, and vital component in
your job search and career management, but you need to know how
to work with them if you are going to reap rewards from the relationship.
I hope this helps.
Now go get 'em!
© 2005 Ross Macpherson
About the Author
Ross Macpherson is the President of Career Quest, a Certified Professional
Resume Writer, and a Career Success Coach who has helped thousands
of motivated professionals advance their careers. To receive more
valuable career advice, sign up to join his monthly newsletter "Career
Accelerator" by visiting www.yourcareerquest.com.
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