Utilizing Recruiters - Some Tips from Robyn Thompson

A big resource when searching for the next great job is the world of head hunters or recruiters.

The premise seems at the outset fairly simple, send your resume, maybe meet for a quick chat and sit back and wait for the job interviews to start pouring in. This might have been the case a number of years ago when the market was flush with opportunities and companies were expanding. But nowadays when the exact opposite is happening and jobs are being pulled as quickly as they once appeared, the job seeker now has to approach job hunting and the utilization of recruiters with a bit more canny. Let’s be honest, recruiters don’t really care about you, they care about their clients. This isn’t to knock the profession but it is to set realistic expectations about where you stand in the food chain. Recruiters aren’t placing you out of the goodness of their heart – they are getting paid to do so and as such, have a responsibility to their customer. In the majority of cases that customer isn’t you.
Given the market dynamics today with few jobs and too many candidates, the real question is how do you get your hands on those prime accounts in a recruiter’s portfolio?

Where to start

Essentially there are two types of recruiters: contingent and retained. Contingent recruiters do not hold the exclusive rights to a particular job. Therefore a number of different firms may be putting candidates forward for the same role, not to mention the applicants applying online directly. Retained recruiters on the other hand are just that, retained by the company to conduct a comprehensive search and ultimately the company will choose from their candidates. 
One drawback about working with contingent recruiters is that it may put you at a competitive disadvantage, since the candidates that apply directly to the company or who are known to the hiring manager do not have a price tag attached to them. So all things being equal, the company may go the cheaper route. Know beforehand which type of recruiter you are working with by asking them. Typically recruiters will make 15-20% of your first year starting salary as their fee. This is paid by the company doing the hiring.
Don’t rely on just one firm for your job opportunities. There is nothing wrong with having a few good recruiters working for you at the same time. If there is one company you are aiming for, do your research and find out which recruiters that company employs and then tailor your search to those firms.

Tricks to stay top of mind

When you are out of work, waiting for a recruiter’s call can feel like eternity. Learning to balance persistence and annoyance is a fine art but one to keep in mind. If you haven’t heard from a recruiter in a while it means one thing – you aren’t what they are looking for. Regardless if there is an opportunity, recruiters will always keep in touch with what they consider to be top talent. If you aren’t getting anywhere, thank them for their time and move on.
Know exactly what you want. Recruiters can’t sell you or your skills if it is a position you are not truly interested in. Don’t say you are willing to travel 40% of the time when you know being on the road doesn’t float your boat.
Be good at what you do. Make sure you can highlight your accomplishments succinctly and easily. Recruiters are a great resource but they are by no means miracle workers. Do not exaggerate your skills or experiences – you may not be found out immediately but it will happen, which will not only embarrass you but the people who have been trying to help you.
Learn to express yourself clearly. If you aren’t articulate or able to walk through your CV smoothly you need to practice. Especially if you have been fired, laid-off or left a job (which means most of us) you should have a condensed version of what happened, what you learned and how you have improved as a result. Tough topics should be brought up off the top instead of praying the hiring manager won’t find out. It is easier to be up front early, then to be put on the defensive later on in the process.

Tips

• Don’t be arrogant. The general consensus from head-hunters is that arrogant candidates are not only annoying but aren’t that good. Good people don’t have to brag about themselves, other people will do it for them.

• Clean up your Facebook page and add your recruiter to Linked In. Without fail when you call a recruiter for the first time they will Google you. So make sure you Google yourself first. If you don’t think you need Linked In, you need to bolster your networking prowess. Every recruiter is on at least one networking site – therefore you need to make sure you are to.

• Make a list of your recruiters and jot down pieces of information for future reference. For instance, note the name of their secretary, favorite sport, how they take their coffee etc. Anything to jog your memory and to give that sense of familiarity the next time you speak.

• Once you have a job it is easy to forget about recruiters. Try not to do this. If at all possible drop in maybe once or twice a year for coffee just as a maintenance call. This way you build a stronger relationship and if things change for you, that phone call is an easy one to make.

• Show your personality but don’t put all of your cards on the table. You should be able to casually converse back and forth with your recruiter but remember it is still business.

Etiquette

There are a few unspoken rules when dealing with recruiters. Know who you are dealing with at all times. Search the company, the people, their clients and know who you are going to be speaking to before you step foot in the door. This goes for interviews as well.
Be a strong communicator. After a first meeting ask when you should follow-up and how best to communicate with them – either through email or by phone. Call immediately after every interview. Not only does this send the message of how excited you are about the position but it is a courtesy call to the person who set it up. Send a thank you card even if that recruiter didn’t place you. If they invested one minute of time into taking your calls you need to leave them with a positive opinion of you.
Lastly, roughly 75% of positions are filled via the hidden job market. This means that although head-hunters and recruiters play a role in helping you find your next job they are by no means the only option – so don’t put all your eggs in one basket.