This week’s question isn’t so much a particular one as it is a collection of questions I’ve been getting around one central theme: recruiters. How do I work with them? When should I work with them? Why aren’t they calling me back? Are they a waste of time?
In today’s Q&A column I’m not only going to tackle many of these topics, but I’ve created a video for you that will help you figure out when its most beneficial for you to work with a recruiter and how to get the most out of the relationship.
Between this article and the video, we are going to cover a lot of ground when it comes to recruiters and arming you with the information to get the most out of your relationships with them. This isn’t a bashing session. I am a huge advocate of developing strong relationships with a handful of top-notch recruiters. But, all recruiters are not created equally. I spent almost a decade in the recruiting business having managed at a Fortune 1000 search firm, owned two boutique search firms (one of them actually specialized in placing recruiters – crazy, I know) and consulting on talent acquisition and internal recruiting for Fortune 100 companies. I share this so you know where this information is coming from. Frankly, there are very few parts of the recruiting process that I haven’t touched.
So, here are a few tips…
All Recruiters Aren’t the Same – There are corporate, contract, contingent, retained, permanent and temp/consulting recruiters. Know who they are and their relationship to the position in question are extremely important in determining if you are going to move forward with them. Do you know the difference and how it can impact your chances for an interview?
Unemployed? Proceed with Extreme Caution – It’s not news that a hiring bias against the unemployed exists in some circles (see 2009 WSJ and 2010 Yahoo Finance). With search firm fees running between 20-30% of your base salary, you have to ask, “If a company wouldn’t look at me because I am unemployed, how does an additional price tag help my cause?” Simply put – it doesn’t. In the accompanying video, I explain why this happens and how to find out if the recruiter call is representing a job that is the exception or the rule.
Litmus Tests – Do you have any? Let’s face it – there are no barriers to entry in becoming a recruiter. As my first boss used to say, “All you need is a phone.” As a result, the field is a mixed bag (as are most professions). Finding a great recruiter is tough. You not only need a plan to figure out who the good ones are, but how to build great rapport once you identify them. I explain a few techniques you can start using today to do just that in the free video.
Can't Get Them to Call You Back? - Remember, they don't work for you. So, just like with any networking, you need to start with "What's in it for Them?" Instead of sending endless emails and voicemails asking if they have anything, give them a reason to call you. Position yourself as a hub for information. Let them know you have been actively networking and you are happy to be a resource. The good ones will take you up on this. What do you get out of it? Every time they get a search that's close to your space - they will call you to talk about it. Win-win.
Is it a Real Job or Not? – This is one of the biggest rubs is that many times the jobs represented by recruiters aren’t real. “Real” can be defined a number of different ways: It’s not open, they don’t have a chance of getting you an interview, you aren’t really qualified, etc.. You might think, “What’s the harm in giving it a shot?” Well, there is a huge downside that can keep you from being considered for future opportunities. The good recruiters will let you know this up front, but remember – all recruiters aren’t created equally. I explain in the video how to protect yourself here.
What did you think about the video? Want more advice? Please share your thoughts below.
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I'm glad to see this information out there because working with a Recruiter does require strategy and there are a lot of poor Recruiters out there that make the good ones look bad. I've always strived to provide the same service to my candidates as I have for my clients, keeping everyone informed of their candidacy, being honest when someone is just not the rigt person for a job and working to help them develop a good resume and job search plan, even if it doesn't directly benefit with a placement fee. Just as their goal should be, my goal is always a long term relationship, many of my candidates for jobs have become clients down the road, even if it was not me who placed them.
It's just like everthing else in the world that works well. You get out of it, the more you put into it. By providing the best information and details about your openings, you get the best fit candidates.
Working with a recruiter is like getting into any business arrangement as that what it is. They are looking to solve a customers needs and you are looking to sell your talents that the customer may need. The recruiter is the middle man but they work for the customer.
The first thing you should do when a recruiter contacts you is to get a face to face if they are local or a phone screening. You will then interview the recruiter to find out if you want to do business with them. The bad recruiters cringe when I tell people this.
You have your reputation to protect! Would you just let anyone handle your reputation? Then why do so many job seekers just hand their resume to any recruiter who asks for one.
Questions to ask; will you leave my resume in tact? How many people have you placed? What companies have you worked for? can you give me references? What is your style? How do you approach the hiring manager? How will you represent me? Will you keep me informed even if I do not get selected or will you provide me feedback?
A good recruiter will work with you and even welcome such an interview.
So why should and when should you use a recruiter? I have 4 recruiters that I trust and have a great relationship with. If I am trying to get into a company I will call them to ask if they work for that company. If they are I ask if they are handling the position that I am interested in. I will let the recruiter represent me if they can.
Why do this? They know the hiring manager you do not. They know how to better represent you to the hiring manager so that they will want to interview you. They can better navigate you through the companies hiring process. They will provide feedback during the process.
Hi Kevin,
Good article, some of the key frustrations people talk about here but don't always understand what is going on. I recently published an article to outline the cost effectiveness of working via an agency or going it alone:
http://wp.me/pW4vw-1d
as well as tips for job seekers at the moment (free copy of PDF from same blog). Hope this helps someone along the way.
Thanks
Russ
Maybe we should ban the term "working with recruiters" for candidates, since, after all, they really "work with" client companies that hire them to recruit. "Engaging with recruiters after contact" (their contact, not yours) is more accurate, just more clumsy to say or write. I do worry that phrasing sets up inappropriate expectations on the part of candidates. I've often had people ask me, "Ever think of working with a headhunter?", a question that betrays a basic misunderstanding of the system.
Great information! I especially like the networking and being a resource for your recruiter. Kim
All of the information that Kevin has provided on this subject is as usual very informative, and helpful.
The one thing that I have to add is that recruiters only place 3% of job seekers
Out of that 3% what percentage are specialty positions, or upper management?
I believe opportunities are every where, and no stone should be left unturned, however in your particular search you have to determine how much time you are willing to invest in contacting recruiters out side of positions you may know they are representing.
Thank you Kevin
Great article & video. As a recruiter for the last twenty years nice to see a rather accurate but very beneficial advice " Litnus Test ", especially in the climate we are all currently in.
Thank you for this post as well. I will never work with a recruiter again, they seem to be after their own interests only.