Managing The Executive Recruiter Relationship

Managing the Executive Recruiter Relationship

Mike Burroughs Managing Principal

ESI Associateswww.esiassoc.com

November 19th, 2009

ExecNet St. Louis

What You Need to Know About

Executive Recruiters

Four facts you should know:1. Individuals do not pay fees to search firms;

companies do

2. The difference between retained and contingency firms is important

3. Some search firms specialize while others don’t. Consider both.

4. Most recruiters work nationally. Don’t limit yourself to local firms.

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What You Need to Know About Executive Recruiters

Retained Search Firms• Retained by a client for a specific assignment • Only one firm is retained• 90 to 120 days is typical search length• Progress payments not result dependent• Focus is on higher level positions (Director +)• Most retained firms/recruiters are “generalists”• Initial call usually from a research associate• Consultant interviews “long list”

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Retained Search Firms (cont)

• Firm submits a short candidate “slate” • Candidates considered for one opportunity at a

time• Off Limits policy is typically two years

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Contingency Search Firms• Typically recruit junior and mid-level (specialize)• Paid when position is filled• Typically not working on an exclusive basis

(competing)• Occasionally may work on a retainer basis• Tend to work fast and submit as many candidates

as possible• Provide you a great deal of exposure…• You may not want your resume widely distributed

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Differentiate between Retained and Contingency Search Firms when called

• Ask explicitly the nature of the assignment• Limit distribution if you are networking• Confirm instructions by email• Multiple recruiters may call for same position

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What is the best way to contact a recruiter?

• E-mail is best. • Embed resume and brief cover “letter”• Don’t follow up by phone• Time is money for recruiters• Focus is only on current position fit• Referral also can work

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How many resumes should I send out?

• Distribute widely if unemployed• If contingency, state they must contact you first

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How can I ensure my resume gets to the “right” recruiter?

• Use web sites for major firms• The “Red Book” (Kennedy Publishing)• Rites of Passage (John Lucht)

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How long should I wait before I can expect a response?

• You will most likely not get a response unless you fit an open position

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Trends in retained executive recruiting…

• On-line questionnaires• Videoconference interviews• Webcam interviews• Background checks along with references• Pre-hire “Management Assessment”

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What is the best time to contact a recruiter?

• Immediately• On a continuing basis• Always be managing your career• Keep select recruiters up-to-date

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Questions?

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Mike Burroughs is the Managing Principal of the retained executive search firm, ESI Associates.

Mike has 12 years of executive recruiting experience, most of which was spent as managing director for the St. Louis office of a “top five” firm. He has recruited well over 100 executives ranging from CEO to director level.

Mike has been presenting to executives in transition for over seven years. He has been in transition himself before and knows how important time management is to an executives in the job hunt.

www.esiassoc.com

[email protected]

Managing The Executive Recruiter Relationship

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