The Quick and Dirty Guide to Executive Recruiters: What You Need to Know

By: Bob Bronstein,
President, Profile Research, LLC

What is an Executive Recruiter?

Executive Recruiters (often called Management Recruiters or “headhunters”) are hired by companies to fill jobs that, in most cases never get advertised elsewhere. They are one of the principal elements of the so called “hidden job market.” There are more than 15,000 executive recruiting offices across the country, many employing multiple recruiters. Typically, recruiters work on mid-level and top level assignments. Employment agencies work on lower-level jobs.

How do Executive Recruiters get paid?

Recruiters only get paid by employers. If a firm asks a job candidate for a fee, they are NOT an Executive Recruiter.

Some firms work on a retainer fee while others work on a contingency fee. Retainer firms work on an assignment exclusively while several contingency firms may work on the same assignment. The contingency firm that brings the ultimate candidate to the employer gets the fee.

How do I determine if I should contact Executive Recruiters?

1. Have you (or people you know in similar jobs) been getting calls from recruiters? Recently? In years gone by?

2. If your firm  — or one like it — were to replace you (and there was no one in the company who could be promoted into your job), might they hire a recruiting firm to fill the assignment? Yes? No? Perhaps?

3. Are you in a field that is in high demand, like nurses?

If the answer to any question is “yes,” then you should contact recruiters.

Conversely, if recruiters are not active in your industry or profession, then it is unlikely that contacting them will be productive. For example, recruiters rarely work with graphic artists or in the apparel industry.

How do I get in touch with Executive Recruiters?

First of all, it is important to remember that you don’t choose recruiters – they choose you. Keep in mind that ultimately they work for the company that has hired them to fill a position, not for the potential employees, many that they are. No single recruiter can afford to focus solely on you.

With that in mind, it is best to contact as many recruiters as possible in hopes that your resume and information will be added to their database, so that when applicable positions do become available, you come up in their list of candidates to contact. The more recruiters that have access to your information, the more likely it is that you will be contacted for a position.

1. Compile a list of recruiting firms based on your particular need or field – the more the better!
2. Perform a mass emailing of your resume and cover letter to these firms
3. Hope you get into their database as a potential candidate for future openings
4. Wait for calls – expect calls to start within a few weeks and to run for months
5. Sort and save the rejection notices into two piles. Those that claim to not handle your field, and those that do but don’t have any present opportunities – keep in touch with those that do.
6. Expect only a very small percentage of recruiters to show an interest. One out of 25 is considered good – It all depends on supply and demand.
7. If a recruiter calls they may want to do a “get to know you” interview on the phone. Be prepared to market yourself!
8. Keep in touch with the recruiters that did call. Check with them frequently, just so that you maintain a position in their minds.

For more on working with recruiters, be sure to check out Peggy McKee’s “Working Effectively With Recruiters” seminar with your Career Succession’s membership.  Peggy provides valuable insights on dealing effectively with recruiters that will benefit you during your job search and throughout your career.

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