Recruiter Connections

Posted By: Lauryn Franzoni
Filed Under: executive recruiters, job search, lauryn franzoni, networkin

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The most commonly asked question of our member services team has got to be, "How do I connect with a recruiter?"

Sometimes I wonder why? Third-party search consultants (Here's a tip: Most don't like to be called headhunters.) are part of a profession that generates some $10 billion worldwide, but that's only for about 20 percent to 25 percent of the executive hires made in any given year. Many work quite closely with their client companies. For a set fee, they help the organization plan for its leadership needs, assess the market to help establish qualifications and comp packages and map the talent in a given industry or geographic area to those needs. Others work on assignment: They usually get assignments to fill jobs where there may be an incumbent, or they get the call once a company exhausts its own database and employee referrals — this is called the "hard to fill" work.

Recruiters work confidentially. It's rarely in their best interest to post positions they are hiring or discuss much about what they are doing. They get so many calls, emails and letters from executive hopefuls they end up tarnishing their own reputations when they can't handle every piece of correspondence individually. So they are both reviled and desired by the executives they hope to know and place.

When you've been in the middle of this conversation for more than 20 years like ExecuNet has you can see there's no easy remedy to the shared pain executives and recruiters experience. Recruiters are trying to find a 100 percent fit to a client job spec; company HR reps are wading through high volume looking for what easily rules someone out of consideration, and executives are left wondering why no one can see the value they can bring to the job — even if they only fit part of the criteria.

When the clamor settles down, there are some quality connections being made. In our network, we see executives who aren't a fit but applied anyway — getting polite �thanks-but-no-thanks� notes back from recruiters. Lately, we're seeing recruiters include some communications and job search tips with those notes. But what's really exciting is to see how our recruiters are doing online what they used to have to do by traveling to industry conventions and spending hours on planes and on exhibit floors — reaching out to executives, asking questions, getting replies and forging real relationships.

It's what the recruiter does best: Tap confidential small networks of people, share information about an open search, get referrals and follow them through. The executives with the best recruiter contacts are those who have happily participated in this process, even if they won't benefit personally. Recruiters have long memories; help them identify top talent and you become top talent in their minds as well.

Another way to build recruiter relationships � use them. When you're hiring, seek recruiter counsel. Sure, there's a fee, but you get paid for your knowledge don't you? Get to know recruiters when you aren't hiring or seeking employment. Talk about your industry, share contacts, treat them as part of your ongoing network — play some golf every now and then. In this rapidly changing world, it's harder than ever to make and maintain meaningful relationships. Be an active recruiting resource at every stage of your career and you'll "be found" when those quiet slates are being called.

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Lauryn Franzoni's avatar Lauryn Franzoni
Lauryn Franzoni is vice president and executive director of ExecuNet�s membership, leading the group�s proprietary research initiatives, website and publication content, membership and customer acquisition, executive career management resources, and the building of mutually beneficial communities of interest. By harnessing the power of the collective experience of our members, we assist business leaders in connecting with each other, with new ideas and opportunities, and we provide them the expert insights, education and pragmatic assistance they need to further their careers and help their organizations grow.