Sarah could see she had impressed the headhunter. He liked what she told him about her experience. He was interested in sending her profile to the company that was looking for a marketing executive.
The recruiter asked Sarah about her job search thus far and whether she had contacted the hiring company. Sarah really wanted to get into this company, so she crossed her fingers and said no, she hadn’t contacted them. The recruiter went through the process of screening Sarah’s references and submitting her resume to the hiring company.
The recruiter was both embarrassed and angry when the HR director asked why the recruiter sent her someone they had already passed on. When the recruiter confronted Sarah with the situation, Sarah confessed that she had posted her resume to the hiring company’s corporate site. She naively asked, “Was that a problem?”
Not knowing the ins and outs of working with a recruiter can indeed do damage to your job search. Sarah lost her opportunity with the hiring company of her dreams and she lost the trust and respect of the recruiter as well.
So just what do you need to know?
First of all, it’s important to understand that experienced recruiters have access to valuable information. From their broad perspective in working with companies and executives, they can see the entire playing field in a way few others can. They know the current trends, going salaries for particular job titles, which companies are hiring and which ones are struggling to stay afloat. They also have access to employment opportunities that are generally not advertised in the open market.
There are usually two ways to come in contact with a recruiter. One is when you initiate the call and the other is when a recruiter makes direct contact with you. Obviously you have more leverage if the recruiter contacts you, since you probably have been targeted as a potential candidate for the position they are searching to fill.
Whether you’re in the market for a new job or not, it’s a good idea to take a recruiter’s call and hear about the opportunity. Even if you aren’t interested, your cooperation can bring you to the top of the recruiter’s future candidate list, and that could pay off later on.
Besides, the recruiter is a walking encyclopedia of industry information. Take the opportunity of this conversation to get a broader picture of hiring trends, skill sets required for various positions, movement in the job market and salary levels.
If you’re looking to make contact with a recruiter, it’s best to find one who works exclusively in your field and has years of experience. As with any interview, come prepared for your initial consultation. Bring a well-written resume and references from at least two individuals who can attest to your abilities on the job. Stay in contact with past supervisors, even if they have joined other companies, so they can be available to vouch for your performance.
Don’t make the mistake of thinking that once you’ve found a recruiter you like that your job-search work is over. You need to go on by sending resumes, continuing to network and scheduling informational interviews. Remember, you are responsible for managing your career search.
If a recruiter has submitted your resume to the hiring firm, there are a number of elements you should understand for the process to run smoothly.
Tell the recruiter if anyone else is representing you. This will eliminate the conflict of two agencies presenting your resume to the same employer. Be honest about your experience, skills, salary and why you left each job. A recruiter does not like to be surprised.
If there’s a chance that you will receive a counteroffer from your present firm, let the recruiter know before you begin the interviewing process. Provide the recruiter with a list of employers who have received your resume within the last year. Also, make it clear what firms you want to explore and the ones that don’t interest you.
Listen to the suggestions for rewriting portions of your resume to emphasize skills for a current opening. An experienced recruiter knows what works.
If the recruiter has scheduled an interview for you, call the recruiter as soon as possible following the interview to report on how it went and whether or not you want to pursue the opportunity. If the company considered you a top prospect, it will generally call the recruiter soon after the interview to ascertain your level of interest. If the recruiter has to tell the client he/she hasn’t heard from you yet, it may send the wrong message.
A recruiter will give you honest feedback from the interview. It’s just as important to know what you didn’t do well and which of your skills are weak as it is to be touted highly for a position.
When it comes time to negotiate an offer, it’s best to follow the recruiter’s recommendations of what to say or not say during an interview. It’s not time to negotiate a compensation package during the interview process. Many potential candidates end up talking their way out of an offer by pushing for this too early in the process. Let the recruiter guide you in determining the right time for this discussion.
Honest communication underlies all the rules of the road in your relationship with a recruiter. If, however, you decide to break the rules and use a recruiter and a hiring company to increase your leverage for a raise at your present job, you will burn two bridges in the process. And then no one wins.
By Victoria James with Connie LaMotta Victoria James is president of Victoria James Executive Search Inc., Stamford, CT. Connie LaMotta is president of Workplace Strategies Associates, Upper Nyack, NY.
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