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Written for the Employmentpaper.com.
Tips for Dealing with a Search Firm
By: Joyce Bender
Throughout your career, you will at some time be dealing with an
employment agency, search firm, or executive search firm.
The first important issue is to understand the difference between
these firms, before you entrust your resume and career to them.
- Employment Agency
The type of firm that is called an, "APF" agency means the applicant
pays the fee. As an example, a retail store seeking a supervisor
decides to work with an "APF" agency. The agency charges the
potential employee a percentage of the annual salary. The applicant,
not the employer, pays a fee to obtain employment.
- Contingency Search Firms
This type of firm specializes in one or more industries at the
professional level, such as: information technology, engineering, or
finance. These firms only handle positions that are fee-paid; this
means the company pays the fee only when and if, the firm places the
person with the company.
- Retained Search
There are different levels of retained search firms that all have one
thing in common. They only handle positions where the fee is paid "up
front" to the firm.
With a "true" executive search firm, the positions are senior-level
beginning at the $100,000 range. These firms have an exclusive
contract with the company to locate an individual. The majority of
professionals will probably work with the contingency search firm. As
noted, the fee is paid by the company, not by the individual.
Many people have no idea what a search firm does, or how to deal with a search consultant. Follow these tips and you will gain a better relationship with the firm, and a better potential career opportunity.
- Check references.
Ask the firm if they would mind sharing the names of some companies
they have done extensive work with over the last year. If the firm is
good, they will have no problem providing you with the names of
reputable companies they have worked with in the past. In addition,
ask your colleagues for recommendations of ethical and effective
search consultants.
- Be honest.
Once you have selected an ethical firm to work with, you should apply
the same ethical business standards when dealing with the search
consultant. Some candidates believe it is "OK" to lie to a recruiter,
or to omit critical information. If you want to have a good
relationship with your recruiter, do not ever lie to him/her. This
means you should be honest about your salary, the number of agencies
you are working with, and other companies you have interviews with at
that time.
- Have reasonable expectations.
A search firm is paid by a company to locate a person with specific
skills for a specific position. This means the search consultant
spends the majority of his/her time working for the company.
Obviously, the search consultant needs qualified candidates to
complete a search, but his/her job is to locate a specific individual
for that company. Therefore, you will have the highest level of
frequent contact with the search consultant, when you are working with
them on a specific career opportunity with one of their customers;
otherwise, your expectations should be that you will be in contact
with them on a less frequent, periodic basis for review or update
discussions.
- Keep your career information current.
It is extremely important to update your search consultant on any new
work skills, education, or career moves that you make throughout your
career. You may have a new set of skills that would enable you to
hear about a lucrative opportunity with stock options; but, if your
search consultant does not know - neither will you know.
- Do not work with too many search firms.
If you need to work with more than one firm, be honest with the other
one or two firms. Never, ever give your resume to 5+ firms in one
city. Additionally, you should ensure that the firms you are dealing
with review all potential opportunities with you before they send your
resume. This ensures your ability to communicate effectively about
the status of your career search.
- Work on the relationship.
Once you have found a good search consultant, it is important for you
to maintain that relationship. Keep in touch with the search
consultant and be friendly. The nicer you are to the consultant, the
greater effort he/she will expend to help you find that
opportunity.
Never, ever, ever, underestimate the power of a good headhunter
with a powerful network and a good reputation. When your company
outsources your department, or the company is sold and you need a
position, you want your telephone call to be returned first and with
gusto.
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