Candidate! Use your recruiter wisely.

In previous posts, I discussed how to get the attention of an executive recruiter. When you get to a stage in your career where you need to find a new position, one of your first calls will probably be to a headhunter. If you want that person to help you, develop the relationship over time. You can find helpful tips in the post, “Executive recruiters love you!”

Assuming that you have the ear of a recruiter, know what you want out of the call ahead of time. Rule number one: Do not presume that the recruiter has a job with your name written on it! The recruiter probably does not have an open position that fits you, and even if he does, you should never make that assumption. Instead start with something smaller.

1. Gather market information. Flatter us by telling us that we have important insights, then learn what you can about your target market


2. Ask for informational contacts. Depending on your relationship, the recruiter may be open to putting you in touch with someone else in your field. For example, if you are a VP of CRM for a consumer products company, your recruiter may know an expert consultant or author in that field. That person may not have an open job, but they could be a great networking contact.


3. Keep in mind how we get paid. Employers pay our fees, not candidates. Headhunters are not talent agents. We provide a service to our clients, and you are our product. While you might get some mileage out of a long-standing relationship, do not assume that we will market you.


4. Keep in mind how we get paid, part 2. Ultimately, we get paid for making matches. If we have the ability to make a match for a fee, we will work on your behalf. If there is no fee involved, it is unlikely that we will make an introduction.


5. Avoid making the review of your resume the most important reason for the call. It is very easy for us to accept a resume and not call back. The line, “I just want to send you my resume,” lets us off the hook.

Contact Jason Sanders