Unlock the Door to Working with Recruiters

Regardless of how accomplished an executive may be, my experience is that the majority of individuals (unless they have already worked successfully with a recruiter) are mystified by the whole process. Here, then, are a few keys for maximizing your success in penetrating the world of headhunters--to your job-search advantage.

The key to making your relationship with a recruiter a happy one is understanding how a recruiter works. Recruiters are job-placement professionals who are paid by the employing company to locate suitable candidates. In most cases, they are conducting a search for a specific position and are paid a fee if and when a placement is made (contingency recruiter). Some recruiters (known as retained recruiters) are constantly on the watch for appropriate employees for their client companies and are paid a retainer fee whether or not an actual match is made.

Once you are aware that the recruiter is not there to find you a job, but is paid to fill a position (with you or another candidate), you can understand why many recruiters will not spend a great deal of time discussing your career goals and aspirations (or even reading your e-mail beyond the subject line). If they don't have an immediate need for someone with your background, it's more advantageous for them to talk to people who do have the qualifications that they're seeking.

In the past, many recruiters would stockpile desirable candidates in hopes of a quick match once an assignment came in (often referred to in the industry as "building a stable"). Like everyone else these days, most recruiters are extremely busy and simply don't have the time to cultivate relationships with potential candidates (though this can occur).

So, should you eliminate recruiters from your search strategy? Absolutely not. After all, they are in the business of filling jobs and can be extremely valuable in your hunt for the perfect position. Just bear in mind a few key points, and your relationships with headhunters will be satisfying and mutually beneficial.

• Make sure your resume clearly conveys your branded capabilities. If you started with a broad resume to hit every possible position for which you're qualified, you should create separate, specifically targeted resumes to send to recruiters so they can tell at a glance how well you match the specific criteria of an available position. An equally strong case can be made by those in the recruiting industry for developing a resume that details quantifiable accomplishments and a targeted presentation of core competencies in a well-written summary--but with a cover letter that details the focus and direction. Keep in mind, though, that some recruiters discard cover letters altogether. For e-mail resume submissions to recruiters, use the subject line plus a single paragraph to describe yourself and key, transferable qualifications. Then paste a text-only version of your resume right into the e-mail as well as attach an MSWord version.

• Be concise, courteous, and professional. Don't show annoyance that the recruiter hasn't called. If you do reach the recruiter by phone, respect his or her time; be ready to state your key qualifications and summarize your background briefly, then provide more detail if invited. To make the initial conversation more productive, forward a copy of your resume before you call.

• Cultivate recruiter relationships when you're not looking for a job. If you are approached by a headhunter when you are not actively searching, capitalize on this contact by asking the recruiter about his or her niches, briefly discussing your background, and then (if possible) referring the recruiter to a colleague who might be a good match or referral point. Invite the recruiter to call you from time to time to see if your situation has changed. Create a contact list of knowledgeable recruiters, and when you're ready to launch your own job search, you'll have a great place to start.

Of course, working with recruiters should be just one of your job-search strategies. Rather than placing all of your eggs in one basket, use multiple approaches to increase your chances of finding a position that meets your diverse personal and professional goals. Happy hunting!