Managing the Executive Recruiter Relationship   Mike Burroughs  Managing Principal  ESI Associates www.esiassoc.com   Nove...
What You Need to Know About  Executive Recruiters   <ul><li>Four facts you should know : </li></ul><ul><ul><li>Individuals...
What You Need to Know About  Executive Recruiters <ul><li>Retained Search Firms </li></ul><ul><ul><li>Retained by a client...
What You Need to Know About  Executive Recruiters <ul><li>Retained Search Firms  (cont) </li></ul><ul><ul><li>Firm submits...
What You Need to Know About  Executive Recruiters <ul><li>Contingency Search Firms </li></ul><ul><ul><li>Typically recruit...
What You Need to Know About  Executive Recruiters <ul><li>Differentiate between Retained and Contingency Search Firms when...
What You Need to Know About  Executive Recruiters <ul><li>What is the best way  </li></ul><ul><li>to contact a recruiter? ...
What You Need to Know About  Executive Recruiters <ul><li>How many resumes should I send out? </li></ul><ul><ul><li>Distri...
What You Need to Know About  Executive Recruiters <ul><li>How can I ensure my resume gets to the “right” recruiter? </li><...
What You Need to Know About  Executive Recruiters <ul><li>How long should I wait before I can expect a response? </li></ul...
What You Need to Know About  Executive Recruiters <ul><li>Trends in retained executive recruiting… </li></ul><ul><ul><li>O...
What You Need to Know About  Executive Recruiters <ul><li>What is the best time to contact a recruiter? </li></ul><ul><ul>...
What You Need to Know About  Executive Recruiters <ul><li>Questions? </li></ul>
<ul><li>Mike Burroughs is the Managing Principal of the retained executive search firm,  ESI Associates .    </li></ul><ul...
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Managing The Executive Recruiter Relationship

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Managing The Executive Recruiter Relationship

  1. 1. Managing the Executive Recruiter Relationship Mike Burroughs Managing Principal ESI Associates www.esiassoc.com November 19 th , 2009
  2. 2. What You Need to Know About Executive Recruiters <ul><li>Four facts you should know : </li></ul><ul><ul><li>Individuals do not pay fees to search firms; companies do </li></ul></ul><ul><ul><li>The difference between retained and contingency firms is important </li></ul></ul><ul><ul><li>Some search firms specialize while others don’t. Consider both . </li></ul></ul><ul><ul><li>Most recruiters work nationally. Don’t limit yourself to local firms. </li></ul></ul>
  3. 3. What You Need to Know About Executive Recruiters <ul><li>Retained Search Firms </li></ul><ul><ul><li>Retained by a client for a specific assignment </li></ul></ul><ul><ul><li>Only one firm is retained </li></ul></ul><ul><ul><li>90 to 120 days is typical search length </li></ul></ul><ul><ul><li>Progress payments not result dependent </li></ul></ul><ul><ul><li>Focus is on higher level positions (Director +) </li></ul></ul><ul><ul><li>Most retained firms/recruiters are “generalists” </li></ul></ul><ul><ul><li>Initial call usually from a research associate </li></ul></ul><ul><ul><li>Consultant interviews “long list” </li></ul></ul>
  4. 4. What You Need to Know About Executive Recruiters <ul><li>Retained Search Firms (cont) </li></ul><ul><ul><li>Firm submits a short candidate “slate” </li></ul></ul><ul><ul><li>Candidates considered for one opportunity at a time </li></ul></ul><ul><ul><li>Off Limits policy is typically two years </li></ul></ul>
  5. 5. What You Need to Know About Executive Recruiters <ul><li>Contingency Search Firms </li></ul><ul><ul><li>Typically recruit junior and mid-level (specialize) </li></ul></ul><ul><ul><li>Paid when position is filled </li></ul></ul><ul><ul><li>Typically not working on an exclusive basis (competing) </li></ul></ul><ul><ul><li>Occasionally may work on a retainer basis </li></ul></ul><ul><ul><li>Tend to work fast and submit as many candidates as possible </li></ul></ul><ul><ul><li>Provide you a great deal of exposure… </li></ul></ul><ul><ul><li>You may not want your resume widely distributed </li></ul></ul>
  6. 6. What You Need to Know About Executive Recruiters <ul><li>Differentiate between Retained and Contingency Search Firms when called </li></ul><ul><ul><li>Ask explicitly the nature of the assignment </li></ul></ul><ul><ul><li>Limit distribution if you are networking </li></ul></ul><ul><ul><li>Confirm instructions by email </li></ul></ul><ul><ul><li>Multiple recruiters may call for same position </li></ul></ul>
  7. 7. What You Need to Know About Executive Recruiters <ul><li>What is the best way </li></ul><ul><li>to contact a recruiter? </li></ul><ul><ul><li>E-mail is best. </li></ul></ul><ul><ul><li>Embed resume and brief cover “letter” </li></ul></ul><ul><ul><li>Don’t follow up by phone </li></ul></ul><ul><ul><li>Time is money for recruiters </li></ul></ul><ul><ul><li>Focus is only on current position fit </li></ul></ul><ul><ul><li>Referral also can work </li></ul></ul>
  8. 8. What You Need to Know About Executive Recruiters <ul><li>How many resumes should I send out? </li></ul><ul><ul><li>Distribute widely if unemployed </li></ul></ul><ul><ul><li>If contingency, state they must contact you first </li></ul></ul>
  9. 9. What You Need to Know About Executive Recruiters <ul><li>How can I ensure my resume gets to the “right” recruiter? </li></ul><ul><ul><li>Use web sites for major firms </li></ul></ul><ul><ul><li>The “Red Book” (Kennedy Publishing) </li></ul></ul><ul><ul><li>Rites of Passage (John Lucht) </li></ul></ul>
  10. 10. What You Need to Know About Executive Recruiters <ul><li>How long should I wait before I can expect a response? </li></ul><ul><ul><li>You will most likely not get a response unless you fit an open position </li></ul></ul>
  11. 11. What You Need to Know About Executive Recruiters <ul><li>Trends in retained executive recruiting… </li></ul><ul><ul><li>On-line questionnaires </li></ul></ul><ul><ul><li>Videoconference interviews </li></ul></ul><ul><ul><li>Webcam interviews </li></ul></ul><ul><ul><li>Background checks along with references </li></ul></ul><ul><ul><li>Pre-hire “Management Assessment” </li></ul></ul>
  12. 12. What You Need to Know About Executive Recruiters <ul><li>What is the best time to contact a recruiter? </li></ul><ul><ul><li>Immediately </li></ul></ul><ul><ul><li>On a continuing basis </li></ul></ul><ul><ul><li>Always be managing your career </li></ul></ul><ul><ul><li>Keep select recruiters up-to-date </li></ul></ul>
  13. 13. What You Need to Know About Executive Recruiters <ul><li>Questions? </li></ul>
  14. 14. <ul><li>Mike Burroughs is the Managing Principal of the retained executive search firm, ESI Associates .   </li></ul><ul><li>Mike has 12 years of executive recruiting experience, most of which was spent as managing director for the St. Louis office of a “top five” firm.   He has recruited well over 100 executives ranging from CEO to director level.   </li></ul><ul><li>Mike has been presenting to executives in transition for over seven years.   He has been in transition himself before and knows how important time management is to an executives in the job hunt. </li></ul><ul><li>www.esiassoc.com </li></ul><ul><li>[email_address] </li></ul>
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