Brent Johnson manages Raleigh’s branch of Spencer Reed Recruiting.  I asked Brent to come in and speak for our twice-monthly networking meeting.  He gave us his thoughts about how to use a recruiter effectively. Many thanks to Quenton Green for transcribing the notes from this meeting! Enjoy…

How to Effectively Use Recruiters

Brent Johnson, Spencer Reed

January 13, 2010

The Challenge

Recruiters are really sales people, not HR professionals.   Our job is to sell each party on why they should come together and each one can decide for themselves whether or not they like each other…it’s the ultimate sales job

Types of Recruiters

There are two types of firms:

1. Split desk
   1. One Recruiter
   2. One Account Manager

1. Full Desk
   1. No division of responsibilities – one person does everything

The Dynamics are different between these two types of recruiters.  With a Split Desk, it is not up to the recruiter to find the job – the Account manager does that.  With a full desk it is.  The question changes from “why can’t you find these people a job,” to “why can’t I find these people jobs?”  You have to look in the mirror with a full desk, like we have at Spencer Reed.

Ensure a Recruiter is Working with You

The steps a jobseeker needs to take to ensure a recruiter is working with you:

1. Understand how the recruiter is getting paid…usually on contingency basis.
2. They have a vested interest to place an individual
3. Figure out how you can make it a mutually beneficial situation.  Give and take information.

Multiple Applications

It is a bad idea to submit multiple applications to the same position.

Always keep a record of where your resume is being submitted and never allow anyone to submit your resume without your permission.

It is fine to submit an application to multiple positions within the same company.

When you see a position posted by a recruiter, google the job description and see if an employer has posted that position on their site.  This will help you know if you’ve already been submitted to the position so you protect yourself from double submissions.

Resume Mistakes

One mistake people make is to have every technology ever created on their resume.  This makes them come up in more searches.  Think about the recruiter, though.  Don’t you think the recruiter is tired of this individual coming up in every search?

Why Contact a Recruiter?

The point of contacting a recruiter is to see if they have contacts for a position you are looking for.  If not, they can be helpful in providing information for you to seek the position you are looking for.

1. They can try to place you
2. Try asking them what information you can provide to them to help them in their job?  I guarantee you that you’ll get their attention and you can get more response out of them…make it a partnership.
3. Recruiters are trying to learn more about the market and the more contacts they can make the stronger their network.  They would appreciate referrals.  (It’s a give and take relationship)
4. Most recruiters will be willing to help you out even if they can’t place you by networking.

If you have a posting that you want to learn more about, it’s OK to call a recruiter and ask “what can you tell me about this post?”

Ask recruiters “who do you know that can help me with this position?”

-Pay it Forward.

Using Multiple Recruiters

There is no disadvantage in using multiple recruiters as long as you keep a good record of your interactions with them so you’re not double submitted.

When a Recruiter Tells About a Position

When a recruiter tells a candidate about a position, if candidate applies directly, the recruiter gets hosed.  How likely is that recruiter to help in the future?  There has to be a mutual trust relationship built.

Aggressive Recruiters

When the first thing out of a recruiter’s mouth is “where are you applying” there is a good chance they are fishing for clients.

On the other hand, the recruiter will want to ask questions to ensure they don’t double submit you.

Pros and Cons to Using Recruiters

1. If a Recruiter is trusted as a contact for a company – Pro
2. If you have a contact at the company move with the contact for the position you seek – a recruiter in this context may be a negative – Con
3. If the company you seek is inundated with response to a position then it is a good practice to use a recruiter to get your foot in the door – Pro

After initially contacting a recruiter, if a new position opens up should a recruiter submit you?

1. Some recruiters don’t, you should ask the recruiter if the position applies to you
2. At Spencer Reed they submit your resume for everything that applies

Call Backs

When you call a recruiter, why doesn’t a recruiters call back?

1. Recruiters should always call back if you leave them a message.
2. A tool to use for a call back after repeated messages.
   1. “Since I haven’t heard back I will assume that I am not a fit for the job I applied to and cross it off my list.  If that’s not the case, please let me know by this afternoon.”

Negotiation

Are people negotiating offers in this economy?

2. The Benefit for a recruiter is that they know if negotiation is acceptable
3. An  initial response, “is that it?” may not be the right question to ask
4. “Can I get back with you after talking to my family, etc?”  Is an acceptable question to elude the topic early in an interview.
5. Always have other questions.

After an Interview

Recruiters should always ask after an interview “What do you think the value of this position is?”

Contract Pay vs. Fulltime

It’s hard to get motivated for a job if you have to take a pay cut when you’re hired as a full time employee from a contract.  With contract positions they pay more but if you go perm sometimes the pay drops.

How does salary for perm work for recruiters?  When a recruiter asks you for your overall pay rate, how should you respond?

Usually they want to know a range not because they want to get you the least amount (recruiters are paid off of how much you make)  They want to know which opportunities to show you and the more flexible you can be the more opportunities you’ll have to choose from.

1. Uncomfortable with giving a single price…talk in ranges
2. Value of the opportunity (there is so much more than just salary, there are benefits and quality of life)

Is applying for a state job a black hole?

The State of NC uses dozens of firms and usually each firm is allowed to submit 1-2 individuals for each job.  Work with the employment security commission to help get insight into state jobs.