Getting to the "Head of the Class" Leveraging Search Firms or Going it Alone: Within Limits, All's Fair in Love, War and Job Hunting!

Getting to the "Head of the Class" Leveraging Search Firms or Going it Alone: Within Limits, All's Fair in Love, War and Job Hunting!

Recently, I have been asked to excplain how search firms work. Over the course of my career, I have gotten several positions through search firms, and they can prove to be very useful, particularly when it is time to negotiating your compensation package. There are two basic "flavors" of search firms: retained and contingency - both are fully paid by the employer. Most companies do not use retained firms, and to cast a wider net, open job searches/job orders via numerous search firms that will be paid based on whether they refer the candidate who ultimately gets the job (contingency search). You may therefore see the same job posted by numerous search firms. There are many solid search firms out there, and in some cases, even if a job order is contingent, a certain search firm may have an excellent reputation or track record with a particular employer, or even enjoy a unique relationship with them. In such instances, submitting your resume through that search firm can prove to be highly successful, and could be your best route.

If a job is posted by BOTH an employer AND a search firm, my personal approach has been to FIRST apply to the job directly through the employer. This may provide an edge as candidates who do not come through a search firm cost less to an employer than if a candidate comes through a search firm (In terms of hard dollar costs; if, however, a job remains open for an extended period, it technically CAN cost an employer more in lost opportunity costs and other soft costs associated with waiting too long to fill a job.)

In the past, if I have not heard back from the employer WITHIN two weeks, I contact the company in an effort to identify the hiring manager is. In fact, I have sometimes done this preemptively when FIRST applying to a job. In this way, I have followed the prescribed process, but also have increased my chances of being contacted. Unfortunately, some HR professionals or hiring managers may screen out a resume for a variety of reasons, and you may not get a "chance at bat." For example, your resume may be set aside if the reviewer either does not have a good grasp of the job requirements or your credentials, does so when they are unfocused/distracted, or delegate tasks to others less experienced at sifting through resumes. Assuming that you are qualified, copying the hiring manager can also guard against getting screened out. It also shows initiative and may convey that you are highly interested or at a minimum, took the initiative to stand out among the sea of respondents. All things being equal, it may make the difference.

If, between two and three weeks I have not heard back, I have sometimes had luck having a search firm present me. (This can be work to your (and the search firm's) advantage if the employer does not capture resumes in a database or otherwise track candidates in a manner that allows for easy retrieval of their name. In this case, since it is the search firm who brings your credentials to the employer's attention, they often can successfully be paid for doing so. As a side note, I have always been upfront with search contacts, and personally feel that "Honesty of the best policy."

Since retained search firms generally have exclusive listings, some employers allow them a certain period of time to source and present candidates. If they do not produce viable candidates within that timeframe, employers who may be unwilling to wait may expand the search to other search firms (or ease up on their job requirements).

Although I also do some search work, myself, I do not discourage candidates from working with other search firms or feel that candidates are "spreading themselves too thinly" or will "look bad” or diminish their chances with prospective employers, even if your name is presented to the same employer by more than one search firm. I do not subscribe to this, and instead feel you need to keep all options open. Within reasonable limits, all is fair in love, war and the job market!