Management Recruiters& OM5 of Ann Arbor

Working with Working with Executive RecruitersExecutive Recruiters

March 26, 2004David Sarafa, Director

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Agenda

• Types of Recruiters• Overview of Recruiting• Working with a Recruiter• Market Perspective• Tips• Q & A

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Types of Executive RecruitersRetained Contingency

Level (typically) High Mid to lowInvolvement Greater throughout Greater mid to endProcess More extensive VariesExclusivity Yes – both sides NoCommitment Significant Moderate to low

Payment 1/3 + 1/3 + 1/3Payment assured

Upon successPayment contingent

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Overview of RecruitingWhat do Recruiters do?

A Recruiter’s primarily focus is on finding people for jobs versus jobs for people

Three Main Activities:1. Recruit for existing openings2. Market for new business3. Facilitate the interview and placement process

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Overview of RecruitingRecruiting Activities

Source Candidates

Screen Candidates

Qualify Candidates

Present Candidates

Make 40 recruit calls in a day

Speak with 10 people

Qualify 2 people

Present 1

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Overview of RecruitingRecruiting Activities

Source Candidates

Screen Candidates

Qualify Candidates

Present Candidates

Where do Recruiters get their candidates?

1. Their database (network)2. Referrals from their network3. Cold calling4. Research5. Ad’s or Job Boards

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Overview of RecruitingHow do Recruiters specialize?• D – discipline• I – industry• G – geography

• F – function• I – industry• L – level• L – location

Why specialize?– Reusability– Speed– Expertise– Dominance

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Overview of RecruitingQuestions Recruiters ask themselves when looking at a resume.

1. Do they fit a current search?2. Do they have skills and experience

that would be appealing to my clients?

3. Are they someone I would “take to the market”?

4. Do they fit into my specialty?5. Are they worth having in my

network?

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Working with a Recruiter Contacting• Identify recruiters in your niche• Personalize your initial contact• Brief, directed introduction• MS Word or RTF version of your resume• Be selective, do not blast your resume• Do not call just to see if they received your

resume…

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Working with a Recruiter Speaking with• Discuss their niche• Work to understand how closely your

interests fit their specialty• Find out what you can do to assist them in

assisting you• Be open and forthright in providing

information• Finite number of outcomes

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Working with a Recruiter In Process• Know what you are looking for• Can make a decision• Prompt follow up• Follow through on commitments• Honesty, truthful, open communication• Be coach able• Be an active participant• Respect the process

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Working with a Recruiter Building a Relationship• Provide referrals• Take their calls• Return calls• Let them know what you would like in a

next step• Give them updates

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Market PerspectiveMRI Hiring Survey

• Increase Staff 47.6%• Maintain Staff 45.0%• Decrease Staff 7.4%

Industry Increase• Technology 62.2%• Healthcare 59.5%• Automotive 53.1%• Finance 52.3%• Pharmaceutical 47.7%• Manufacturing 36.8%

Out of 685 Executives Surveyed, in the first half of 2004 they will:

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Market Perspective What we are seeing…• More stringent requirements for a “match”• A greater # of interviews per position• Longer hiring process• Candidates that are specialists AND can

wear many hats• Salary adjustments

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Market Perspective What we are seeing…

versusversus

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The time a resume has to make an impression.

01020304050607080910 seconds

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Tips – Resume

What is the goal of a resume?

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Tips – ResumeResume Format

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Tips – Resume Resume Format

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Tips – Decision Criteria CLAMS• C - challenge• L - location• A - advancement• M - money• S - stability

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Tips – Having Examples 3 Column Exercise

Skills / Trait / Characteristic

Specific Instance

Results & Recognition

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Tips – NetworkingNetworking

• Finding a job is a full time job• Networking is NOT something you do only

when you need something• Try to go 2 degrees beyond each contact

“Networking is the active process of building and managing productive relationships …”

- Wayne E. Baker from Networking Smart

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Q & AWe have specialists in:• Accounting & Finance• Banking• Information Technology• Quality• Engineering• Healthcare• Construction• Energy• Office Support

Contact InformationDavid Sarafadavid@mrannarbor.com(734) 769-1720 x40