(Answers:  1. They're Jerks.  2.  They're Lazy.  3.  They're rude as hell!)  

Well....that's probably not the way to start this conversation...since we are an Executive Search Firm.  But the truth is....working with recruiters...can be a very frustrating experience.

Understanding how they work and why they act the way they do, may be of some help to you in your search efforts.  I offer this behind the scene look ....partly as a defense of our profession, but also to give you as a candidate some help in your search efforts.  If nothing else...it will help you rationalize their rudeness.

"Headhunters"....a pretty accurate description of the profession.  The first truth is that we are "hired guns" or 
"bounty hunters".  We get paid by a client company to find them someone for a position/job.

This fact leads to the first rule about Executive Search Companies.  It is:

Rule 1:

The Job Specification for a search firm is typically very specific and very narrow.

Usually the client company, will tell us almost "exactly" what they are looking for.  Often they will name the competitor where they would like to see the candidate come from.  "I'm looking for a DM from (Wal-Mart)".  That's where the headhunter phrase comes from!

I once had a client company give me the name of the person they wanted to hire.  I laughed and said "now that is specific!"  It was someone that he knew previously, but had lost track of.

My rationalization for this attitude by companies is that they are paying a fee and therefore feel entitled to get exactly what they are looking for.    Think about it yourself, if you were going to pay several thousand bucks to some search people...wouldn't you have expectations on what you wanted to get for your money?

Recommendation:  So...when working with search firms you need to realize that we are quickly looking at your background and categorizing you as a candidate.  We are pigeon-holing you.  There is no escape... 

"To a recruiter....you are...what you've done!"

The answer in your strategy then is if you want to pursue jobs that your background doesn't support,  work on your direct networking for those jobs.  Forget recruiters helping....we are jerks!

Rule 2:

Search firms work by invitation only.  

A company has to ask us to work on an assignment.   As a result, a typical search firm only works with a hand full of companies.

If you ever find a recruiter that is submitting your resume to a company "on spec"  (without being asked to work on an assignment) ...make sure you let them know that you don't appreciate it.   Believe me...it's the worst possible abuse of your resume.  Most companies would "black ball" your name simply because the firm was trying to sneak into a dance they were not invited to.  Understand?

Most executive search firms will work with 10 to 15 retail companies.  Thus, they have a pretty limited world in which to work.

Because ESC2000 works at discounted fees and have a group of five offices...we are fortunate to be able to work with about 40 companies.  Even then...if there are 400 retail companies ...and there are...we are only working with about 10% of the total.

Recommendation:  Understand the limitations of any one recruiter.  Therefore, make sure that you are working with a dozen retail search firms.  That's right...I said work with a dozen.  Now remember...we are jealous bunch...so don't tell us that you are working with others....we feel jilted!

Rule 3:

Search firms seldom communicate with a candidate.

You send your resume to a firm....and nothing happens.  You call to check in and let them know you are still looking...and they seem completely un-interested.  I told you we are "rude as hell!"

Truthfully, we don't mean to be rude.  It's just that we don't have anything productive to tell you.   Remember this about recruiters.  The only way we get paid is to make a placement....so if you fit something we are working on...you'll get a call.

Recommendation: Work with only retail recruiters, don't go to the local recruiter who works with local businesses.   Work with 12 or more recruiters....and don't have an expectation that any one recruiter  is going to call with a job. 

Spend your follow up calls doing your own direct networking to companies.

Rule 4:

Search firms will not submit you as a candidate for a job unless they believe you will get hired.

"If I could just get an interview...I know they would want to hire me".  Sound familiar?  Well don't expect a recruiter to buy that.

Maintaining a good relationship with a client company is critical for a recruiter.  One of the ways that we do that is to demonstrate our understanding of what they are looking for.  One measurement of this is the ratio of candidates presented to those hired.

So for a recruiter to present candidates that might be a fit...is not a smart thing to do.  I know that from the candidates perspective that sounds crazy...but I'm telling you it's a major factor in why you don't get submitted for a lot of jobs.

Recommendation:  I will always tell a candidate when they ask, who the company that we are working with is...and encourage the candidate who I choose not to submit, to try going directly to the company.  Sometimes, because you would be going direct "a freebie" they may be more willing to consider you.

So, if you don't get presented for a job that you think you would be qualified for, ask politely for the company.  Some recruiters may tell you.  We always will.  Then once again, work on your direct marketing.