OK let’s be clear the agency /executive search firm does not make its money from you, it makes it from the company where it places you. You, the candidate, are only useful when they have found a company who wants what you have to offer. So don’t take it personally when they don’t make a fuss of you! Just make sure that your CV is in the database and that it has all those crucial keywords so that they will find you when they need you.
Be approachable. If you want to appear friendly and approachable on all sales calls, consider wearing a name tag. Now don’t be too quick to pooh-pooh this idea. Scott Ginsberg has been testing theories on first impressions for seven years. Nametags don’t hurt and they probably help in the first impressions department.
When I was still recruiting during the day and writing software at night I worked elbow to elbow with fellow recruiters. I used to criticize the recruiter who was always fussing with the computer and their files. Do you know why? I’m guessing you think it is because I am so arrogant that I did not want to listen to anyone else’s ideas. You are wrong, although I do like my own ideas! The real reason, however, was that I knew this recruiter was never going to be successful and we would lose money. Time after time, year after year for 15 years, I found that the recruiters who focused on the recruiting tool and gimmicks rather than execution failed. Someone once told me that Vince Lombardi, a very successful football coach, had only about 6 plays. The success was all in the execution!
Michael Allemano is the founder of the Allemano Group, an restaurant executive headhunters that specializes in the recruitment of business-to-business and industrial sales positions.
Analyse your self. What’s your expertise? Then, once you have got assessed that. You may get started looking at the executive recruitment firms that appeal to your niche and go on from there. Now, you might want to analyse their track record and their reputation within the market. Ask for several references of men and women that they placed.
Small means you can tell the truth on your blog. Small means that you can answer email from your customers. Small means that you will outsource the boring, low-impact stuff like manufacturing and shipping and billing and packing to others, while you keep the power because you invent the remarkable and tell stories to people who want to hear them. A small law firm or accounting firm or ad agency is succeeding because they’re good, not because they’re big. So smart small companies are happy to hire them. A small restaurant has an owner who greets you by name. A small venture fund doesn’t have to fund big bad ideas in order to get capital doing work. They can make small investments in tiny companies with good (big) ideas.
Close your call with a ‘Thank You’. Employers are busy. Acknowledge the time they have spent with you and ask when you will hear back from them. After your phone interview always follow-up with an email to re-emphasize your interest and to state an additional reason or two that you are the most qualified candidate for their opening.