Working with Executive Recruiters

1. Working with Executive Recruiters March 26, 2004 David Sarafa, Director

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

3. Types of Executive Recruiters

4. Overview of RecruitingWhat do Recruiters do? • A Recruiter’s primarily focus is on finding people for jobsversus jobs for people Three Main Activities: 1. Recruit for existing openings 2. Market for new business 3. Facilitatethe interview and placement process

5. Source Candidates Screen Candidates Qualify Candidates Present Candidates Overview of RecruitingRecruiting Activities Make 40 recruit calls in a day Speak with 10 people Qualify 2 people Present 1

6. Source Candidates Screen Candidates Qualify Candidates Present Candidates Overview of RecruitingRecruiting Activities Where do Recruiters get their candidates? • Their database (network) • Referrals from their network • Cold calling • Research • Ad’s or Job Boards

7. D – discipline I – industry G – geography F – function I – industry L – level L – location Overview of RecruitingHow do Recruiters specialize? Why specialize? • Reusability • Speed • Expertise • Dominance

8. Do they fit a current search? Do they have skills and experience that would be appealing to my clients? Are they someone I would “take to the market”? Do they fit into my specialty? Are they worth having in my network? Overview of RecruitingQuestions Recruiters ask themselves when looking at a resume.

9. 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…

10. 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

11. 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

12. 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

13. 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% Market PerspectiveMRI Hiring Survey Out of 685 Executives Surveyed, in the first half of 2004 they will:

14. 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

15. Market Perspective What we are seeing… Power versus Pulse

16. The time a resume has to make an impression. 10 01 02 03 04 05 06 07 08 09 seconds

17. Tips – Resume What is the goal of a resume?

18. Tips – ResumeResume Format

19. Tips – Resume Resume Format

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

21. Tips – Having Examples 3 Column Exercise

22. 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

23. Q & A We have specialists in: • Accounting & Finance • Banking • Information Technology • Quality • Engineering • Healthcare • Construction • Energy • Office Support Contact Information David Sarafa david@mrannarbor.com (734) 769-1720 x40