Founder’s Message
The Secrets Behind How Recruiters View You
T. Brad Kielinski
The war for talent is more competitive than ever before. Startups are jockeying for place, small-to-medium size companies are going through transformation and/or scaling and large enterprises are looking to dominate more of the market space. So, where do Recruiters fit in and how do they view you?
Posted: May 1, 2013
Recruiters (contingency) earn their keep by staffing positions. PERIOD. Their value is in the candidates that they are able to deliver, not the stories they tell. You must first realize this to better understand the secrets behind how Recruiters view you, both as an employer and/or a candidate. First, we’ll discuss how employers are viewed and then on to the candidate. We’ll finish up with some takeaways.
Let’s begin.
Employers, a.k.a. “The Customer” (or client), pays Recruiters to recruit, screen, qualify, present resumes, coordinate interviews and negotiate offers for the right candidate(s). Employers pay for this service only if a successful hire is made. If a Recruiter is unable to deliver the right candidate then no compensation is awarded. If a Recruiter delivers a candidate, the candidate accepts the offer and then never starts employment then no compensation is awarded. If a Recruiter delivers a candidate, but the candidate fails to meet the employment guarantee period then no compensation is awarded. The Recruiter is only compensated for successful hires. The employer writes the checks.
Candidates, a.k.a. “The Product” (or asset), are recruited, screened, qualified and then are either represented by a Recruiter or declined. Candidates do not pay for this service. If a Recruiter decides to represent an employer or certain employers and the candidate who they represent does not get placed then no compensation is awarded. Again, the Recruiter is only compensated for successful hires. There is no sale without the right candidate.
So, why the redundancy? Yes, we know Recruiters get paid for successful hires! What’s the point of this article?
Here’s the point (and secret): Recruiters only care about making successful hires, no matter the company or the candidate. That’s how they earn their living. They don’t care about your war stories. They live and die by how many placements they make per week, per month, per quarter and per year. REPEAT. If a Recruiter doesn’t deliver the right candidate someone else will. It’s a dog-eat-dog world.
That might sound terrible to some and that’s why the staffing and recruitment industry receives a bad rap because most people can’t handle it. It’s high turnover, 100% based on high performance and it’s selling people to people.
So, don’t be offended when you are contacted by one of those Recruiters who do get it and you don’t make the cut. Take it as a learning experience and listen to what they have to say. Ask them for recommendations on how you can improve (this message is for employers as well). They know the market better than you. They can help you, even if it’s a word of advice.
Each employer and candidate has a dollar amount associated to it. It’s a commodity market. As a result, you are viewed as such. But, never underestimate the power of a Recruiter. They can make or break a company or a career.
________________________
Brad is the Founder & CEO of IT Pros – Philadelphia and uShowcase.me. He has staffed over 300 technology-related positions within a 5-year period and shares his experiences, insights and recommendations on a monthly basis through his company’s blog.
Future Topics of interest can be sent here.
