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August 17, 1998

Stay Selective About Headhunting Services

Ask questions before sending your resumé

By Aisha M. Williams

n this hot job market, it's not unusual for IT workers to get several calls from headhunters every month--even every week. These specialists can act as your agent, helping you land a better job. But should you deal with one who specializes in high-tech jobs? Is it OK to work with more than one at a time? And how do you control whom a headhunter shows your resumé to?

There are no qualifications or certifications for headhunters; anyone can call himself an executive recruiter. For this reason, be selective about the headhunters you work with. "A lot of these search firms are like meat markets," says Victoria Cunningham, a database consultant at the Bellevue, Wash., office of Merrill Lynch. "They just want to move people around and place them where they can so that they can obtain their fees."

Cunningham was placed in her current job by RHI Consulting, a Menlo Park, Calif., recruitment firm that specializes in filling IT positions. Over the years, she has dealt with at least nine other search firms in the Seattle area and wasn't always happy with them. "As an IT person, you want to make sure that the people who are looking for jobs for you will get you the type of money you're looking for," she says.

Before you agree to send your resumé to a headhunter, find out how long his or her company has been around and how long he or she has been working there. Ask friends if they have any experience with the company, or know anyone who has. A Web search may also turn up background information on the headhunter.

Also, check with the Association of Executive Search Consultants Inc. All AESC members must abide by the group's professional and ethical codes. Among the key points in the codes are that executive search firms should strive to be accurate in all communications with clients and candidates. They must encourage their clients and candidates to exchange relevant and accurate information, and must respect confidential information entrusted to them by clients and candidates.

Be aware that there are two types of search firms: those that work on a retainer and those that work for a contingency fee. Firms on retainer get paid up front and will represent you to just one client looking to fill a position. Those on contingency may show your resumé to several companies. "If you're an engineer making $60,000 a year, you may do fine with a contingency firm," says Dale Winston, chairman and CEO of Battalia Winston International, a search firm in New York. "But the higher up you are, the more discreet you want to be. Senior people looking for a job paying six figures will be better off with a retained firm."

Many IT jobs require such specific knowledge and skills that most experts suggest you work only with search firms that either specialize in IT positions or have a department that deals with them. "Our belief is that if the counselor or staffing manager at a firm has firsthand knowledge of the industry, then the candidate will be more likely to find the job that best suits their background," says Lynn Taylor, VP and director of research at RHI Consulting.

You don't need to worry about working with more than one headhunter at the same time; it's very rare that two firms will wind up showing your resumé to the same company because companies tend to hire only one firm. "Candidates are starting to look to executive recruiters the same way an athlete would look to a sports agent," says Larry Imely, president of the Stratford Group, an executive recruitment firm in San Jose, Calif. "But traditionally, candidates work with more than one recruiter because after getting to such a high level, they have come to know many recruiters."

Whether you're looking for a temporary consulting position or a full-time managerial position, it's up to you to ask questions and to find out as much as you can about the job the headhunter is trying to fill. Developing a good relationship with a reputable search firm can be a huge boon to your career because there's no shortage of IT jobs right now. "Companies are clamoring for candidates," says Taylor. "They need immediate access to IT professionals that can keep their technology up to date."