Executive Recruiting 101: Secrets to Getting on an Executive Recruiters Radar

You were recently in the RIF (reduction in force, layoff) and nobody returns your phone calls. It's true: When you get laid off, you find out who your five best friends are. They are the ones that return your phone call. One CEO told me, "I don't think I have five friends."

About 85% of jobs come from your professional network, and another 10% (arguably the best 10%) come from Executive Recruiters. So how do you find an Executive Recruiter if you have not been in the job market for 10 years? Well, The Godfather is here to help. After 20+ years owning an executive recruiting business, and 1,000+ placements (average salary $200,000+), here are some of my top tips.

No Cold Calls or Unsolicited Resumes

Any Executive Recruiter that accepts cold calls and/or unsolicited resumes has too much time on their hands. That is not a good thing. The best Executive Recruiters only accept resumes by referral. If you don't know a top Executive Recruiter, ask your peers who they like, then ask them to make a call on your behalf or an email introduction.

Dig the Well Before You Need a Drink

An important career principle that never goes out of style. If you only call people when you need a favor, no one will call you back. Relationships trump transactions. I'm surprised so many people did not learn their lesson after Depression 2.0 in 2008. Once the dust cleared, most people went right back to putting their head in the sand and not staying in touch with their professional network. We'll be rooting for you!

Build the Bridge Before You Need to Cross the River

One more time, and a little louder for those people in the back of the room. I message a dozen executives on LinkedIn about jobs daily. In most cases, we have 50 to 100 common friends. Most ghost me. No response. Radio silence. I get up to 500 emails a day and respond to every single one. Why? Because my parents raised me to be courteous and respectful. If you ghost me on LinkedIn, don't send me your resume in six months. Relationships trump transactions.

"We Have Jockeys; We Need Horses"

My racehorse trainer used to say that. In executive recruiting, we get paid by the hiring company, not the candidate. It is important to understand who is paying the bills. It is not an honor or privilege to represent you. We have an almost unlimited number of candidates. A recent CEO gig at $500,000 produced 10 volunteers in a day. I don't need a job, you do. Make it a priority. Communicate. Help the Executive Recruiter…to help you.

Executive Recruiting Golden Rule #1

Executive Recruiters Get People for Jobs…NOT Jobs for People.

As the owner of an executive recruiting firm, I don't get a salary, bonus, stock options, vacations, sick days, PTO, or paid health insurance. If I don't get people placed in jobs…I DON'T EAT. Every minute I spend taking cold calls or reviewing unsolicited resumes is a minute I'm not generating revenue. I enjoy helping people, however at the end of the day, this is a "for profit" business that puts food on my family's table and funds a dozen local and national charities. Executive Recruiters are laser focused on filling their open jobs.

Executive Recruiting Golden Rule #2

The Wrong Time to Meet an Executive Recruiter is When You are Unemployed.

Stay in touch. Don't know an Executive Recruiter? Find one now, not when you are in the RIF. Keep in touch with your professional network!

Client Mixers and Charity Events

I host several events annually. Three or four client mixers (meet 100 of the best executives on the planet). Three or four charity events (an opportunity to give back). In many cases, I'll invite candidates that send me a resume. It's an opportunity for me to meet with them in person. Unfortunately, most decline with a long list of excuses about how busy they are. If you are too busy to meet me, I'm too busy to find you a job.

The Godfather's Executive Brief

I started my newsletter 20 years ago to keep in touch with my friends, clients and business partners. The distribution list is 8,000 executives. Each month one or two people "opt out", which is fine. I don't want to spam anyone! But if you don't have interest in staying in touch once a month, I don't have interest in representing you for a job. No disrespect intended.