What You Need to Know About Recruiters

by Carole Martin

Ralph had never worked with a recruiter, so when Mr. Rich called and identified himself as an agent from a search firm, he was caught off guard. The man began to fire questions at him. One of the first questions asked was what kind of salary Ralph was expecting. Ralph was not prepared for the question and mumbled he was currently making $50,000. Mr. Rich proceeded to ask about Ralph's previous experience, his scope of responsibility and his age. Ralph answered all questions as asked. Mr. Rich's tone sounded less enthusiastic after gaining the information, and he abruptly ended the conversation, muttering he would call back. That was the first and last time Ralph spoke with him.

Ralph felt rejected, and blamed himself for not being prepared. While preparation is key, you need to realize that Mr. Rich may have been screening for a specific position and looking for as close a match as possible. Ralph either fell short, or another candidate came closer to the fit. In either instance, Ralph shouldn't take it personally.

Recruiters come in all shapes and sizes. Some work within companies, and some with agencies and search firms. When a recruiter from a company calls, they usually work within the HR department. When other types of recruiters call, they are probably working on commission based on the candidate's salary, thus the nickname headhunters.

Select Your Recruiter Carefully

For every bad experience a job seeker has with a recruiter, there is someone who had a good experience and those who found their current positions through helpful recruiters.

When recruiters call, ask questions. Are they calling about a specific position? Get the position's details, and try to determine if you have any interest -- after all, this is a two-way street. Find out about their philosophy and style. Ask for references and placement track record, and with which companies. Determine if this is a person you want to work with and be represented by.

How to Deal with Recruiters

Some recruiters get carried away and ask personal questions. Don't feel obliged to answer. The recruiter is somewhat like a real estate agent who is trying to find what property you qualify to buy. Recruiters are looking to identify experience and salary level to see if there is a match.

"What is your age?" is an illegal question and could be used to screen you out. Answer this question with a question: "I don't see how that is relevant to the job. Is there a specific age range you're seeking for this position?" If the recruiter has a good reason for asking your age -- such as cultural fit -- you may want to provide an answer. If not, tell him you'd rather deal with work-related questions. Judge the appropriateness of the questions and whether you think you are being discriminated against.

The Desired Outcome

Finding a good recruiter is like finding a partner in your job search. A recruiter can give you insider pointers and advice. Ideally, working with a recruiter should be a win-win situation for everyone. The employer gets qualified candidates to choose from and hire, the candidate gets leads and possible job offers, and the recruiter gets a commission for making the placement.