Does anyone work in Recruitment/Executive Search?
Discussion
Firstly i've set up a new profile as some on here know me in my previous life.
I'm moving from a legal career as a solicitor into Recruitment, more accurately Executive Search with one of the leading brands. I'm well prepared for the move in terms of understanding that my personality will fit in well, and i'm excited to move away from the rigid pay-grades of the legal world. My area of law (employment) is on a downward trajectory anyway with various changes. I know one or two acquaintences in Recruitment all enjoy it and doing well, but none so close as to get advice from.
Basically i'm looking for some advice from people in the industry, mainly on the business development side. I understand that there are a couple of schools of thought, mainly between the cold-calling KPI driven places, and more relationship led sales. This may well be hyperbole for what is essentially still the act of going out and drumming up business...
Would anyone be able to share any tips that they have gleaned from their time in the industry, recommend any books or anything that will give me a step-up before my initial training?
Many thanks all.
I'm moving from a legal career as a solicitor into Recruitment, more accurately Executive Search with one of the leading brands. I'm well prepared for the move in terms of understanding that my personality will fit in well, and i'm excited to move away from the rigid pay-grades of the legal world. My area of law (employment) is on a downward trajectory anyway with various changes. I know one or two acquaintences in Recruitment all enjoy it and doing well, but none so close as to get advice from.
Basically i'm looking for some advice from people in the industry, mainly on the business development side. I understand that there are a couple of schools of thought, mainly between the cold-calling KPI driven places, and more relationship led sales. This may well be hyperbole for what is essentially still the act of going out and drumming up business...
Would anyone be able to share any tips that they have gleaned from their time in the industry, recommend any books or anything that will give me a step-up before my initial training?
Many thanks all.
I'm Business Development Manager for a large London recruitment firm.
Exec Search is hard without contacts, long and complex in its process and difficult to find candidates.
That world works purely on relationships rather than phone bashing so it may take you quite a while to establish anything that might make you any money.
What's steered you towards it?
Exec Search is hard without contacts, long and complex in its process and difficult to find candidates.
That world works purely on relationships rather than phone bashing so it may take you quite a while to establish anything that might make you any money.
What's steered you towards it?
TIGA84 said:
I'm Business Development Manager for a large London recruitment firm.
Exec Search is hard without contacts, long and complex in its process and difficult to find candidates.
That world works purely on relationships rather than phone bashing so it may take you quite a while to establish anything that might make you any money.
What's steered you towards it?
To be honest it's 80k plus roles so some would say senior appointments rather than c-level only exec search. Reason I got in? Friends from similar backgrounds doing well and a desire to finally be rewarded for hard work beyond annual pay rises. Exec Search is hard without contacts, long and complex in its process and difficult to find candidates.
That world works purely on relationships rather than phone bashing so it may take you quite a while to establish anything that might make you any money.
What's steered you towards it?
What advice do you have for a newcomer?
I do. Currently for a medium sized firm focused on a few fairly unusual sectors, but I previously spent some time with one of the biggest global firms.
Are you joining as a fee-earning principal/partner? As you say £80k salaried appointments are a level below 'executive search proper' and, unless you're in a niche sector, will be based much more on cold calling than long-term relationships.
Are you joining as a fee-earning principal/partner? As you say £80k salaried appointments are a level below 'executive search proper' and, unless you're in a niche sector, will be based much more on cold calling than long-term relationships.
It's a fascinating area that as you suggest, requires a similar fascinating personality to fit.
If you're going to be operating in your old industry, then the relationships you already have established may well bear fruit. If they are sketchy, then expect similarly sketchy results, at least initially. If you're going to operate in a new area, then that will potentially be quite difficult. It really is that 'insider knowledge' that can make the difference.
In terms of cold calling or working via existing relationships; cold calling is cold calling whatever the industry so the pros and cons of that are very well documented. The 'relationship building' approach requires patience, time, plenty of networking out of the office and often at events across the country; that can be a slog with no guarantee of any return.
Good luck!
If you're going to be operating in your old industry, then the relationships you already have established may well bear fruit. If they are sketchy, then expect similarly sketchy results, at least initially. If you're going to operate in a new area, then that will potentially be quite difficult. It really is that 'insider knowledge' that can make the difference.
In terms of cold calling or working via existing relationships; cold calling is cold calling whatever the industry so the pros and cons of that are very well documented. The 'relationship building' approach requires patience, time, plenty of networking out of the office and often at events across the country; that can be a slog with no guarantee of any return.
Good luck!
Just go in assuming you will get little on no love from your network.
The thing is, you were an expert in law, but now you are a rookie in recruitment...
Recruitment isn't rocket science, and intellectually at least it is easy to stand out from the crowd with a little industry knowledge (which you have) and some good insights into culture.
KNOW YOUR CANDIDATES. Make sure you stick close to you best 20 candidates, in two years time they will be your best advocates and clients of the future.
Business development, relationships are built through meetings, drinks, dinner other personal contact, direct phone calls are only useful to arrange meetings.
Try to consult with clients, don't make the same mistake as 99% of recruiters, they are selling me the solution, before they even know what my problem is. instead try asking " what's the type of candidate profile your firm is always looking for?" or "whats the single biggest commercial challenge your firm has ?" and build from there. You need to understand the problem, before you can sell the solution.
Recruitment is no different to many other industries, 95% perspiration and 5% inspiration.
Best of luck!
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