WORKING WITH A RECRUITER

A recruiter works for the hiring company. They pay his fee and provide him with the criteria they are looking for in a new manager. Recruiters do not work for job seekers (i.e. recruiters do not attempt to find job opportunities for an employee). Nonetheless, recruiters can be helpful to managers who are looking for a change.

When you register with a recruiter by providing a confidential resume and other pertinent information you greatly increase the possibility of being notified of an opportunity that matches your background should the recruiter have one currently or in the future.

It is important to conduct yourself in a courteous and professional manner with a recruiter. Even if you are not interested in an opportunity today, you never know when you may need his assistance in the future.

If you are interested in an opportunity that is presented by a recruiter, it is critical that you respond to his calls on a timely basis and be forthright and honest in your responses. Listen to the recruiter’s advice and council. He knows the hiring company and his guidance will be very important in helping you to make the best impression.

Do not work with a recruiter with the intent of "fishing" for an offer from another employer to enhance your current position. This will waste your time and that of the recruiter and other employer and quite possibly damage your reputation. There is a good possibility it will also hurt the relationship with your current employer.

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PREPARING A RESUME

A resume will not get you a job. A well-prepared resume is merely a vehicle for "getting your foot in the door" for an interview should your background and experiences correspond with an employer’s requirements.

We have found that the most successful resumes follow these simple rules:

It should be neat in appearance and well organized with no spelling or grammatical errors.

It should be no longer than 3 pages.

Prepare the resume in reverse chronological sequence (i.e. the last employment listed first).

Avoid the use of an Objective statement. If you want to address a specific job opportunity, include appropriate language in a cover letter. Otherwise, you risk eliminating yourself from consideration for a job you might have a strong interest in. The recruiter and/or employer will be able to quickly determine if you are a candidate by reference to the body of your resume.

For each employment format your heading with the employers formal name, the dates of your service, and your ending title.

In the narrative for each employment write 1 or 2 sentences describing the company. This may add credibility to you by reference and will help the employer to understand your experience better. Next, discuss your responsibilities and include statistics that will help the employer with the order of magnitude. Only include significant accomplishments if in fact they are really important. Otherwise you risk "cheapening" your qualifications.

Be brief as you go further back in your career and/or if you have previous non-industry related experience. Summarize in 1 or 2 sentences.

DO NOT leave time voids in your resume. They will be discovered and you risk losing your credibility.

Include your education and dates.

Include your family status.

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RESUME EXAMPLE

Henry Hammer

2222 Subdivision Lane
Anytown, CO
(303)-303-3033
henham@servprov.com

SYNOPSIS:

Over 15 years of experience in the homebuilding industry progressing from Superintendent to Vice President of Construction, Vice President of Operations then Division Manager for top 50 homebuilders.

EMPLOYMENT HISTORY

ABC Company, Anytown, CO 1995 to Present
Division Manager
The ABC Company is the second largest homebuilder in Colorado and ranked as the 25th largest homebuilder in the nation by Professional Homebuilder in 1999. The Company builds entry level and first-time move-up single family detached homes in Denver, Fort Collins and Colorado Springs.

As Division Manager I have bottom line responsibilities for the Denver division. I am directly responsible for land acquisitions and manage the V.P. of Sales and Marketing, the V.P. of Construction, the V.P. of Land Development and the Division Controller. In 1999 our division delivered 853 homes and contributed $4.3 million in profits to our parent company.

In 1998 I was recognized by our Corporate CEO as the Division Manager of the Year for managing a team that increased sales by 20%, contribution to income by 25%, while reducing average construction time by 12 days per home.

DEF Company, Nowhere, AK 1987-1995
Vice President of Operations
The DEF Company is noted for being the highest volume homebuilder in the nation where average winter daytime temperatures are less than 20 degrees below zero. The Company builds single family detached, town homes and apartments in Anchorage, Nome, and Kodiak Island.

As Vice President of Operations I was responsible for land development (and ice chipping), purchasing and construction for all of our operations in the state. In 1995 our volume was 357 homes.

In 1993 I was named Construction Manager of the Year by the Alaska Construction Board for developing a rapid-melt system which is now used through out the state of Alaska and has resulted in average savings of $3200 per house due to decreased time of construction.

GHI Enterprises, Itshot, NM 1983-1987
Vice President of Construction
GHI Enterprises was the second largest custom home builder in Itshot, NM according to Permits Count Consultants in 1987. The Company built an average of 53 homes per year from 1983-1987. The average home size was 5,600 sq. ft. during this period.

I joined the company as a superintendent and in 1985 was promoted to Vice President of Construction. In this role I was responsible for managing all purchasing, construction, quality control and customer service.

1980-1983
During this 3 year period subsequent to college, I held various jobs in the construction trades throughout the Western U.S., including painter, electrician, and framer.

EDUCATION
Old Mexico State University, Taos, NM 1978-1980; Studies focused on construction related courses.

FAMILY
Married with 2 children ages 5 and 8

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PREPARE YOURSELF FOR THE INTERVIEW

If you are interested in pursuing an opportunity that has been presented you should:

Obtain and study as much information about the company and the position as quickly as possible. A recruiter may be attempting to set up an interview between you and the employer on short notice.

1) Ask the recruiter how to obtain company literature and a written job description if available.
2) Visit the company web site.
3) Call the company directly and ask to have company literature and sales brochures sent to you directly.

BE PREPARED. Employers are impressed with candidates who take the time to learn about their company!

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THE PHONE INTERVIEW

Successful phone interviews will lead to face-to-face interviews. If you are not local to the employer there is a good chance the recruiter will arrange for you to talk with the employer by phone first. The recruiter will probably ask you to call the employer. This will permit you to pick a time when you may speak freely.

Introduce yourself and then become a good listener. The employer should lead the discussion. Take notes.
KNOW YOUR RESUME. You might be surprised at the number of times an employer asks a question derived from a resume and the candidate’s response does not correspond with what is written.
Answer all questions directly, honestly and confidently. Be confident and enthusiastic, but not boastful.
Be prepared with a few questions of your own that relate to the company or position
DO NOT ask about compensation. The recruiter should have already provided you with this information and it sends the wrong message to the employer.
Let the employer know why you think you are qualified for the opportunity and that you are interested in pursuing it further.

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THE FACE-TO-FACE INTERVIEW

Do your best to meet the employer on the date that he has suggested. It is customary for the employer to reimburse a candidate for all expenses that relate to the interview.

Be prepared. Re-review literature and jot down important questions to discuss with the employer.
Bring 3 copies of your resume (in the event that they have forgotten to make copies for others who have been asked to meet with you).
Arrive early especially if you are unfamiliar with the area. If possible, take some time to visit the employers models.
Be neatly groomed and dress appropriately. We recommend a conservative suit and tie for senior level positions and a blazer (or coat), slacks and a conservative shirt and tie for a middle management opportunity. Make sure your shoes are polished. Although pants are becoming more accepted we recommend a safer approach of knee length skirts for professional women. Avoid wearing high heels.
Shake hands firmly. A "limp fish" creates an immediate bad impression.
Never smoke or chew gum.
Maintain good eye contact.
Sit straight in your chair………don’t be a slouch.
Be a good listener! You will have your turn. The employer is responsible for leading the discussion.
Be prepared for questions that may be asked by the employer (see Employer Tips, The Face-to-Face Interview)
Be confident (not cocky) with a good positive attitude. Let them know you will not let them down………that you have the right skills and experience they are looking for and a strong desire to succeed.
Be careful about questioning them intently on future opportunities for you within their organization. You don’t want to give the impression that you are accepting a lesser role only temporarily for a bigger opportunity downstream. Instead, let them know you want to focus on doing the best job possible with the current opportunity and like anyone else, should another opportunity arise that you are qualified for and assuming that you are excelling in your current position, then you would like to be considered for the promotion.
When given the opportunity ask your questions as they relate to the company, job responsibilities, reporting relationships etc. DO NOT ask about compensation. However, if the employer initiates a discussion about it, be prepared. The recruiter should have already given you a range of compensation for the position and of course you should stay within this range. It is common and customary for the employer to learn about your earnings history as well.

Some possible questions may include:
1) How did this position become available?
2) What is your background?
3) What made you decide to join the company?
4) What will be the top priority for the person who
accepts this job?
5) What is the main strength you are looking for from
this new manager?
6) How would you describe the culture in your
Company?
7) What are the near and long term plans for the
Company?
8) How would you describe your competition?
9) What are the Company's greatest challenges near
and long term?

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POST INTERVIEW FOLLOW-UP

Within 24 hours of your interview send the employer a "thank you" letter. If you remain interested in the opportunity make sure you reiterate your feelings. Let him know that you are excited about becoming a member of his team! In closing, reference any reimbursable expenditures and include copies of your receipts.

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PROVIDING REFERENCES

Of course you do not want to jeopardize your current job by providing references pre-maturely. If necessary, ask the recruiter to intervene with the employer on your behalf.

References should be given to the employer after you have interviewed face-to-face and he is prepared to make you an offer (contingent upon acceptable reference checks). You should provide a minimum of 3 references from superiors that you have worked for directly in the past excluding your current employer. It is appropriate for you to call your references and let them know that they will be receiving a call from either the recruiter or the employer. Let them know you are currently employed and to please keep this news confidential.

If you are currently unemployed the list of references should include your last employer. Be aware, if you are unemployed that the employer may contact others not on your reference list. This is appropriate and part of the employer’s due-diligence.

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THE OFFER

The employer or recruiter will contact you with an offer. Don’t play games……….most employers are advised to give their "best shot" on the first offer. Look at the long term in evaluating the offer. If the offer is absolutely unacceptable ask the recruiter to intervene. Salary negotiations become personal and a good recruiter can help to preserve relationships.

Don’t expect an employment contract unless you are applying for a very senior management position. We advise clients against contracts. Contracts are generally unenforceable and can create friction between parties. Instead, employers normally send a "welcome" letter that includes the key points of the verbal offer. Some companies have been ill-advised not to do this. Under this circumstance you should consider writing a friendly letter to the employer that express your eagerness to join his team and confirms the basic terms of the offer. Though this is not a legal document it is sometimes helpful in avoiding future misunderstandings.

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RESIGNING

Once a decision has been made to accept an offer you should make every attempt to join the new company as soon as possible. Not only does your new employer need you but the longer you stay with your current employer the more uncomfortable you will feel as a "lame duck". It is customary to give 2 weeks notice (3 at the most).

Regardless of your feelings and circumstances concerning your current employment avoid the temptation of telling your employer what you really think of him (or the company or job). Do not "burn your bridge". You may need your employer as a reference in the future and you don’t want anyone disparaging your reputation.

You will probably catch your current employer off-guard with your resignation. Be polite but firm. Tell him that you have decided to accept an opportunity with another company and are giving 2 weeks notice. Let him know that you will do everything possible to make the transition go smoothly and will cooperate completely.

Some companies have a policy to terminate employment immediately if an employee resigns. Don’t take it personally.

If your employer asks you for more time let them know you have a commitment with the new employer and reiterate you will do everything you can to help within the given timeframe.

Be prepared for your current employer to ask a lot of questions about your new employer. Let him know it was not an easy decision but one you feel is best for your career and family. Tell them it was not strictly money and "please don’t consider making a counter offer".

DO NOT be tempted by a counter-offer or promotion. Remember, you have given your word to a new employer and they have already informed other candidates of their decision to hire you. The loyalty of an employee who has accepted another offer and then changed his mind will always be suspect. The next company downturn he will probably be one of the first to be considered for termination. Think of the reasons you decided to make the change in the first place and stick with it.

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RELOCATING

Relocating to a new position can be stressful for you and your family. Take advantage of services and referrals that your new company may have. Choose professionals based on their track record and experience and not necessarily the least expensive ones. Your goal should be to relocate with your family as quickly as possible and in the least stressful manner.

We have discovered a few excellent links that you may want to try for help in your relocation efforts:

Homefair
Move

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