**The Job Search Assistance Professions**

-   *Prepared by the CTC Staff\
    for the November 2003 edition of the CTC Newsletter*

The new job seeker will find many references in recruitment and
employment literature to "career counselors," "career coaches,"
"executive recruiters," and "headhunters." These terms \-- and the
advertisements for their services \-- can be very confusing. In the
following notes, we will try to define these employment services. The
important thing to remember is that the best -- and, perhaps, the only
\-- person who will find the perfect job for you is you yourself. Career
counselors and coaches, like the CTC staffers in the Job Search Program,
can help get you on the right track, but headhunters and recruiters
generally work for companies, not individuals.

![](media/image1.png){width="1.5715277777777779in" height="1.875in"}

**What is a headhunter?**

A headhunter is an independent recruiter whose client is a

company that is searching for candidates for a particular job.

Although their cleverly worded advertisements and websites may

lead you to believe your interests are a priority with their company,

*[it is important to remember that the headhunter/recruiter is
working]{.underline}*

*[for their client company -- not for you, the candidate.]{.underline}*
Some

headhunters specialize in searches for high-level executives,

others specialize in specific professions or industries.

### **Where to find a headhunter?**

The Association of Executive Search Consultants (AESC) has set forth a
Code of Ethics and Professional Practice Guidelines for recruiting firms
worldwide. Their website is worth a visit at www.aesc.org and includes a
list of member firms. If you deal with a headhunter/recruiter, their
membership in that association is generally an indication of their
adherence to AESC standards. Another source is "The Directory of
Executive Recruiters" (compiled and published by Kennedy Publications).

You can also find lists of executive recruitment firms on the Internet.
(Be sure to use that term as "headhunter" will lead you to some rather
bizarre websites!) One particularly good list is found on The Riley
Guide website at www.rileyguide.com.

The location of the recruiting firm doesn't necessarily indicate the
geographic focus of the firm. Some firms perform country-wide searches.
In the Washington, D.C. area, some of the most frequently mentioned
executive recruitment firms are:

Chamberlain Williams Tison & Associates Christian & Timbers

Dahl-Morrow International DHR International

Dinte Resources Future Source

Grant/Morgan Associates Heidrick & Struggles

Kforce Professional Staffing Klein Landau & Romm

Korn Ferry International Krauthamer & Associates

Logue & Rice MBA Management

McBride Associates McCormick Group

Paul-Tittle Associates Roger I. Sekera & Associates

Rurak & Associates Russell Reynolds Associates

S.R. Clarke Savoy Partners

Spencer Stuart

### **How a headhunter is employed and paid?**

A headhunter working for a "contingency fee" only gets paid by the
client company when the search is completed and the candidate is hired
by the company. There may be many headhunters involved in the search for
a candidate to fill that position, but only the headhunter who finds the
candidate hired will be paid the contingency fee.

In the Washington, D.C. area, it is often difficult to differentiate
between a contingency paid headhunting company and a government
contractor company. Some USG agencies work through contractors to hire
personnel. This is good for USG retirees because they are being hired by
a contractor, such as Chugach Systems Integration, and are not risking
suspension of their annuities by working directly and fulltime for the
government. He or she works in the government office and is usually
supervised by a government employee, but the government pays the private
company who pays his salary. Other JSP graduates have been hired by
private companies contracted by the government for a specific project or
function. Examples of these private companies include Innovative
Technology Applications (ITA) which provides the crisis management
course at FSI, and Strategic Staffing which provides information
management support at FSI.

A headhunter working on "retainer" is usually the only headhunter
involved in the search and gets part of their payment from the client
company at the beginning of the search. Headhunters who work for
retainer fees are generally working to fill very high level executive
positions.

Contingency or retained fees may range from 25 to 50 percent of the
hired candidate's first annual salary. These fees are generally paid by
the company receiving -- i.e., employing \-- the candidate.

Even in a tough job market where there are few jobs and many applicants,
a company may choose to employ a headhunter to search for candidates
instead of using their own Human Resources recruiters. The headhunter
has the time and the personnel to weed through applications and
interview candidates before presenting the very best to the client
company. The headhunter also has a wider network in which to perform the
search.

A company is most likely to "retain" a headhunter only for its most
senior level executive jobs. While HR personnel are sorting through
resumes, the headhunter goes out and hunts. Headhunters frequently lure
the best candidates for those positions away from companies in which
they are very happy. These are not candidates who would answer a vacancy
announcement in the print media or on the internet.

With the downturn in the economy, some headhunters say that they are
able to provide even better service to their corporate clients. They now
have the time to find the perfect candidate for the job and the company
culture and to perform deeper reference checks.

### **How a headhunter hunts**

A headhunter may recruit at career/job fairs, but generally pursues
other avenues in his search for viable candidates. Headhunters network,
advertise, and research the internet. They may also check with trade and
professional associations, conference speaker lists, and alumni
directories. Some headhunters have websites on which you can register
your resume in their database. The registration may be free, but there
is often a fee charged. Here are a few websites on which you can
register your resume:

> DHR International, Inc. www.dhrintl.net
>
> Dinte Resources, Inc. www.dinte.com
>
> Heidrick & Struggles www.heidrick.com
>
> Kforce Professional Staffing www.kforce.com
>
> Klein Landau & Romm, Inc. www.jurisjob.com
>
> Korn/Ferry International www.kornferry.com

A few websites even list the job vacancies they are trying to fill.
Again, a fee may be charged for access to these lists. These websites
include:

> Chamberlain Williams Tison www.bossdogs.com
>
> Heidrick & Struggles www.heidrick.com
>
> Klein Landau & Romm, Inc. www.jurisjob.com
>
> Korn/Ferry International www.kornferry.com

You can register (for a fee) with the AESC at www.BlueSteps.com. All
recruiting firms who are AESC members have access to that international
database.

Ways to be noticed by a headhunter include:

-   Be a speaker at a professional conference

-   Publish an article in a professional journal or other national print
    forum

-   Make sure the movers and shakers in your profession know you and can
    recommend you if asked for a reference by a headhunter

-   Get your name included in your current company's or association's
    news releases

**What is a recruiter?**

A recruiter works for a particular company, usually in the Human
Resources Office. He or she is responsible for identifying and
recruiting candidates for certain positions in that company. He receives
a regular salary and receives no bonus for filling a position in his
company. Recruiters use many of the same search tactics as headhunters
and they often recruit at job fairs.

**What is a career counselor?**

The career counselor helps the client to understand himself, identify
his career goals, and explore his career options. Career counselors
usually have master's degrees in counseling.

Job Search Program graduates have received a lot of career counseling
during the month in the JSP course. To find a career counselor in your
area, check with the National Board for Certified Counselors at
www.NBCC.com. Career counseling standards and ethics are governed by the
National Career Development Association whose website (www.ncda.org)
also lists career counselors by state. The Association of Career
Professionals International certifies outplacement, coaching and career
counseling professions. Their website also offers a list of counselors
by region (www.acpinternational.org ). If you feel the need to employ a
career counselor, then it is best to search these sites for a counselor
who adheres to the published standards of these associations.

Career counseling requires face-to-face interaction and the work is
directed internally at the client's personality and desires. Career
counseling usually involves several sessions, the cost ranging from \$50
to \$150 per hour. Of course, nowadays, you can also receive career
counseling on-line! You can find an on-line certified career counselor
at www.readyminds.com .

The career counselor may encourage and support the client during his job
search, but the career counselor does not aid in the actual search.

###### What is a career coach?

The career coach helps the client attain his career goals. The career
coach motivates and challenges the client, urging the client to action.
Career coaching focuses on the client's external goals and may require
more time than counseling. The career coach helps the client make an
individualized action plan to achieve his career goals. The career coach
may also help the client develop better tools, such as resumes, for his
job search.

There are few education requirements for career coaches. Most career
coaches have taken some sort of training, but that ranges from two-day
courses to more extensive certification programs.

Again, JSP graduates have received a lot of career coaching during the
month in the JSP. However, if you want to find a career coach in your
area, then it is best to use reliable resources. Explore the Coaching
Circles website at www.coachingcircles.com . You can also check both the
International Coach Federation
(www.coachfederation.org/coaches/search1.cfm) and Coach University
(www.findacoach.com/index.html) websites for lists of coaches by
specialty areas, including career coaching.

Sometimes career coaching doesn't involve actual personal interaction
between the career coach and the client and can even be done by
telephone or e-mail. A career coach may sign the client to a contract,
but charges are still by the hour and range from \$100 to \$200 per
hour.

The career coach may teach resume writing and interview techniques as
well as other job search skills, but the career coach does not identify
actual jobs for your application.

### **Summary**

Is there anyone out there that you can hire to represent only your
interests in an actual job search? The answer is "well, maybe, kinda,
sorta" and we will explore those possibilities in subsequent
newsletters.

For now, we will end this article with a few words of advice. Before
dealing with a private headhunter/recruiter or a company recruiter, read
their advertisements and offers very, very carefully and remember that
they are not working for you. Before employing the services of a career
counselor or a career coach, review the materials you received in the
Job Search Program. You may find that we have already given you the
tools and guidelines you need for your job search. The CTC staffers ---
Bill Owen, Nedra Klee Hartzell, and Amy Pitts --- are also available to
talk with you in person or by e-mail or telephone, if you would like to
consult with us about career counselors and coaches.

**The Job Search Assistance Professions -- THE SEQUEL**

*- Prepared by the CTC Staff for the December 2003 edition of the CTC
Newsletter*

> ![](media/image2.png){width="1.9375in" height="2.03125in"}In the last
> edition of the Newsletter, we defined and discussed career coaches,
> career counselors, recruiters, and headhunters. Now we will attempt to
> address the important question, "Is there anyone out there that I can
> hire to represent me and my interests and find me a job?"
>
> That question started a long and frustrating search through the
> Internet, the yellow pages, the newspaper, and our network of contacts
> in the

"industry." We were looking for a professional person or company who
could take up where the career coaches and counselors might leave off,
someone the job searcher could employ like an actor's talent agent.

Our first clue that this service might not really exist was linguistic.
There doesn't seem to be one term for the service -- like talent agent.
Here are some of the names we ran across in our search:

permanent placement service career placement service

staffing company employment agency

career specialist executive search specialist

outplacement firm retail or consumer outplacement firm

advance fee firm career management company

executive management consulting firm career consultant

career marketing search firm

These names all sounded promising and we investigated each one, but,
reading the fine print on their websites and advertisements, we soon
discovered that they generally fell into the categories of recruiter,
headhunter, career coach, or career counselor.

For want of a better term, let's call these possible talent agents
"career marketers." Some work only in one industry, such as information
technology, others handle all types of professionals. Unlike career
counseling and coaching services, most of the career marketing services
we found in our search were offered by companies, not individuals, and
it appears to be a largely unregulated "industry" \-- Clue Number Two.
We did find the International Association of Career Consulting Firms
(www.iaccf.com) that sets forth some standards for the industry.

## Career Marketing Services

Like a career counselor, some career marketing companies offer
assessments of your skills and preferences. Like a career counselor or
coach, some will help you revise your resume and hone your interview
skills. Like a counselor or coach, some will instruct you where and how
to look for a job in your chosen field. Like a counselor or coach, some
will help you devise a job search plan. Like some recruiting companies,
the career marketers may refer you to their corporate customers for a
job, thereby providing services to both that company and you -- charging
you both and dividing their loyalties. Sometimes this is done by
allowing you to list your resume -- for a fee, of course - on their
website which is accessible only to their corporate customers. Some use
third party job listing databases -- which may be available to you for
free on your home computer.

In addition to the services traditionally associated with counseling,
coaching, and even recruiting, the career marketing companies may offer
you clerical support and stamps in addition to office space, telephones,
fax machines, and Internet terminals. Others may offer research on the
companies you are targeting.

#### How Career Marketers Recruit

Some career marketing firms will even call you! They may get your name
and number off the resumes you posted on the Internet (a scary topic for
another article!), then call you with a slick sales pitch. Some
advertise their close, personal relationships with the movers and
shakers in your profession, offering to mail introductory letters for
you to these contacts. Some claim access to unpublished, unlisted,
unadvertised job vacancies. Some promise a weekly meeting in which they
will provide you with a certain number of job leads, but tailoring those
leads to your personal search criteria (location, salary, etc.) may not
be one of their priorities. Sound too good to be true? Clue Number
Three.

Some career marketers claim to be very exclusive and interview you to
make sure you are good enough for them. This is a legitimate tactic when
they need to make sure you really do have a Professional Engineering
license in that state or that you are a senior executive earning a
6-digit salary. Unfortunately, there are some companies that use the
tactic as a sales technique. Many of the articles we read on this
phenomena joked that the company's review usually took only long enough
for your check or credit card to clear!

Another tactic used by the more disreputable career marketers is to
place job announcements in newspaper and professional publications. When
you respond and go to the interview, thinking you are applying for a
specific position, they lead you to believe they are recruiters, tell
you that job has been filled, but you would be perfect for other jobs
they are handling. You just need to spruce up your resume, practice your
interview skills, etc., etc. Watch out for these silver-tongued devils!
The literature we've been reading says the red warning flags are too
much flattery and too much criticism.

#### How Career Marketers Get Paid

Most career marketing companies target executives with high salaries and
provide minimal, if any, services to mid-level professionals like most
of us. They can certainly earn much larger fees from a person earning
\$500,000 plus than they can from a humble ex-government employee! And,
in their new jobs, the executives will have the power to hire more of
the career marketer's clients.

Please note that NONE of the services they offer are free! And their
fees are usually not listed in their advertisements and websites.

Unlike the career counselors and coaches who charge hourly fees, they
often require payment or, at least, a down payment, in advance. Some
career marketer advertisements specifically state that the company is
not an "employment agency" because in some states, employment agencies
are not allowed to take payment for services in advance. Clue Number
Four.

Their fees vary dramatically from a few thousand to many thousand
dollars. Sometimes they base their fee on your last salary. No matter
how much you pay, the services you receive may be the same.

A few of the less reputable career marketing firms will assure you that
their rather daunting fees will probably be refunded to you or paid by
the employer they find for you. Some declare that there will be no
charge at all if they fail to find you a job -- but, again, beware of
the fine print!

#### Summary

If you detect a note of cynicism here, you are right! Reading fine print
will do that to you! Most of these companies offer legitimate and useful
job search services. They will not, however, pound the pavement for you.
This research has only reaffirmed our belief that you are really the
only one out there looking out for you!

So, we will end this article with the same words of advice we gave you
last month. Before dealing with any job search professional or company,
read their advertisements and offers very, very carefully. Be especially
careful before signing a contract that may cost a lot for very little in
return. Don't rush and don't let the company or individual pressure you.
This is your career and deserves your time and attention.

Here are some more tips on protecting yourself from the less honest job
search professionals:

1\. Read their advertisements and contracts carefully and ask lots of
questions about the services advertised. Especially scrutinize the money
back guarantees -- many are payable only if you have filed certain
progress reports or filled out several forms. Look for loopholes!

2\. Get everything in writing -- make sure all those promises are on
paper and clearly defined. If they guarantee job placement, make sure
it's not at the Wal\*Mart front door!

3\. Ask them where they find their job leads. You have access to
Monster.com and will not be impressed if that is their source, too. If
they are promising interviews with CEOs of big name corporations and
access to a hidden job market, ask for proof. Beware a pig in a poke!

4\. Ask for references and actually check them out. We read about one
company whose references worked for them!

5\. Research the company with a search engine like "google." Make sure
the company has been in business for at least 2 years under the same
management. Also check the company with some good consumer advocacy
resources like your local Better Business Bureau (www.bbb.org),
www.ripoffreport.com and sites such as www.jobscams.com (which even has
a "Hall of Shame!"), The Riley Guide (www.rileyguide.com), and Executive
Career Management (www.execcareer.com).

6\. Talk with the company's staff and check their credentials. Sometimes
you will be interviewed by the smooth talking sales staff, then find --
after you've written the check \-- that the company's counselors have
been working with the local high school vocational program, not seasoned
big city professionals like you. Also find out how much time your
counselor(s) will actually spend with you, how big is his/her/their
caseload, and what has been his/her/their success rate.

7\. If you post your resume on an Internet site, be very careful. If you
can avoid including your physical address and telephone numbers, do so.
Include only an e-mail address on the resume and make it a special
address just for this purpose. (Stay tuned for future discussion of
posting resumes on the Internet.)

Now here's a slick little ad for the CTC: Before employing the services
of a job search (career marketing!) professional, review the materials
you received in the Job Search Program. You may find that we have
already given you -- for free! \-- the same tools and guidelines they
advertise for a fee. The CTC staffers --- Bill Owen, Nedra Klee
Hartzell, and Amy Pitts --- are also available to talk with you in
person, by e-mail, or by telephone, if you would like to consult with us
about the job search industry.

#