There's a lot of time-consuming drudge work. Experienced professionals, such as Ms. Stewart and Mr. Townsend, generally start as consultants, with responsibility for client management and business development. At large firms, consultants generally are teamed with junior associates who perform most of the preliminary phone work. Even so, consultants are expected to originate 12 to 15 searches per year and contribute heavily at the beginning and end of each assignment by defining the specifications for the search and interviewing finalists. Pressure for sales.
Many newcomers misjudge the difficulties of gaining and keeping clients.
But asking people to part with money without any guarantee of success is a hard sell. Recruiters may compete with the Internet, other search firms and even their own partners. It isn't glamorous. You're on your own. Few search firms provide training in selling or conducting searches.