Working with Search Firms: Guidelines and Expectations for Applicants and Employers

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Working with Search FirmsGuidelines and
Expectations for Applicants and Employers

• Presented to Employment Network Group, HRPAO
• By Bruce McAlpine, President,
• Fulcrum Search Science Inc.
• January 19, 2004

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Agenda

• Overview of the Search and Placement Industry in
  Canada
• Role and Impact of Internet and Commercial Job
  Boards
• What to Expect from a Search Firm as a Candidate
• What to Expect from a Search Firm as an Employer
• How to Select a Search Firm
• ACSESS
• Fulcrum Search Science Inc.

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Canadian Search Placement Industry
Search Firms
Placement Agencies
Staffing Firms
Temp Agencies
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Canadian Search Placement Industry

• Placement Agencies
• Emphasis is on placement of existing candidates
• Contingency fee based
• Expedient
• Most effective where speed is of the essence, and
  very good will suffice

• Search Firms
• Emphasis is on search for the best candidate
• Retainer fee based
• Thorough, professional, consultative
• Most effective for senior mission-critical
  assignments where only the best will do, and fit
  is critical

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Role Impact of Internet and Commercial Job
Boards

• An important source of resumes from active
  candidates
• Direct competition to traditional print
  advertising
• Will impact marginal placement agencies
• Recent developments
• Rising costs Workopolis
• Increased competition Hot Jobs, Monster
• Specialized boards
• Add-on software capable of cursory screening

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Candidate Expectations of Search Firms

• Acknowledgement of receipt of resume
• Possible phone screen and interview
• Courtesy and professionalism
• Assurance of Privacy
• Assurance of control of circulation of resume
• Coaching resume prep, interview skills,
  interview follow-up, offer negotiation,
  resignation and transition management assistance

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Employer Expectations of Search Firms

• Assistance in prep of search parameters
• Thorough search
• Thorough candidate assessment
• Thorough candidate feedback after interviews
• Thorough reference checking
• Assistance in offer preparation and presentation
• Process Control

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Employer Expectations of Search Firms

• Miscellaneous considerations
• Confidentiality
• Professional representation
• Impartiality
• Prestige
• Speed
• Ancillary services (testing, relocation
  assistance, resignation coaching, etc.)

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Selecting a Search Firm

• ACSESS Member
• Reputation/track record
• History/experience
• Integrity
• Specialization (Industry or Function)
• Working relationship with the individual recruiter

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ACSESSThe Association of Canadian Search,
Employment Staffing Services

• The voice of the Canadian industry, with over 700
  members, and 3.5bil in revenue, representing 85
  of the Staffing Service Industry in Canada
• Provides industry leadership in code of ethics,
  training and certification, dispute resolution,
  and legislative watch
• Can be contacted at 905-826-6869 (www.acsess.org)

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Fulcrum Search Science Inc.

• 33 year history of service to business in GTA,
  and throughout Canada and the US
• Functionally specialized in General Management,
  Sales/Marketing, Finance/Accounting,
  Logistics/Operations
• Continuous representation on National boards of
  industry associations for over 20 years, incl. 3
  presidencies
• Completion record 3 times the North American
  average, because of
• Leverage of Process Control (Fulcrum)
• Breadth of Search (Search)
• Depth of Candidate Assessment (the Science of
  Fit)

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Fulcrum Search Science Inc.
Give me a lever long enough, and a fulcrum on
which to place it, and I will move the Earth. A
remark by Archimedes, quoted by Pappas of
Alexandria in his Collection (Synagogue, Book
VIII, c. AD 340)