1. Management Recruiters & OM5 of Ann Arbor Management Recruiters & OM5 of Ann Arbor Working with Executive Recruiters March 26, 2004 David Sarafa, Director

2. Management Recruiters & OM5 of Ann Arbor 2 Agenda Types of Recruiters Overview of Recruiting Working with a Recruiter Market Perspective Tips Q & A

3. Management Recruiters & OM5 of Ann Arbor 3 Types of Executive Recruiters RetainedContingency Level (typically)HighMid to low InvolvementGreater throughoutGreater mid to end ProcessMore extensiveVaries ExclusivityYes – both sidesNo CommitmentSignificantModerate to low Payment 1/3 + 1/3 + 1/3 Payment assured Upon success Payment contingent

4. Management Recruiters & OM5 of Ann Arbor 4 Overview of Recruiting What do Recruiters do? A Recruiter’s primarily focus is on finding people for jobs versus jobs for people Three Main Activities: 1. Recruit for existing openings 2. Market for new business 3. Facilitate the interview and placement process

5. Management Recruiters & OM5 of Ann Arbor 5 Overview of Recruiting Recruiting Activities Source Candidates Screen Candidates Qualify Candidates Present Candidates Make 40 recruit calls in a day Speak with 10 people Qualify 2 people Present 1

6. Management Recruiters & OM5 of Ann Arbor 6 Overview of Recruiting Recruiting Activities Source Candidates Screen Candidates Qualify Candidates Present Candidates Where do Recruiters get their candidates? 1.Their database (network) 2.Referrals from their network 3.Cold calling 4.Research 5.Ad’s or Job Boards

7. Management Recruiters & OM5 of Ann Arbor 7 Overview of Recruiting How do Recruiters specialize? D – discipline I – industry G – geography F – function I – industry L – level L – location Why specialize? –Reusability –Speed –Expertise –Dominance Why specialize? –Reusability –Speed –Expertise –Dominance

8. Management Recruiters & OM5 of Ann Arbor 8 Overview of Recruiting Questions Recruiters ask themselves when looking at a resume. 1.Do they fit a current search? 2.Do they have skills and experience that would be appealing to my clients? 3.Are they someone I would “take to the market”? 4.Do they fit into my specialty? 5.Are they worth having in my network?

9. Management Recruiters & OM5 of Ann Arbor 9 Working with a Recruiter Contacting Identify recruiters in your niche Personalize your initial contact Brief, directed introduction MS Word or RTF version of your resume Be selective, do not blast your resume Do not call just to see if they received your resume…

10. Management Recruiters & OM5 of Ann Arbor 10 Working with a Recruiter Speaking with Discuss their niche Work to understand how closely your interests fit their specialty Find out what you can do to assist them in assisting you Be open and forthright in providing information Finite number of outcomes

11. Management Recruiters & OM5 of Ann Arbor 11 Working with a Recruiter In Process Know what you are looking for Can make a decision Prompt follow up Follow through on commitments Honesty, truthful, open communication Be coach able Be an active participant Respect the process

12. Management Recruiters & OM5 of Ann Arbor 12 Working with a Recruiter Building a Relationship Provide referrals Take their calls Return calls Let them know what you would like in a next step Give them updates

13. Management Recruiters & OM5 of Ann Arbor 13 Market Perspective MRI Hiring Survey Increase Staff47.6% Maintain Staff45.0% Decrease Staff7.4% Industry Increase Technology62.2% Healthcare59.5% Automotive53.1% Finance52.3% Pharmaceutical47.7% Manufacturing36.8% Out of 685 Executives Surveyed, in the first half of 2004 they will:

14. Management Recruiters & OM5 of Ann Arbor 14 Market Perspective What we are seeing… More stringent requirements for a “match” A greater # of interviews per position Longer hiring process Candidates that are specialists AND can wear many hats Salary adjustments

15. Management Recruiters & OM5 of Ann Arbor 15 Market Perspective What we are seeing… versus

16. Management Recruiters & OM5 of Ann Arbor 16 The time a resume has to make an impression. 01020304050607080910 seconds

17. Management Recruiters & OM5 of Ann Arbor 17 Tips – Resume What is the goal of a resume?

18. Management Recruiters & OM5 of Ann Arbor 18 Tips – Resume Resume Format

19. Management Recruiters & OM5 of Ann Arbor 19 Tips – Resume Resume Format

20. Management Recruiters & OM5 of Ann Arbor 20 Tips – Decision Criteria CLAMS C - challenge L - location A - advancement M - money S - stability

21. Management Recruiters & OM5 of Ann Arbor 21 Tips – Having Examples 3 Column Exercise Skills / Trait / Characteristic Specific Instance Results & Recognition

22. Management Recruiters & OM5 of Ann Arbor 22 Tips – Networking Networking Finding a job is a full time job Networking is NOT something you do only when you need something Try to go 2 degrees beyond each contact “Networking is the active process of building and managing productive relationships …” - Wayne E. Baker from Networking Smart

23. Management Recruiters & OM5 of Ann Arbor 23 Q & A We have specialists in: Accounting & Finance Banking Information Technology Quality Engineering Healthcare Construction Energy Office Support Contact Information David Sarafa david@mrannarbor.com (734) 769-1720 x40 Contact Information David Sarafa david@mrannarbor.com (734) 769-1720 x40