Executive search professionals, often referred to as headhunters, are hired by organizations to fill critical jobs. Search firms are involved in approximately 8-10% of management hires. An executive search firm works for the hiring organization (not the job seeker) to find the best possible candidate. Often the best candidates are not actively searching for a new job.

Typically executive search consultants focus narrowly within an industry and particular function, and are engaged only for the most senior, or mission-critical positions. The fees for the search, paid by the hiring organization, can range up to 35% of the annual compensation of the position being filled. Executive recruiters fall into two broad categories: retained and contingent.

Retained recruiters work with client firms on an exclusive basis and are paid for conducting the search process, including defining the position, qualifications and potential sources of talent. Retained search professionals usually are paid their fee in thirds, at the milestones of search initiation, candidate presentation and when an offer is extended.

Contingent recruiters usually do not have exclusivity to fill the position and are paid only when the candidate they present is hired. In fact, multiple contingent agents may be presenting candidates for a given opening.

Executive search should not be confused with an employment agency, or placement firm, and those that find positions for job seekers are all but obsolete today. Legitimate search firms are always paid by their clients and never by the candidate or job applicant.

Some people struggle as to how to get exposure to Executive Search firms.  Personal referrals are executive search consultants preferred source of candidates. Use your network to find leads to the headhunters in your field of interest.

Finding job opportunities through Executive Search firms is not as simple as expressing your interest to a few recruiters. There are thousands of executives search consultants who focus on very specific market segments; some work independently and others are part of very large firms.

To learn more about the executive search industry and potentially gain exposure to recruiters, we recommend: 1) AESC/BlueSteps and 2) John Lucht’s ritesite.com and book Rites of Passage, each described below.

The Association of Executive Search Consultants (AESC) is the worldwide professional association for retained executive search firms. With over 4000 members, the AESC is recognized as the official representative body of executive search, and acts as the voice for the industry in its communications with search firms, client organizations, the senior executive community, government and the media.  BlueSteps is the career management service of the AESC. BlueSteps’ paying members can maintain a lifetime career profile and resume visible to the AESC retained executive recruiters; members also gain access to the AESC directory of thousands of Executive Search Consultants. Click here to find a complete description of BlueSteps member benefits. Bluesteps provides this guide “How to to work with Retained Search Executives”.

Rites of Passage at $100,000 to $$1million+ by John Lucht (revised in 2001) is an excellent source of information on working with Executive Search firms. Through Mr. Lucht’s website, www.ritesite.com members can have their personal email and resume sent directly to 500+ “rites-honored” firms, the executive search firms considered essential for executive search by Mr. Lucht. Rites-Honored search firms are listed on the site here.  Membership at ritesite.com is $94 (lifetime fee) which includes access to the full directory of these executive search firms as well as inclusion in a resume database searchable by recruiters.