Recruiters must (now) do more to earn their money...
The U.S. executive-search business is reviving after three years on life support. But fierce competition and fee cutting during the recession have changed the dynamics between recruiters and their corporate clients.
Leading U.S. search firms are celebrating their first annual revenue gains after three years of losses. U.S. professional fee revenue for the 25 biggest firms grew 20% in 2004 over 2003, the first such increase since 2000, reports Hunt-Scanlon Advisors, a research firm in Stamford, Conn.
Still, those firms' $1.135 billion in 2004 domestic revenue remains far below the high watermark of $1.720 billion set in 2000. "We are still about two to three years out from reaching that apex" again, increasing pressure for lower fees and more services, says Scott Scanlon, Hunt-Scanlon chairman and CEO.
It once was standard for retained-search firms, which generally fill upper-level jobs paying at least $200,000 annually, to collect retainers even when they didn't complete an assignment. (By contrast, "contingency recruiters" fill lesser-paying jobs and get paid only when positions are filled.) During the heady job market of the late 1990s, retained recruiters could count on fees averaging about one-third of a candidate's first-year compensation.
When the job market dried up, recruiters reduced fees, agreed to delay payments until they met certain performance targets and provided additional services. Now, corporate clients are making those recessionary changes permanent -- largely by holding recruiters more accountable and sometimes linking fees to targets. The new practice of paying retained firms' "contingent" on a performance goal has been dubbed a "container" or "retingency" arrangement.
"We're now applying the same rigor and discipline to search as we do to our other big corporate initiatives," says Eric Elder, senior vice president of executive recruiting for Bank of America Corp. in Charlotte, N.C. "We have managed the number of failed searches down to practically zero."
Mr. Elder says he and colleagues have become "maniacal" about receiving weekly progress reports from search firms.
READ: As Talent War Resumes, Recruiters Jump Hoops to Earn Their Fees
Job seekers (and Recruiters), show your support for "The Job Seeker Manifesto"
Frustrated with your job search? Do something different! Read: The Job Search Strategist
Subscribe to Jobseeker's Revenge |
JOBSEEKERS: Jobseekers Revenge - The Jobseeker Manifesto - RECRUITERS: Digability - BizDev 101 - I blog therefore I am - BUSINESS: The Lone Ranger Manifesto
Telework
Recruiting
.
Pharm
Rep Select
.
Cablenewser
.
Resource
Maximizer
.
Direct
Employers
.
The
Professional Edge
.
Unfair
Advantage, Inc.
.
Stoker
Resources Group
.
Offshore
Outsourcing World
.
The
Career Engineers
.
VideoPop
.
World
Of Work
.
Marilyn
Kay Snyder
.
Gately
Consulting
.
John
Hadley Associates
.
Chele's
Treasures
.
Palisades
Media Group, Inc
.
Gate
3 Work Club
.
Littell
Consulting Services
.
The
Litton Group
.
Birchtree
.
Career
Journal
.
Vocation
Vacations
.
Ricky
Steele
.
Debbie
Rodkin
.
Justin
Racz
.
Digability
.
Zero To Network
.
Senior Success
.
Davenetics
.
Find A Job Today
.
Steve Eisenberg
.
Recruiting.com
.
Jobstuff
.
Jim Stroud 2.0
.
Technical Careers @ Microsoft
.
Careerbuilder.com WorkLife Blog
.
I
Don't Know What I Want, but I Know It's Not This: A Step-By-Step Guide to
Finding Gratifying Work
.
The
Ultimate Anti-Career Guide
.
How to Find Your Life's Purpose and Ideal Career in 2 easy steps...
RESUMES
.
How
to Write Outstanding Resumes & Cover Letters for Every
Situation
.
Resume
Guide for $100,000 Plus Executive Jobs
INTERVIEWING
.
Best
Answers to the 201 Most Frequently Asked Interview Questions
.
Programming
Interviews Exposed
.
How
to Interview Like a Top MBA
NETWORKING
.
The
Heart Of Networking (Highly recommended!)
.
The
Networking Survival Guide
.
Nonstop
Networking: How to Improve Your Life, Luck, and
Career
COMIC RELIEF
.
An
All-Out Blitz Against Soul-Sucking Jobs
.
Quit Your Job & Move to Key West
.
It's
Not Funny If I Have to Explain It : A Dilbert Treasury
.
Get paid to take online surveys!
.
Get paid to shop and eat PLUS get free stuff!
.
.
.
Get Cash For Surveys - Discover how to earn up to $250/hour online taking surveys!.....
Bilingual? Make Money!Step-by-step e-guide for starting your own translation business....
..
ENTREPRENEURS
How To Write Your Own eBook In 7 Days -Write and publish your own OUTRAGEOUSLY Profitable eBook in as little 7 days - even if you can't write or type!
.
Starting A Bed And Breakfast - Complete business package to help you start and operate your own successful Bed and Breakfast business!
.
Ready-Made Business Plans - Over 1000 sample business plans at only $49.95 each!
.
All new for 2005 - 120% BIGGER - The BEST eBay success strategies all in one place: The Silent Sales Machine
.
Get Paid 2 Drive Your Car W/ An Ad On It ....
Click here for a fantastic system to save thousands of dollars on groceries every month! .
Get Paid 2 Drive Your Car W/ An Ad On It ....
PUBLISHER
Jim Stroud visit my website.
.
05/01/2004 - 06/01/2004
06/01/2004 - 07/01/2004
07/01/2004 - 08/01/2004
08/01/2004 - 09/01/2004
09/01/2004 - 10/01/2004
10/01/2004 - 11/01/2004
11/01/2004 - 12/01/2004
12/01/2004 - 01/01/2005
01/01/2005 - 02/01/2005
02/01/2005 - 03/01/2005
03/01/2005 - 04/01/2005
04/01/2005 - 05/01/2005
05/01/2005 - 06/01/2005
06/01/2005 - 07/01/2005
07/01/2005 - 08/01/2005
08/01/2005 - 09/01/2005
09/01/2005 - 10/01/2005
10/01/2005 - 11/01/2005
11/01/2005 - 12/01/2005
12/01/2005 - 01/01/2006
01/01/2006 - 02/01/2006
02/01/2006 - 03/01/2006