Working with Search Working with Search Firms:Firms:

Guidelines and Expectations for Applicants Guidelines and Expectations for Applicants and Employersand Employers

Presented to Employment Network Group, Presented to Employment Network Group, HRPAOHRPAO

By Bruce McAlpine, President, By Bruce McAlpine, President,

Fulcrum Search Science Inc.Fulcrum Search Science Inc.January 19, 2004January 19, 2004

AgendaAgenda

Overview of the Search and Placement Industry in Overview of the Search and Placement Industry in CanadaCanada

Role and Impact of Internet and Commercial Job BoardsRole and Impact of Internet and Commercial Job Boards What to Expect from a Search Firm as a CandidateWhat to Expect from a Search Firm as a Candidate What to Expect from a Search Firm as an EmployerWhat to Expect from a Search Firm as an Employer How to Select a Search FirmHow to Select a Search Firm ACSESSACSESS Fulcrum Search Science Inc.Fulcrum Search Science Inc.

Canadian Search & Placement IndustryCanadian Search & Placement Industry

Temp Agencies

Placement Agencies

Staffing Firms

Search Firms

Canadian Search & Placement IndustryCanadian Search & Placement Industry

Placement AgenciesPlacement Agencies Emphasis is on Emphasis is on placementplacement

of existing candidatesof existing candidates Contingency fee basedContingency fee based ExpedientExpedient Most effective where speed Most effective where speed

is of the essence, and is of the essence, and “very good” will suffice“very good” will suffice

Search FirmsSearch Firms Emphasis is on Emphasis is on searchsearch for for

the best candidatethe best candidate Retainer fee basedRetainer fee based Thorough, professional, Thorough, professional,

consultativeconsultative Most effective for senior Most effective for senior

mission-critical mission-critical assignments where only assignments where only the best will do, and fit is the best will do, and fit is criticalcritical

Role & Impact of Internet and Role & Impact of Internet and Commercial Job BoardsCommercial Job Boards

An important source of resumes from active An important source of resumes from active candidatescandidates

Direct competition to traditional print advertisingDirect competition to traditional print advertising Will impact marginal placement agenciesWill impact marginal placement agencies Recent developments:Recent developments:

Rising costs – WorkopolisRising costs – Workopolis Increased competition – Hot Jobs, MonsterIncreased competition – Hot Jobs, Monster Specialized boardsSpecialized boards Add-on software capable of cursory screeningAdd-on software capable of cursory screening

Candidate Expectations of Search Candidate Expectations of Search FirmsFirms

Acknowledgement of receipt of resumeAcknowledgement of receipt of resume Possible phone screen and interviewPossible phone screen and interview Courtesy and professionalismCourtesy and professionalism Assurance of PrivacyAssurance of Privacy Assurance of control of circulation of resumeAssurance of control of circulation of resume Coaching – resume prep, interview skills, Coaching – resume prep, interview skills,

interview follow-up, offer negotiation, resignation interview follow-up, offer negotiation, resignation and transition management assistanceand transition management assistance

Employer Expectations of Search FirmsEmployer Expectations of Search Firms

Assistance in prep of search parametersAssistance in prep of search parameters Thorough searchThorough search Thorough candidate assessmentThorough candidate assessment Thorough candidate feedback after interviewsThorough candidate feedback after interviews Thorough reference checkingThorough reference checking Assistance in offer preparation and presentationAssistance in offer preparation and presentation Process ControlProcess Control

Employer Expectations of Search FirmsEmployer Expectations of Search Firms

Miscellaneous considerationsMiscellaneous considerations ConfidentialityConfidentiality Professional representationProfessional representation ImpartialityImpartiality PrestigePrestige SpeedSpeed Ancillary services (testing, relocation Ancillary services (testing, relocation

assistance, resignation coaching, etc.)assistance, resignation coaching, etc.)

Selecting a Search FirmSelecting a Search Firm

ACSESS MemberACSESS Member Reputation/track recordReputation/track record

History/experienceHistory/experience IntegrityIntegrity

Specialization (Industry or Function)Specialization (Industry or Function) Working relationship with the individual Working relationship with the individual

recruiterrecruiter

ACSESSACSESSThe Association of Canadian Search, Employment & Staffing ServicesThe Association of Canadian Search, Employment & Staffing Services

The voice of the Canadian industry, with over The voice of the Canadian industry, with over 700 members, and $3.5bil in revenue, 700 members, and $3.5bil in revenue, representing 85% of the Staffing Service representing 85% of the Staffing Service Industry in CanadaIndustry in Canada

Provides industry leadership in code of ethics, Provides industry leadership in code of ethics, training and certification, dispute resolution, and training and certification, dispute resolution, and legislative watchlegislative watch

Can be contacted at 905-826-6869 Can be contacted at 905-826-6869 (www.acsess.org)(www.acsess.org)

Fulcrum Search Science Inc.Fulcrum Search Science Inc.

33 year history of service to business in GTA, and 33 year history of service to business in GTA, and throughout Canada and the USthroughout Canada and the US

Functionally specialized in General Management, Functionally specialized in General Management, Sales/Marketing, Finance/Accounting, Sales/Marketing, Finance/Accounting, Logistics/OperationsLogistics/Operations

Continuous representation on National boards of Continuous representation on National boards of industry associations for over 20 years, incl. 3 industry associations for over 20 years, incl. 3 presidenciespresidencies

Completion record 3 times the North American average, Completion record 3 times the North American average, because of:because of: Leverage of Process Control (“Fulcrum”)Leverage of Process Control (“Fulcrum”) Breadth of Search (“Search”)Breadth of Search (“Search”) Depth of Candidate Assessment (the “Science” of Fit)Depth of Candidate Assessment (the “Science” of Fit)

Fulcrum Search Science Inc.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)