Valerie Freeman, president of Imprimis Group, an umbrella organization for permanent and temporary agencies, says that contingency and temporary firms constantly solicit candidates by:
Networking with people and organizations
Running ads in newspapers
Speaking to groups on job-search or hiring techniques
Soliciting databases from churches and other clubs whose members might be interested in changing jobs
Maintaining job hot lines
Promoting referral programs that offer incentives to individuals who send excellent applicants their way
They usually maintain extensive databases of high-caliber candidates that are updated with solicited and unsolicited cover letters and resumes. While these firms don't find many candidates among the stacks of unrequested resumes that arrive daily, they appreciate it when individuals take the initiative to contact them. If they're working on a search for someone with your background or have clients who constantly need people with your skills, you'll probably be contacted for a phone interview.
Components of Cover Letters to Contingency Search Firms
Cover letters to contingency firms should contain the same information as those to retained recruiters. In the first paragraph, explain why you sent a particular firm your resume. To attract special attention, you might mention:
A referral from a mutual acquaintance
An article you read about the agency
A recommendation you saw about their firm on the Internet
A point of mutual interest--For instance, in Ms. Freeman's case, you could say that you've always enjoyed working with women-owned businesses.
The second paragraph should discuss your most marketable background and skills. Because you have neither a specific job description nor information about a particular employer to guide you, you won't have the tools to tailor your letter. Instead, you'll have to decide which skills and experience your industry and field deems important and highlight your achievements in these areas.
Contingency firms also want to know your geographic preferences and most recent salary, so include them as well.
Like retained recruiters, contingency headhunters prefer not to receive follow-up phone calls. They're more likely to respond to an unsolicited resume than a retained search firm, but they share the don't-call-us-we'll-call-you mind-set.
Tips on Cover Letters for Contingency Recruiters
To augment my research on contingency search firms, I contacted David Lord, former editor of Kennedy Publications, which publishes The Directory of Executive Recruiters and Kennedy's Pocket Guide to Working with Executive Recruiters (1995, Kennedy Publications, Fitzwilliam, NH). The following are his and Valerie Freeman's tips for composing cover letters that get results:
Make your cover letters short and to the point. More than one page is too long.
Cover letters that contain typos, poor grammar or nonsensical language will hurt your candidacy. Recruiters expect resumes to be perfect since most candidates mail the same version to many firms. But since cover letters are individually prepared, they're more likely to have gaffes that you might not catch. If you aren't a stickler for detail, ask a nitpicking friend to review your cover letters before mailing them.
Talk about achievements and results, not personality traits and beliefs. Recruiters are more interested in tangible accomplishments than philosophical dissertations.
Use your cover letter as a vehicle to stand out from the competition and form a personal connection with its readers. Along with mentioning why you're contacting a particular agency, suggest ways you can help them with current assignments. Discuss rare or highly marketable experience or offer to provide names of qualified candidates for certain openings.
According to Ms. Freeman, candidates often badger agencies, complaining that they haven't found suitable job matches for them. Talk about biting the hand that feeds you! No matter how frustrating your search becomes, don't take your feelings out on the people who can refer you to an employer. If they have openings that parallel your experience, they'll call you. If they don't, don't expect them to hunt for one. It's your mission to find a new job, not theirs.
Deciding Which Executive Search Firms to Contact
Experts differ on how to select which recruiting firms to contact. Some say to concentrate on firms where you know someone or have been referred by friends. Others suggest mounting a major direct-mail campaign and sending your credentials to every search firm that might have an opening for someone with your experience. I favor networking over resume blitzes, so I agree with the selective approach. However, if you're leaning toward a direct-mail campaign, and use either The Directory of Executive Recruiters or Executive Recruiters of North America.
Before-and-After Cover Letters for a Contingency Search Firm
It's important to be honest in your correspondence with search firms, but don't bludgeon readers with the truth. Concentrate on your positive experience and achievements. Squelch the compulsion to apologize or dwell on negative information. At some point, you'll have to explain employment gaps or reasons for leaving to a search professional. However, it's better to do so face-to-face.
The following "before" letter, which Angelina Garcia sent unsolicited to Valerie Freeman, is pretty good; except that it repeatedly mentions her unemployment (I've italicized these notations to make my point). The revised cover letter omits the sentences stressing her joblessness. If you were a recruiter, who one would you prefer?
ANGELINA M. GARCIA
291 SchylerAve.
Hamilton, Ohio 45011
513-872-9493
4 April 199X
Valerie Freeman
Freeman and Associates
5550 LBJ Freeway, Suite 150
Dallas, Texas 75240
RE: Possible Employment
Dear Ms. Freeman:
I am an unemployed technical writer looking for work in either Texas or Oklahoma. I grew up in North Houston, and attended both the University of Houston and Texas Tech University. I lived in Irving before moving to Ohio. I would like to return to Texas to be closer to my family and friends and I am hoping you can help.
I have been unemployed for the last six months; however, last year, I worked for Envirotech Inc., an environmental consulting firm, as a Technical Editor/Project Information Analyst on a DOE Emergency Response Program. My primary responsibility was editing documents. I was also responsible for using the correct format for publication and distribution of documents to the client from our particular office. My latest and largest document was a Site-wide Quality Assurance Project Plan which was distributed to the U.S. and Ohio EPA, the DOE, and the client.
With Envirotech I gained a broad knowledge of environmental issues and problems along with an understanding of what is required to edit and produce multivolume documents. Now I am looking for a position that will allow me an opportunity to expand my editing skills. I have been told by many of my co-workers that I am a take-charge person who is multi-task oriented and demands quality.
I realize that I have spent a great deal of time unemployed which is reflected on my resume. After graduation from Miami University, I took a job where my husband worked to help them with the huge increase in work that occurred when the interest rates fell. I spent several months in Texas looking for employment but was unsuccessful. I returned to Ohio and almost immediately found work with Envirotech resigned in September because of a change in management which occurred in April.
I would welcome an opportunity to discuss my professional experience and qualifications with you in person.
Sincerely,
Angelina M. Garcia
After
ANGELINA M. GARCIA
291 Schyler Ave.
Hamilton, Ohio 45011
513-872-9493
4 April 199X
Valerie Freeman
Freeman and Associates
5550 LBJ Freeway, Suite 150
Dallas, Texas 75240
RE: Possible Employment
Dear Ms, Freeman:
I am a technical writer looking for work in either Texas or Oklahoma for a salary in the mid 20s. I grew up in North Houston, and attended both the University of Houston and Texas Tech University. I lived in Irving before moving to Ohio in 1987. I would like to return to Texas to be closer to my family and friends and I am hoping you can help.
Last year, I worked for Envirotech, Inc., an environmental consulting firm, as a Technical Editor/Project Information Analyst on a DOE Emergency Response Program. My primary responsibility was editing documents. I was also responsible for using the correct format for publication and distribution of documents to the client from our particular office. My latest and largest document was a Site-wide Quality Assurance Project Plan which was distributed to the U.S. and Ohio EPA, the DOE, and the client.
With Envirotech, I gained a broad knowledge of environmental issues and problems along with an understanding of what is required to edit and produce multivolume documents. Now I am looking for a position that will allow me an opportunity to expand my editing skills. I have been told by many of my co-workers that I am a take-charge person who is multi-task oriented and demands quality.
1 would welcome an opportunity to discuss my professional experience and qualifications with you in person,
Sincerely,
Angelina M. Garcia
Another Contingency Search Cover Letter
PAULA MATTHEWS
2060 Bryn Mawr Circle
Atlanta, GA 30327
March 18, 199X
Ms. Valerie Freeman
President
Wordtemps, Inc.
5550 LBJ Freeway, Suite 150
Dallas, TX 75240
Dear Valerie:
I was referred to you by Jack Spein as a contact for a job search I've recently undertaken in the Dallas area. I'm currently in the process of relocating from Atlanta to Dallas with my husband, who accepted a position in January with Southern Telecom.
Jack Spein and I met last year in Atlanta as a result of a consulting assignment he had there. I assisted him with several human resource and management development projects for Lodi Building Products Inc., a building materials retailer headquartered in the Atlanta area. Jack suggested that you would be an excellent contact for pursuing job opportunities in North Dallas.
I have more than 11 years' experience in the field of human resources. Although I would like to focus primarily on positions in training and development or compensation, I'm open to any opportunities in human resources, including generalist positions. During the past two years, I've worked from my home as a Field Trainer. While there are definite advantages to working at home, I've missed the stimulation and friendship that co-workers provide. As a result, I'm looking for a position which offers that element of a working environment. My salary requirement is in the mid-60s.
I'd enjoy meeting with you or someone from your firm to discuss the job market in North Dallas. During the week of March 22nd, I will be completing my last assignments for Hart- field National in Atlanta. My phone number is 404-316-7912. After March 26th, I will be permanently residing in Dallas and can be reached at 305-2348.
I look forward to meeting with you in the near future.
Sincerely,
Paula Matthews
