Working with Search Firms: Guidelines and Expectations for Applicants and Employers Presented to Employment Network Group, HRPAO By Bruce McAlpine, President, Fulcrum Search Science Inc. January 19, 2004

Agenda  Overview of the Search and Placement Industry in Canada  Role and Impact of Internet and Commercial Job Boards  What to Expect from a Search Firm as a Candidate  What to Expect from a Search Firm as an Employer  How to Select a Search Firm  ACSESS  Fulcrum Search Science Inc.

Canadian Search & Placement Industry Temp Agencies Placement Agencies Staffing Firms Search Firms

Canadian Search & Placement Industry  Placement Agencies  Emphasis is on placement of existing candidates  Contingency fee based  Expedient  Most effective where speed is of the essence, and “very good” will suffice  Search Firms  Emphasis is on search for the best candidate  Retainer fee based  Thorough, professional, consultative  Most effective for senior mission-critical assignments where only the best will do, and fit is critical

Role & Impact of Internet and Commercial Job Boards  An important source of resumes from active candidates  Direct competition to traditional print advertising  Will impact marginal placement agencies  Recent developments:  Rising costs – Workopolis  Increased competition – Hot Jobs, Monster  Specialized boards  Add-on software capable of cursory screening

Candidate Expectations of Search Firms  Acknowledgement of receipt of resume  Possible phone screen and interview  Courtesy and professionalism  Assurance of Privacy  Assurance of control of circulation of resume  Coaching – resume prep, interview skills, interview follow-up, offer negotiation, resignation and transition management assistance

Employer Expectations of Search Firms  Assistance in prep of search parameters  Thorough search  Thorough candidate assessment  Thorough candidate feedback after interviews  Thorough reference checking  Assistance in offer preparation and presentation  Process Control

Employer Expectations of Search Firms  Miscellaneous considerations  Confidentiality  Professional representation  Impartiality  Prestige  Speed  Ancillary services (testing, relocation assistance, resignation coaching, etc.)

Selecting a Search Firm  ACSESS Member  Reputation/track record  History/experience  Integrity  Specialization (Industry or Function)  Working relationship with the individual recruiter

ACSESS The Association of Canadian Search, Employment & Staffing Services  The voice of the Canadian industry, with over 700 members, and $3.5bil in revenue, representing 85% of the Staffing Service Industry in Canada  Provides industry leadership in code of ethics, training and certification, dispute resolution, and legislative watch  Can be contacted at (

Fulcrum Search Science Inc.  33 year history of service to business in GTA, and throughout Canada and the US  Functionally specialized in General Management, Sales/Marketing, Finance/Accounting, Logistics/Operations  Continuous representation on National boards of industry associations for over 20 years, incl. 3 presidencies  Completion record 3 times the North American average, because of:  Leverage of Process Control (“Fulcrum”)  Breadth of Search (“Search”)  Depth of Candidate Assessment (the “Science” of Fit)

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)