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Search Firms Do More Than Make Introductions
From Legal Network News
Are you fully capitalizing on the services that your search firms provide? Many law firms and corporations treat search firms as introductory services. Once a resume has been sent and the firm decides to interview the candidate, the search firm merely handles the logistics of scheduling the interviews. If you are working with a high-caliber search firm, they are your ally and can manage the interview process so that the candidate you want to hire accepts your offer. In order to achieve this goal, it is essential that you communicate with the search firm every step of the way.
Initially, the search firm should identify how serious the candidate is about leaving his current position, his motivation for moving and his susceptibility to a counter offer. In addition, the search firm will smoke out hidden objections (e.g., spouse's difficulty with a relocation) and understand the candidate's timetable. It is important for you to tell the search firm how long the interview process will take from start to finish, so if the candidate is interviewing elsewhere, the search firm can suggest that you adjust the pace.
After the candidate interviews with you, provide feedback to the search firm immediately. If you are interested in the candidate, the search firm will continue to sell your firm and answer questions that may not have been asked in the interviews. If you plan to make an offer to the candidate, notify the search firm so they can act as an intermediary and assist in the negotiations.
Once a candidate accepts your offer, the search firm will continue to stay in contact with him to be certain that he arrives on the start date as planned. For the first two to three months after the new hire has been at your firm, a good search firm will call you to confirm that you are satisfied with his performance.
Candidates often provide information to a search firm that they do not feel comfortable discussing with a potential employer. Because the search firm has this knowledge, it is important for you to communicate with them and rely on the search firm to help during the interview process, from the initial introduction to well after the new hire as joined the firm.