September 10, 2024
The Truth About Recruiters Who Say “I Know Everybody”
An executive search resembles a classic sales funnel. A large number of potential candidates enter the top, but only a select few make it through to become finalists.
Some parts of the process are more interesting than others. Most recruiters enjoy working the narrow tip of the funnel, the part where they are consulting with clients and assessing candidates.
Filling the top of funnel is equally important, but it's incredibly labor-intensive. It requires identifying hundreds of potential candidates, and then calling them. There's a certain challenge in making a compelling presentation of the job opportunity, but the sheer volume of calls can become a grind.
That's why some recruiters try to rationalize skimping on filling the funnel. They tell themselves "I know everybody," and then don't bother to look beyond their own contacts.
"I know everybody," is shorthand for, "I'll call a few people from my database, but I'm not going to do a lot more than that." It's an excuse to be lazy.
I'm the first to admit that contacts matter a lot, and I think mine are as good as anyone's. But it's absurd for anyone to think they know all the candidates for a given job. Recruiters who want to deliver on their promise to deliver the best candidates must cast a wide net.
The best recruiters I know are grinders. They don't waste time looking for excuses to avoid getting their hands dirty. They know the fastest path to a successful outcome is to pick up the phone and start talking with people.
