Here’s How to Work With a Headhunter

Before I transitioned into talent acquisition in-house in the public relations sector, I worked as a recruiter for several years with staffing agencies, recruiting and placing top PR, marketing, advertising and operations professionals. Being on that side of the proverbial desk, I experienced team strategy calls about which candidates to present, client feedback that can make or break a search, and the small mistakes that cost great candidates their dream jobs.

Now that I’m leading talent acquisition in-house, I have a unique perspective on what works, what doesn’t and what job seekers often get wrong when working with recruiters.

The hidden job market is real

Your next breakthrough role is probably already on a recruiter’s desk… the question is whether they know to call you. The recruiting world is very specialized and segmented. A quick Google search will pull up staffing agencies and specific recruiters who have spent decades building networks of professionals that excel in PR and communications. During my staffing agency days, I’d estimate that 75% of the best positions never made it to public postings — we filled openings through our networks first.

Stop thinking of recruiters as a backup plan. Incredible opportunities come through these channels.

What’s really happening in that ‘quick chat’

Ever had a recruiter reach out on LinkedIn for a “quick chat?” Here’s what’s happening during that initial 15-minute screening call: You’re being evaluated for everything from professional experience to energy levels, communication style and potential cultural fit with their clients.

The recruiter’s reputation and future commissions (usually around 20% of your first-year salary) are directly tied to the quality of candidates they surface. You have to give them the right material to work with. Treat this conversation like a job interview because it is, but you’re casting a wide net for multiple potential roles.

Throughout my career, I’ve seen talented professionals sabotage themselves with seemingly minor missteps, such as being too vague about their accomplishments (“saying ‘I managed social campaigns’ instead of ‘I increased engagement 150% for three B2B clients’”), seeming disinterested and being inflexible. These seemingly small communication choices can determine whether someone gets past that first interview.

The honest client conversations

Here’s what recruiters really tell their clients: “Perfect on paper, but energy is lacking,” or “Qualified, but salary goals are out of budget.” Recruiters advocate for the best candidates they’ve vetted, and if someone doesn’t check all the boxes, they’ll explain why the client should consider them anyway.

This is why complete honesty with your recruiter is crucial. They want to present you in the best light and need real insights to do so.

Your partnership strategy

Look at headhunters as partners with the same end goal. Research recruiters, their staffing firms, and specialty areas to find those that align with your expertise and career goals. After the initial chat, stay in touch. Set reminders to follow up regularly. A check-in every week or two shows continued interest without being pushy. Remember that you’re one of dozens of candidates, so it’s important to be kind and reasonable.

Professional recruiters will also work on your behalf around salary negotiations, using their market knowledge to help you secure better compensation.

The bottom line

Working with specialized recruiters provides access to non-public positions and gives you an advocate during the interviewing and hiring process. The PR profession is built on relationships, and that extends to how you find opportunities.

Having worked both sides of this equation, I can tell you that the candidates who succeed are those who understand recruiting is a relationship business. Many of my former candidates are now industry colleagues and friends. Treat your recruiter as a strategic partner, not a service provider, and you’ll open new avenues of career opportunities for yourself.