Exercise 11

Executive Recruitment in the USA

Scott Walmsley is the Executive Director of the Association For Sales Force Management. It is a Seattle [si'ætl] based organization of sales and sales management professionals. The organization operates an executive search service which helps companies recruit their industry's top sales and sales management talent.

There are two different types of recruiting firms: retained and contingency. Retainer firms are hired to find and recruit key people. The compensation for these positions typically starts at $75,000 and goes up from there. The retainer firm is paid a fee whether or not a candidate is hired, all expenses are paid by the client firm. Only one firm works on the search. Retained recruiting firms are often large and international.

There are two groups of people working in retained firms, search consultants and researchers. Search consultants deal with clients. They choose and present candidates to the client firm. Consultants who work in the large prestigious firms make excellent incomes. They are famous in their industries.

The other group is the researchers. They find candidates that match the client's specification and make the initial contact with them. Researchers also do most of the reference checking.

The other type of recruiter is a contingency firm. The recruiter only gets a fee after they find a candidate that is hired by the client. Most of the positions contingency firms recruit for pay about $40,000 to $90,000. Contingency recruiters pay all the expenses and often compete with other contingency firms working on the same assignment. The fee paid to the recruiter is usually based on a percentage of the annual compensation, typically 15-25%.

Exercise 10. Answer the following questions.

1. What does Mr. Walmsley do?

2. What types of recruiting firms are there in the USA?

3. How is work organized in retainer firms?

4. What are the responsibilities of search consultants?

5. What are the duties of researchers?

6. How is work organized in contingency firms?

1. Look through the following advertisements.

2. Say what positions are offered, what criteria applicants should fit. Would you apply for these positions?

3. Say what services are offered to the heads of firms by the recruitment companies.

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  A Big Export-Import Firm is Searching: The Chief of Sales Department   Male, 30-40 y.o., higher education, previous experience in wholesale in foreign firm not less than 1 year, English, PC. The salary for the trial period from $500. Tel. [phone]   Marketing Manager Higher education, 30-40 y.o., previous experience of analogous work not less than 1 year, good knowledge of marketing research methods. Tel. [phone]

OUR SERVICES TO THE HEADS OF FIRMS AND BANKS:

* Personnel consulting: to determine what is needed for vacancies; to describe the operations, personal specifications of potential employees, and problems of company policy. * Expert examination of vacancies: to determine the competitiveness of vacancies on the basis of analyzing the demand and supply for similar positions in the Moscow labour market. * Investigations by tests: appraisal of business and psycho-physiological characteristics of the personnel using professional selection programs. * Selection of personnel: complete or reduced complex of services for the search, selection and presenting to the employer of a number of candidates, proceeding from the requirements to the vacancy.

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