RSSM Digital First Interview Edition December 2019 | Page 2
PARTNER SUCCESS STORIES
When Bob Werrbach asked me to write this
article on a First Interview Partnership success
story, I thought this would be no problem since
I have had numerous experiences over the years
partnering with affiliates to fill difficult posi-
tions. What is interesting though is, in the last
few years my traditional success stories have
changed. No longer is it “call an affiliate, give
them the opening, we work it together and then
share the success”. That doesn’t mean I am not
having success, but it does mean that the meth-
ods have changed. Since I hadn’t thought about
it, I was surprised. Let me explain.
I joined First Interview at the beginning. Hilary
Trader referred to me as a Flintstone at one of
the more recent national meetings. Had I stayed
in the stone age though, I don’t think I would
still be having the success that I have had on the
network but, how have things changed? When
the network started, we all mainly concentrated
geographically, and our candidate pools reflected
this. As a recruiter, you knew your local market
and you knew the local players. That was long
before the internet was invented though, so it
was almost impossible to have the candidate da-
tabases that we have in today’s world. While we
still have affiliates that do know their local mar-
kets, that is the exception rather than the rule.
We do have numerous affiliates, though, that are
trying to concentrate on being a candidate pro-
vider nationally and, most of us have candidates
all over the country. That is where my success
stories come in. I have started to post openings
that I want help on the network. I know many
seem to consider posting as a bad thing but not
anymore, in my opinion. If I find affiliates that
just blast old resumes to me, they are blocked
and don’t even see my posts.
I had a search in the east last year for a startup
client of mine. I needed a surgical candidate,
some disruptive experience and I needed some-
one that had some specific call points. I did call
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the local affiliate but since they worked nation-
ally it had been quite some time since they had
done a local search and they didn’t know the
candidate pool. I still worked it only with them
for a couple of weeks with not a lot of results so I
finally posted the opening. Within a week I had
4 qualified candidates from 4 different recruiters
and within two more weeks, I had a placement.
My opening was in the east, but the split was
with Russ Cipriani on the west coast. But for that
post, I may not have made that placement.
I have another client that needed someone that
had a background in EMS / Military / Govern-
ment to provide clinical support. A real needle
in the haystack type search, I posted that one
immediately. One of our affiliates saw the post-
ing and called me. He then went through his
network and recruited 4 candidates for me that
were spot on. Since the opening wasn’t in his city,
I would not have necessarily called him and he
probably would not have known about the open-
ing yet, so we split the deal. That would not have
happened if I didn’t post.
First Interview has the most well-connected
group of sales recruiters in the country. I be-
lieve moving forward that we need to utilize our
strengths to continue to thrive and combat all
of the new sources of competition. Our client
companies continue to become more sophisticat-
ed with their internal efforts and with the large
retained search firms making a serious attempt
to penetrate the contingency search segment our
best chance for growth is to fill the searches we
have more quickly. I have found that posting has
been an effective way to do this.
Clay Ward Sales Source / Tower Group
(518) 480-3287
[email protected]
Glens Falls, NY
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