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after you finished the interview. So did you? Or did you have a cigarette and go for lunch? Time is of the essence. Call and leave an upbeat message with your impressions. Save any concerns for when you connect. You don’t want to leave them with the wrong impression. If you don’t hear back immediately, it’s likely the recruiter is busy. They may be with the client already reviewing the interviews. Normally, though, the recruiter will want to talk to you before talking with the client—but not always. Be brave. Wait five more days and then call back. DO NOT—under any circumstances—call the client directly.

Q: Should I rewrite my resume for the recruiter’s client?

A: Yes! The resume you sent has done its job—the recruiter called you. Structural changes to the resume will likely help present you in your best light to his client. Ask if the recruiter has a specific template to follow and complete it promptly. Ask the recruiter what he saw in your background that you should emphasize for the client.

Q: Is there anything I should do when I meet the recruiter’s client for the first time?

A: If the recruiter is present [I always am], he will introduce you and frame your background with the employer before you start. If the recruiter is not there, then you need to take the initiative to frame the discussion by telling them what you understand the role to be. Ask if your understanding is correct and ask if anything has changed since the employer last spoke with the recruiter. This provides both you and the employer a subtle opportunity to get on the same page. Fail to do this and you run the risk of answering the employer’s questions out of context. Do it and the interview transforms into a conversation. This free flowing exchange of information relaxes both parties and is the first sign your interview is going well.

Q: The recruiter said I am the benchmark candidate. Is that good?

A: Depends. Naturally if you are first to be interviewed then you set the bar for the candidates who follow. You are the equivalent of the pace car at the Dayton a 500. If the recruiter has worked with the client before, he is putting his best foot forward—you. Now, if the recruiter has never worked with this client and if he sits in on the interview—you’re cannon fodder. After your interview, the recruiter and client will spend time discussing what you did or did not have which makes you a perfect fit—hence the term benchmark—and then the recruiter starts the real search. On the other hand, if the recruiter has 20 years’ experience, you will likely be at least a 90 percent fit, which means you will still be considered as the rest of the slate of candidates are tabled. So always be on your A-game.

THIRD LAW OF RECRUITERNOMICS

If you want to be found, you need to be visible. If you want to be considered, you need to cooperate. If you want to be successful, you need to be proactive.

■ RESOURCES

Podcasts

• Totalpictureradio.com: The voice of Career Leadership, the podcasts you need to keep your career on track

• JobRadio.fm: Career advice and jobcasts founded by renegade podcast veterans Chris Russell and Peter Clayton.

Mashups

• RecruitingAnimal.com: The King of Recruiting Media. Home to The Animal Show. Intelligent irreverence for insiders (Michael Kelemen).

• RecruitingBlogs.com: The central nervous system for recruiters. Blogs, videos, events, chat, and cool people (Jason Davis).

• TheRecruitersLounge.com: Explores the wacky world of employment. Includes the latest Web search hacks (Jimmy Stroud).

Forums

• Electronic Recruiters Exchange (ERE.net): Featuring opinions and perspectives from leaders in the recruiting and human resources fields. Blogs from Shally Steckerl, Maureen Sharib, Glenn Gutmacher, Kevin Wheeler, John Sullivan, and the rest of the best.

• OnRec.com: The magazine for online recruitment around the world.

• FordyceLetter.com: The oracle for headhunters.

• Xtremerecruiting.tv: Home of legendary recruiter Bill Vick. A Trojan Horse for you.

Part III

Tactics That Make You