Today I was asked why, if I'm “such a good recruiter”, am I not working at an agency “making half a million dollars”. First of all, I never told this person anything about the quality of my recruiting. We were debating the prudence of wearing a competitor's logo to a company happy hour. (I thought/think it’s a major faux pas, in case you were wondering.) Second of all, in my experience, it is not a given that you are going to find the best recruiters at agencies. Third, I was quite incensed at the implication that a “good recruiter” is defined by their income level. And while I fumed I realized my irritation was not just directed at this individual, but at everyone who sullies talent acquisition with such misguided thinking. And that leads us here, where I succinctly break down the difference between matchmakers and money makers in recruitment. And I am going to dedicate this piece to Fr. Theodore Hesburgh, who reminded me that being successful has nothing to do your tax bracket.
Above mentioned individual is somewhat right. You will find most money makers working in recruitment agencies, where earning potential can be unlimited. I tried that route and was eventually terminated because my focus (my clients, their team) was not aligned with the agency’s focus (profit). This is not to say that money makers are not valued and important contributors to the talent acquisition process. But their drive and focus will not translate to success in house. They are going to care about pace and quantity of hires, because it's how they sustain. That focus is going to be valuable for any organization at some point or another, and that is why you will be hard pressed to find any company that has not used an agency to hire. Luckily, most money makers know what motivates them, and will never leave those commission checks behind to recruit in house.
On the other hand, we matchmakers are much less interested in maxing out our earning potential quarter over quarter. Our drive is a bit more big picture. A matchmaker has to find a company with a cause, or mission, they truly believe in. Our motivation is a desire to further that mission, through growth. And rather than filling as many roles as quickly as we can, we care about the delicate art of finding the right people, for the right role, at the right time. I like to call it “sustainable growth.” Matchmakers choose to use their skills to do well for more than just themselves. We care about our companies, the teams they are built around, and the individuals who comprise those teams. We understand people, culture, and are willing to put them ahead of our paychecks.
Did I just get a little ranty in response to being insulted? Yes, I did. But only because I think a lot of people might be confused about why a recruiter could ever care about anything besides stacking paper. Hello record, you look mighty straight.
