If you want to get the most out of executive recruiters, it helps to understand how we operate and what motivates us.

First, know that a recruiter’s ultimate loyalty is to the client, the company looking for a new executive. After all, the client is paying the fee.

Even so, recruiters can be valuable resources and advocates for you. I will go so far as to say that working with executive recruiters may be one of the most important strategic moves you can make in your career.

We often have insider knowledge about companies and industries that can help you make informed decisions. We can give you useful guidance on your resume, your interviews and negotiating offers. And we can keep an eye on the market for you, like a realtor watching for the right house.

You can set a recruiter up to find you a great job even while you have one, simply by saying, “I’m happy where I’m at, but…” Or, “Only call me for roles at this level, within 20 miles of my house.” Or whatever criteria matter most to you.

By the way, I think the earlier in your career you are open to relocation, the better. But that is a good topic for a different article.

Start while you are working

In short, working with executive recruiters is an adventure best begun while you are employed. There’s an old saying:

“An executive recruiter is like a banker. He’ll loan you a job as long as you don’t need it!”

The executive recruiter will see you now… Great! Where was he when I needed him?

Here is another thing to know: recruiters, like most people, tend to want what they can’t have. So if a recruiter calls you, never appear desperate. Confidence attracts. Desperation repels.

What is your crazy number?

One good way to take the pressure off is to open yourself up to a nationwide or even worldwide search, if the opportunity is right. I work with many executives who are not looking for a job, and I always ask them, “What is your crazy number?”

So even if you are not open to a move to a certain city, state or country, be ready to talk through the crazy number scenarios with your recruiter. You don’t want to relocate? What if it was a chance to join the next Google or YouTube before it went public? Never say never.

Today, with so many searches running through LinkedIn and AI screening tools, a real relationship with a recruiter who knows you and will speak up for you matters more than ever.

In conclusion, executive recruiters can be valuable allies when you understand their role. We can provide insider knowledge, career guidance and access to opportunities you won’t find through traditional job searching. Just remember that our loyalty lies with the company we are recruiting for. Approach it well, and everyone wins.

Joe Pelayo is an executive recruiter with Joseph Michaels International. He recruits for some of the top companies in the world and has been recruiting since 1990.

Looking for your next executive role? Visit josephmichaels.com or email info@josephmichaels.com.