Shows about recruiters tend to focus on the short term. They skip the questions those of us in the business really want answered. What were their strategies? How many hours did they put in? Who helped them? I want to know how great headhunters reached the top, and I hope you do too.

For years I wrote a newsletter, “The Network,” that featured interviews with top business professionals. It ran for 229 issues, and I always loved the question and answer format because it’s easy to scan and easy to learn from. This is one of those conversations.

This interview first ran on ERE in November 2015. You can read the original on ERE here: https://www.ere.net/articles/how-they-reached-the-top-nine-questions-for-derek-duval.

About Derek

Derek Duval owns Duval Search Associates, a recruiting firm based in Charlottesville, Virginia, that specializes in information technology.

The Nine Questions

Joe: What is your background and family status?

Derek: I’m married with two children, and my hometown is Charlottesville, Virginia.

Joe: How did a UNC student with a B.A. in English become a well respected IT recruiter?

Derek: It really has no bearing on IT. A good recruiter succeeds in any industry, whether it’s IT, legal, medical or pick your flavor. It’s about having a genuine interest in people. I think of myself as being in the relationship business rather than the recruiting or placement business. An English degree teaches you about human relationships and behavior, about communication and understanding people’s needs. You learn to listen well. That’s what clients and candidates deserve.

Joe: Your site says many people distrust recruiters because of hollow promises and self serving tactics. How do you avoid that?

Derek: In any business there are gray areas, and each person has to decide how to behave. Recruiters are under heavy pressure to make placements, and that leaves a lot of room for bad behavior. I hesitate to say it, because there are plenty of great, honest recruiters in this business.

Early in my career I was building a strong foundation, but I got myself in trouble because I wasn’t making enough placements. About six months into my first job I was told to step it up. By 14 months I had built up my business for the first time. I didn’t make real money for quite a while, but I got there.

Joe: What were your keys to success?

Derek: The seeds were planted in my twenties, but it took a while for them to bloom. Even in the Great Recession I had a lot of clients.

Joe: What seeds had been planted?

Derek: Treating my clients with integrity, understanding their needs and showing modesty. Whatever the conversation, a career change, a promotion or a job, the person would be treated well.

Joe: What can the industry do to encourage more ethical behavior?

Derek: I pay my employees a living wage. My recruiters earn enough in base salary that they aren’t always stressed about chasing commissions, and on top of that the commission plan is generous.

Joe: When you made the leap to success, did you work harder or smarter?

Derek: Smarter, but in today’s competitive environment you have to work smart and hard. You have to put in your time, but I guard my time carefully. My calendar is heavily scheduled, and I’m pretty efficient. Then again, I don’t gear down well. When I work, it’s full throttle. Winding down is something I’m getting better at.

Joe: How did you learn to be so efficient with your time?

Derek: It was a natural evolution. At first I didn’t know what I didn’t know any more than the next guy. I kept at it. Now if I plan to talk with someone for more than five minutes, it goes on my calendar.

Joe: Do you have a secretary?

Derek: No. I have an administrator who helps me sometimes.

My Takeaway

Derek calls it the relationship business, and he’s right. Integrity and a well guarded calendar will take you further than any shortcut.

I’m Joe Pelayo, an executive recruiter for 40 years and founder of Joseph Michaels International here in Dallas. We recruit for roles with base pay from 75K to 2 million, and one call to me reaches our network of 700 recruiters. Right now we have 1,619 open jobs.

Let’s Talk

Looking for a recruiter who’s in the relationship business? Let’s talk.

Call me at 1-800-786-1099 or email info@josephmichaels.com.

Joseph Michaels International, 13355 Noel Road Suite 1360, Dallas, TX 75240