My job search series has generated far more comments and questions than I ever anticipated. One topic that keeps coming up is how to work effectively with executive recruiters. Since my own experience has been overwhelmingly positive, I wanted to share what I learned.

Over the course of my search, I interacted with ten different recruiting firms, developing deep working relationships with roughly four of them. Here is the foundational insight that shaped how I approached every one of those relationships: if you are in an executive search, you are their product.

Recruiters are paid when they successfully complete a search. That means they want strong candidates who will perform well through the entire process. That gives them a genuine incentive to help you succeed. There is also a longer arc to consider: the executive you are today may be the hiring client tomorrow. So treat every interaction with one as a professional relationship worth cultivating.

Getting Your Foot in the Door

Once you reach a certain stage in your career, recruiters will begin reaching out to you about positions. Even if you have no interest in a particular role, take the call. Let them get to know you. If you know the role isn’t right for you, think about who in your network might be a good fit and make the introduction. Generosity in this direction tends to come back around.

If you have never been reached out to by a recruiter, don’t fret! When you are actively searching, make sure your network knows. Colleagues who receive recruiter outreach will refer those recruiters to you if they know you are looking. That kind of warm introduction is invaluable.

You can also be more proactive. Attend events where recruiters are present. Organizations like CEO Update, for example, host networking events focused on the state of the nonprofit employment landscape, and recruiters show up to those gatherings. Finally, ask colleagues who have recently completed a successful search to introduce you to their recruiter. This increases the likelihood that the recruiter will take your cold call.

Once You’re in a Search, Use Them

When a recruiter is working with you on an active search, use them to make you the best candidate you can be. These professionals have had extensive conversations with the search committee and have done deep background research on the organization. They know what the client needs and, critically, what they are looking for in a candidate.

In my experience, the level of support varies by firm, but I received meaningful guidance in every one of the following areas: tailoring my cover letter to highlight my most relevant experience, optimizing my resume with the right language and keywords, preparing for interviews, and getting candid feedback afterward.

Not every recruiter will offer all of this unprompted, but if you ask, most will engage. They want you to succeed — because when you do, so do they.

Final Thoughts

Executive job searches can feel isolating, but recruiters, when you engage them well, are genuine allies in the process. Looking back on my own search, my interactions with recruiters were valuable professional experiences. I came away with a deeper understanding of how organizations think about leadership, what search committees are really looking for, and how to present myself more effectively.

The candidates who get the most out of these relationships are the ones who treat them as partnerships rather than transactions. Be generous with referrals before you need anything, be responsive and prepared when an opportunity arises, and be willing to ask for help once you are in a search. Whatever comes next in my career, I will continue to nurture those relationships, because the right connection, built at the right moment, can make all the difference.