The Benefits of using an Agent

Dear Professional,

Last week I gave a presentation to a group of Audiology graduate students. When I asked the question, "What is your greatest fear surrounding the employment process"? They answered, "being taken advantage of in the negotiation phase". I also received comments that included "not knowing what I'm worth" and "I'm not comfortable negotiating for myself". I have found these feelings/fears to be pretty consistent among graduate students and even among seasoned professionals. Here are some strategic benefits to using an Agent for you to consider:

1. An Agent has a pre-existing relationship with the hiring manager. They have weekly conversations with these people to stay updated on the company's needs, the exact skill sets they're looking for, emerging trends, expansion plans, new budget dollars, new products and new research developments.
2. Working with an Agent allows you to bypass the internet and human resources' gate keeping processes which filter out resumes and applications that do not meet the "required" (i.e. key words, etc) criteria. Many times the best candidates are eliminated here simply because of poorly drafted resumes or resumes that don't accurately reflect the candidate's experience/competencies/accomplishments.
3. Most importantly, a candidate that is presented by an Agent to a potential hiring manager has priority. Why? It might seem counter-intuitive on the surface as to why a hiring manager/company would rather pay a fee for a great candidate instead of engaging in their own search for a good candidate that costs them much less but it's 100% true. The truth is smart hiring managers/companies understand the costs that surround a vacancy. In a dispensing practice an Agent's fees can be recouped in an hour or two (the sale of a couple of hearing aids). The cost of a vacancy in these types of companies can easily exceed 30,000 dollars a month. Compound this with the opportunity cost that is lost when an owner/audiologist is trying to cover two offices or multiple schedules. Patient appointment times get pushed to 3 and 4 weeks out. Follow-up appointments are pushed out further and other critical duties such as marketing and business planning are put on hold.
4. A candidate (audiologist) that is presented by an Agent enjoys the benefit of having an advocate present them in the best light possible. An "unbiased", third-party (the Agent) is the perfect medium to sell and tout your achievements, your experience and your personality. Weak areas in a candidate's resume can be explained away or put into perspective by a savvy Agent. There is a measure of trust between the Agent and the hiring manager. A hiring manager is more likely to stretch or take a risk on a certain candidate based upon the Agent's recommendation.
5. The Agent acts as a valuable feedback channel to you the candidate and to the hiring manager. He can prep you on key words or phrases to use. Which experience to highlight and which area to minimize. He can relay the personality type of the HM and what will and will not impress him or her. This is where insider information becomes invaluable prior to an interview.
6. Being represented by an Agent changes the dynamic between you and the hiring manager. With Agent representation you’ve already been pre-sold to the hiring manager. The job interview changes from a “yours to win” type of dynamic-where you’re trying to win the job to a, “yours to lose” dynamic-where you simply need to confirm what the hiring manger already believes about you. You now have a much greater chance of success in getting the job offer.
7. When it comes to negotiating salary and benefits an Agent can help you get the highest compensation possible. Many times there are additional dollars allocated for sign-on bonus, relocation bonus, a higher base salary or a more attractive commission percentage that is never disclosed by the HM. Direct discussions between the candidate (you) and the HM and/or your potential boss over compensation, can sometimes get a little bit testy. This is especially unnerving if the job is one you really want. The natural reaction is to take what they offer (usually the lowest package). Compounding this tendency are the tough economic times we are in. Having an intermediary (an Agent) perform this difficult but essential task, keeps you and your future boss in a positive working relationship, where we (the Agent) can play “hardball” (if necessary) to get you the compensation you desire. It is here that a savvy Agent can make the difference of another 5-20K in your pocket.
8. Working with a Bridgeline Agent never costs you a dime!

Added to this is the incredible technology we use to uncover those unique opportunities and persons-of-influence. Imagine an ongoing, highly effective search engine that works while you sleep, bringing you new and exciting opportunities every week based upon your personal criteria.

A word to the Wise...
All you need to worry about is making a connection with your future boss. Get your future boss to like you and make you the offer. We'll do the rest!

Best Regards,

Tom