Welcome to Edition #40 of Ask Gorick Anything. This AMA is part of Gorick's Newsletter, where Harvard career advisor and Wall Street Journal bestselling author Gorick Ng shares what they don't teach you in school about how to succeed in your career.
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ASK GORICK ANYTHING
“How to network with recruiters?”
Have a career question? Ask me here.
Subscriber’s question:
“Hi, Gorick!
I had a thought for a possible question/topic for your newsletter series.
Maybe some guidance on how to get on search firm radars like Korn Ferry, Robert Half, etc.? Similar to the LinkedIn outreach one you did?
With more focus on how to build those relationships with those kinds of recruiters? I think it would be helpful for readers that might be looking to break into those C-level or executive (e.g., VP) roles but may be a couple years or one job away?"
—Dawn L. from Boston, MA, USA
Gorick’s response:
Hi Dawn,
Great idea!
The other week, I wrote about how mid-career professionals can reach out to recruiters during a job search (which you can read here).
Since you're discussing building long-term relationships and I’m not a recruiter, I contacted an executive search firm in your area, Stybel Peabody Associates, to help.
Larry Stybel, the firm's CEO and Co-Founder, has recruited CEOs, COOs, and Boards of Directors for 3 of the “Big Four” CPA firms, 60% of Boston's 20 largest law firms, and 16 of Massachusetts’ 20 largest healthcare systems.
I asked him for an email template designed to build a long-term connection, and here’s what he shared.
Larry’s email template to recruiters
SUBJECT:
Fellow [commonality] with networks in [field] looking to connect
BODY:
Dear [Name],
My name is [your name], and I’m a [your role] at [your organization]. I'm also a fellow [commonality]. I've been following your work at [firm], and I wanted to congratulate you on your recent placement of a [role] at [organization].
While I’m not currently looking for a new role, I did want to connect to learn more about the types of searches you’re conducting and how my network in [field] could be of service.
Are you available for a brief call over the coming days?
I’d be delighted to connect.
[Your Name]
Why it works
In the end, it’s all about understanding a recruiter’s time and focusing on their priorities.
Recruiters mentally categorize incoming emails into one of three buckets:
- Billable Time: This is their top priority. If your background directly matches a job they’re currently trying to fill, your email becomes “billable time.” They’ll respond right away because it could lead to a quick placement. However, if you simply ask for a job, you’re taking a gamble. If they aren’t looking for someone with your specific background at that exact moment, your email gets put in the low-priority pile.
- Admin Time: These are the emails that require effort but don’t generate revenue—the “housekeeping” tasks. If your request doesn’t align with their immediate needs, your email is seen as admin time. It’s not valuable, and they're unlikely to respond.
- Marketing Time: This is time spent building their network and looking for future opportunities. By offering your network as a resource, you’re making your email about them, not you. You’re providing value, and your message becomes a form of “marketing time” for them—a perfect entry point to start a conversation and build a long-term relationship.
This strategy works because it adheres to the Three C’s (defined here):
- Competence: Show that you have value to offer (which starts with contacting the right recruiter who covers your industry and seniority, so be sure to read my prior note if you haven’t already).
- Commitment: Demonstrate that you're dedicated to their success, not just your own.
- Compatibility: Respect their time by offering a mutually beneficial connection, rather than just asking for a favor.
Have further questions? Ask me through this form.
—Gorick
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