Many individuals unfamiliar with how search firms work often are disappointed when they reach out for job search assistance and receive little encouragement, interest or empathy in return.

There’s a reason for that aloofness.

Search firms in most instances work for clients who are employers with specific jobs to fill.  They are generally paid a commission calculated as a percentage of the annual cash compensation accepted by the individual they’re recruiting.

This is significant because the search firm has no financial incentive to help you find a job unless they are reasonably certain they can place you with a client in need of your specific skills, experience and interests.  Given search firms are typically enlisted by employers sparingly and only for upper management and hard-to-fill positions, they will rarely devote much effort to serving as your de facto job search agent.

Joe Gonzalez of San Diego-based BCA Executive Search explains it this way:

“Our client relationships are extremely important to us and we will never compromise the quality of our services by recommending people who don’t represent a strong match for the job or the employer’s culture.  However, on occasion we will help candidates with their job searches but that’s only when we know for certain that they are very talented and possess the highest level of integrity.”

While search firms may not be looking for someone with your background and credentials at the time of initial contact, it is still advantageous to submit your resume to increase the likelihood you will be considered should their needs change or new opportunities arise.

Matt Durfee is the CHRO for LSQ Holdings, author of “Job Search Secrets from the Reluctant Expert” and founder of Orlando-based Navigator Institute (www.navinstitute.com). Contact him at mdurfee@navexec.com.