How contingency recruiting works
In contingency recruiting, one or more agencies send candidates, and only the agency whose candidate is hired gets paid. It can be quick for common roles where good applicants are plentiful. The catch is in the incentives: when several agencies compete, each is rewarded for speed to a résumé rather than depth of search, and none can afford to spend real time mapping the market or recruiting people who are not looking.
How exclusive search works
In an exclusive search, one firm takes responsibility for a clearly defined search. Both sides commit: the firm commits real capacity, and the company commits to working through one process. That makes room for the work that finds the best people, which is usually direct outreach to people who are happy where they are.
What each asks of you
Contingency asks little upfront, but you may spend more time sorting résumés and fielding duplicate submissions. Exclusive search asks for more: a clear mandate, access to the people who decide, candor about the role, prompt interviews and honest feedback. In return you get a narrow field of credible candidates, a process someone owns, and straight answers about what the market will and will not do.
When contingency is fine
- The role is common and the applicant pool is deep.
- Speed matters more than reaching people who are not looking.
- A mis-hire would be inconvenient rather than costly.
When exclusive search is worth it
- The hire will shape revenue, product or leadership for years.
- The right people are employed, valued and not reading job boards.
- The search must stay confidential.
- You have tried before and not found the right person.
A note on internal candidates and referrals
Exclusivity does not mean ignoring good people who find you. In a well-run exclusive search, applicants, employee referrals and internal candidates can all be considered in the same process, so everyone is compared on the same basis. You still make the final decision.
How we work
For direct-hire roles, we prefer exclusive engagements on clearly defined searches. We discuss terms privately and put them in a written agreement.
How a Crossley search works