How Do Recruiters Actually Work?

Most veterans interact with recruiters during their transition without understanding the recruiter's business model, incentives, or limitations. This leads to frustration on both sides — you expect the recruiter to find you a job, while the recruiter expects you to be a ready-to-place candidate who matches a specific opening they are trying to fill.

Understanding how the recruiting industry works transforms your approach from passive job seeker to strategic partner. Recruiters can be powerful allies in your transition, but only if you understand what they need from you and what they can realistically deliver.

There are two fundamentally different types of recruiters, and confusing them is the most common mistake veterans make. Each type has different motivations, different capabilities, and requires a different approach from you.

What Is the Difference Between Agency and Corporate Recruiters?

Agency recruiters (staffing firms and headhunters) work for independent recruiting companies, not for the employer that is hiring. They earn a commission — typically 15-25% of your first-year salary — when they place you in a job. This means they are financially motivated to get you hired, but only for positions where they have an active contract with an employer. They cannot place you at a company they do not have a relationship with, and they will not invest time in you unless they believe they can place you quickly.

Agency recruiters work on speed and volume. They are filling specific openings with specific requirements, and they need candidates who match those requirements closely. If your background fits an opening they are trying to fill, they will work hard to get you in front of the hiring manager. If your background does not match their current openings, they may keep your resume on file but will not actively work on your behalf until something relevant comes up.

Corporate recruiters (in-house talent acquisition) work directly for the company that is hiring. They are salaried employees, not commission-based, and they manage the hiring process for their employer. Their goal is to fill open positions with the best qualified candidates, and they typically manage dozens of openings simultaneously across multiple departments.

Corporate recruiters have more flexibility than agency recruiters because they know about positions before they are posted publicly, they understand the company culture and what hiring managers really want beyond the job description, and they can sometimes adjust requirements or create new requisitions for exceptional candidates. Building a relationship with a corporate recruiter at a company you want to work for can give you access to opportunities you would never see on job boards.

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How Do You Get a Recruiter's Attention as a Veteran?

Recruiters review hundreds of profiles and resumes every week. Getting noticed requires positioning yourself as an easy-to-place candidate — someone whose skills, experience, and career goals align clearly with the kinds of positions the recruiter typically fills.

Translate your military experience before you engage. A recruiter scanning your LinkedIn profile or resume needs to immediately understand what you can do in civilian terms. If your profile says "Platoon Sergeant, 82nd Airborne Division" with no translation, the recruiter moves on because they cannot figure out what civilian roles you qualify for. But if your profile says "Operations Manager — led 40-person team across logistics, training, and tactical operations with $2M+ equipment responsibility," the recruiter immediately sees where you fit.

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Target recruiters in your specific industry. Do not send your resume to every recruiting firm you can find. Recruiters specialize. Some focus on IT, others on engineering, others on finance or healthcare. Find recruiters who fill positions in your target career field by searching LinkedIn for recruiters at staffing firms that work in your industry. When you reach out, mention specific types of roles you are targeting — "I am looking for supply chain analyst or logistics coordinator roles in the defense contracting sector" is far more actionable than "I am open to opportunities."

Make your LinkedIn profile recruiter-friendly. Recruiters use LinkedIn Recruiter, a paid tool that searches profiles by keywords, skills, location, and other filters. If your profile does not contain the right keywords for your target role, you will not appear in recruiter searches. Study five to ten job descriptions for positions you want, identify the common keywords and skills they mention, and make sure those terms appear naturally in your LinkedIn headline, summary, and experience sections.

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Respond quickly. When a recruiter reaches out to you, respond within 24 hours. Recruiters often work on tight timelines — the hiring manager wants candidates by Friday, and the recruiter who delivers first has an advantage. If you wait three days to respond, the recruiter may have already submitted other candidates and moved on. Being responsive signals professionalism and genuine interest. If you cannot talk immediately, at minimum reply to acknowledge the message and suggest a time to connect — this keeps you in the recruiter's active pipeline instead of falling off their radar.

Be honest about your timeline and preferences. Tell recruiters when you are separating, what locations you are considering, your salary requirements, and whether you are willing to relocate. Recruiters waste time on candidates who are vague about their needs, and that wasted time means the recruiter is less likely to invest in working with you on future opportunities. Being specific about what you want — and what you will not accept — helps the recruiter match you efficiently.

What Should You Expect From a Recruiter (and What Should You Not)?

Setting realistic expectations prevents the frustration that causes many veterans to write off recruiters entirely. Recruiters can be valuable partners, but they are not career counselors, resume writers, or job coaches.

What recruiters can do:

• Match your skills to specific open positions they are trying to fill
• Present your resume to hiring managers with their personal recommendation
• Provide inside information about the company, team, and hiring manager's preferences
• Coach you on interview preparation specific to the company and role
• Negotiate salary and benefits on your behalf (agency recruiters are incentivized to get you the highest offer because their commission is based on your salary)
• Give you feedback on why you were not selected if the client provides it
• Alert you to new openings before they are posted publicly, giving you a head start on the application process

What recruiters cannot do:

• Guarantee you a job or even an interview
• Create a position that does not exist
• Rewrite your resume or translate your military experience for you — your resume needs to be ready before you engage with recruiters
• Place you at a company where they do not have a contract or relationship
• Spend unlimited time on your search if you do not match their current openings

How Many Recruiters Should You Work With?

Working with multiple recruiters simultaneously is normal and expected. In fact, relying on a single recruiter limits your exposure to opportunities. However, there are important ground rules to follow.

Work with two to four agency recruiters who specialize in different niches or work with different client companies. This gives you broader coverage without creating conflicts. Tell each recruiter where else you have applied or been submitted — if two recruiters submit your resume to the same company, it creates a compliance problem that can disqualify you from the position entirely. Hiring managers do not want to deal with competing recruiter claims on the same candidate.

Build relationships with corporate recruiters at your target companies. Connect with in-house talent acquisition professionals at companies you want to work for, even if they do not have a current opening that matches your background. Corporate recruiters remember good candidates and often reach out when new positions open up. Follow the companies on LinkedIn, engage with their content, and keep your profile updated so you appear in their searches.

Keep a tracking spreadsheet. Document which recruiters have your resume, which companies they have submitted you to, and the dates of each submission. This prevents duplicate submissions, helps you follow up at appropriate intervals, and gives you a clear picture of your pipeline. When a recruiter calls about a new opportunity, you can quickly check whether another recruiter has already submitted you to that company.

Do not feel obligated to be exclusive with one recruiter or staffing firm. If a recruiter pressures you to sign an exclusivity agreement, that is unusual and generally not in your best interest. The exception is retained search firms working on executive-level placements, where exclusivity is standard industry practice.

Communication is essential when working with multiple recruiters. Before any recruiter submits your resume to a company, they should tell you the company name and position title and get your explicit approval. Never allow a recruiter to submit you blindly — you need to know where your resume is going so you can prevent duplicate submissions and track your pipeline. A good recruiter will always ask your permission before sending your resume anywhere, and any recruiter who submits you without consent is not someone you should continue working with.

What Are the Best Veteran-Focused Recruiting Firms?

Several recruiting firms specialize in placing veterans, and they bring genuine value because their recruiters understand military experience and know how to translate it for civilian employers.

Lucas Group (now Kforce) has been placing military officers and senior NCOs for decades. They specialize in engineering, operations, and management positions and have deep relationships with Fortune 500 companies that actively recruit veterans.

Bradley-Morris / RecruitMilitary is one of the largest military-focused recruiting firms in the country. They host veteran career fairs, maintain a large job board of military-friendly employers, and offer direct placement services for transitioning service members.

Orion Talent focuses on placing junior military officers and technical enlisted personnel into manufacturing, engineering, field service, and operations roles. Their model includes interview preparation, company research, and ongoing support through the hiring process.

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Cameron-Brooks works specifically with military officers transitioning to business careers. Their process is highly selective and includes extensive preparation, but their placement rates and starting salaries for candidates are consistently strong.

Hire Heroes USA is a nonprofit that provides free career coaching, resume writing, and job placement assistance to veterans and military spouses. While not a staffing firm in the traditional sense, they connect veterans directly with employer partners and offer one-on-one career support throughout the transition process.

These firms are not the only option — many general staffing firms like Robert Half, Randstad, and ManpowerGroup also have veteran-specific programs or recruiters who specialize in military talent. The key is finding recruiters who understand your military background and have relationships with employers in your target industry. Ask other veterans in your network which recruiting firms helped them — personal referrals are the most reliable way to find a good recruiter.

Also see best job boards for veterans and salary negotiation scripts.

Related: How veterans actually get hired on LinkedIn and the complete military resume guide for 2026.

Browse openings: Search veteran-friendly job postings on the BMR Job Board.