The Black Enterprise executive recruiter directory: a listing of the nation's black-owned executive recruitment firms

Black Enterprise, Feb, 1995 by Tariq K. Muhammad

IN THIS ERA OF CORPORATE downsizing and restructuring, the demand for experienced and talented executives has increased. This demand, combined with the push for ethnic diversity in the ranks of corporate America, has benefited many blackowned search firms. The majority of such firms that responded to BE's latest survey reported an increase in revenues since 1993.

However, as in previous years, blackowned executive search firms are finding it difficult to land retainer assignments with major corporations. Clients on retainer pay the executive search firm whether a candidate is hired or not. Kevin L. Smith of Excel Executive Recruiters says, "It is difficult to maintain financial stability in the lean times if you don't have any clients on retainer."

Having a firm on long-term retainer eliminates the possibility of the company reneging on a placement after a search has been conducted. This protects the recruiter from losses of time, money and effort on search assignments. For the small executive search firm, such wasted resources can spell disaster.

Such is the dilemma facing many blackowned executive search firms. Eral Burks, president of Minority Executive Search Inc., is no stranger to the pitfalls of the industry. He once expended more than $8,000 on a search, only to be told later that the company he'd done the search for was no longer looking to fill the position.

After licking his wounds, Burks resolved to create a "win/win" situation out of the contingency/retainer dilemma. After analyzing his firm's fee structure, he devised a new form of payment that would offset the risks involved in contingency placements: the commitment-modified retainer (CMR). The CMR allows for a cross between a contingency- and a retainer-based search. Clients award search assignments and commit to the expense of the search, but are not obligated to pay any of the usual fees until a candidate is hired.

The CMR benefits both the search firm and the client. The client is free from the obligation of having to pay the typical retainer fee of one-third upon assignment, one-third after 30 days and one-third upon placement of the candidate. The search firm avoids the possibility of conducting an unpaid search. The CMR has been so effective that it has helped Minority Executive Search to increase its gross revenues for 1994 to nearly double those of 1993.

The outlook for black-owned search firms continues to be positive, as change in the corporate environment remains a constant in the 1990s. Black-owned search firms will continue to be a resource for companies seeking the best and the brightest management talent.

Following is Be's latest annual listing of black-owned and black-managed executive recruitment firms. This list is compiled to assist executives and companies in producing matchups with bottom-line results for both.

ACES Employment Consultants

P.O. Box 1513 Linden, NJ 07036 908-925-8836

Anita C. Ervin, president. Founded in 1989, ACES recruits executives in the consumer, financial services, legal, manufacturing and environmental industries, among others. Salaries range from $35,000 to $250,000. Sony, CNBC, Time Warner and DuPont-Merck Pharmaceutical are among the firm's clients.

Benford & Associates Inc.

3000 Town Center, Suite 1333 Southfield MI 48075 810-351-0250

Edward A. Benford, manager. Founded in 1989, the firm serves the automotive, food and consumer products industries. Salaries range from $40,000 to more than $150,000. Among the firm's clients are Ford, General Motors, ITT and Clorox.

Carrington Carrington Ltd.

39 S. LaSalle St., Suite 1125 Chicago, IL 60603-1557 312-606-0015

Marian and Willie Carrington, owners. Founded in 1979, the firm serves industries in the financial, health care, telecommunications, transportation and higher education areas. Salaries range from $75,000 to $250,000. Allstate Insurance, Blue Cross/Blue Shield, Ameritech, Freddie Mac and Ryder System are among the firm's clients.

Howard Clark Associates

231 S. White Horse Pike Audubon, NJ 08106 609-467-3725

Howard Clark, president. Founded in 1976, the firm recruits for the manufacturing, service and health care industries. Salaries range from $35,000 to $175,000. Among the firm's clients are ESPN, Meridian Bank, Amway and Blue Cross.

Richard Clarke Associates

P.O. Box 20275 New York, NY 10025-1521 212-222-5600

Richard V. Clarke, president. Founded in 1957, the firm serves all industries. Salaries range from $75,000 to $400,000. Aetna Life and Casualty, Howard University, New York City Transit Authority and Signet Bank are among this firm's clients.

Corporate Plus

3145 Tucker-Norcross Rd, Suite 206 Tucker, GA 30084 404-934-5101

Shawn F. Menefee, managing partner. Founded in 1990, the firm serves the consumer products, telecommunications, insurance, medical, high-tech and pharmaceutical industries. Salaries range from $30,000 to $150,000. Clients include Coca-Cola, Georgia-Pacific and Sprint.

Doleman Enterprises

11160-F South Lakes Dr., Suite 326 Reston, VA 22091 703-742-5454