While previous experience is important to understanding key drivers of a business, in reality, the shelf life of market data gained during a search is about six months. Markets change quickly, new competitors emerge, people are promoted, get fired or quit. Previous experience can help establish a recruitment strategy but each search requires a fresh look and an unbiased evaluation of the market.

Another reality of specialization is the law of diminishing returns. The more specialized a recruiter is, the more limited a recruiter's access to the market. We aren't supposed to recruit from our clients.

More important than specialization is the ability to access the market, effectively communicate the opportunity and provide valuable advise and counsel to both the client and candidates throughout the search. The information age has made access almost universal but serving as an effective counselor requires wisdom and knowledge that only experience can provide.