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How to get headhunted
The Executive Recruitment or Executive Search industry (we don't think that they really like it being called headhunting anymore but old habits die hard!) is quite fragmented, and necessarily secretive, making it difficult to create a definitive picture. If you don't have any experience of how headhunting works please read on.
There are some huge Executive Search firms operating across the globe like Korn Ferry and Spencer Stuart, and very, very many small ones. Some just operate on their own or with just a couple of partners.
You will find a good selection in the job hunting sites section under Executive Recruitment - the Executive Grapevine Top 10 from the last two years, and others we know well.
How does Executive Search work?
- When Executive Recruitment Consultants are searching to fill a post, the appropriate selection of candidates for a short list needs to be tracked down as rapidly as possible. Some of them have databases to review (computers or little black books!), many will start researching from scratch. Even if there really is only one person for the job, they always need a Plan B. The targeted candidate could turn them down, and it may also be necessary to maintain the appearence of fairness to have a balanced selection to choose from. This is one of the reasons why the process can take quite a long time, and also why some candidates get fed up and withdraw. Naturally, they are paid quite substantial amounts of money for this by their clients, therefore, all problems are considered surmountable.
- Sometimes a client puts an assignment out with a couple of Executive Search firms to spread the net more widely. The recruiters aren't delighted by this and it isn't ideal for the candidate either. It can be quite embarrassing if you are approached by two companies about the same job and it is harder to get feedback on your chances of success. Always ask if the firm is the only one handling the assignment. Sometimes the recruiters are retained exclusively to fill all of a particular firms top jobs. They get to know the client, arguably they can recruit against a more informed specification and are better equipped to sell the job, with all of it's challenges and opportunities, to the best candidates.
- Few, however, live in such an enlightened Utopia, so firms compete hard with their rivals to prove that they understand an industry or sector better than anyone else. Some of the better consultants have actually worked in the industry or discipline they operate in before moving into recruitment. It doesn't take long to sort the sheep from the goats when you start talking to them!
- Just like any other profession, there are some great recruiters out there, real professionals and others who, frankly, should be doing something else. We recommend that you visit the websites of their Associations in the directory below. The AESC (Association of Executive Search Consultants) site is particularly good and contains a candidate charter.
How to get Headhunted
- Some consultancies allow you to register your CV with them speculatively. Once registered, you may be able to review their industry research, salary surveys or browse their current assignments online. You can then put yourself forward for consideration but it doesn't mean that you will be short-listed or ever hear another word from them. Some consultancies will invite you in for a chat if you register your CV so that they can give you the once-over, put a few notes on your record etc. If you're lucky, that may result in them contacting you about a real assignment. More often, however, you just have to wait until they find you - that's why they call it a search!
- Some vacancies are advertised, usually in the quality press, often only online, many others are not. It is hard to pin down a reliable number but some say up to 70% of the top jobs are never advertised. Whether you can put your own hand up to apply, or you will be actively sought out, can be a bit of a lottery.
- If you've never had an unsolicited call from a head hunter before, it can seem flattering or even make you feel a little uneasy. They will usually be very discreet about leaving their name if your call goes to answerphone, and ensure that you can arrange to talk freely. You never know who may be listening to your calls or monitoring your email. Discretion works both ways, so make sure you don't use company email or telephones if you don't want anyone to know about your job hunting activity.
- Even if you're not interested in moving, few people can resist calling them back. If you don't know how they got your name, it is very unlikely that they will tell you. It is considered very bad form to reveal your sources, however, someone who knows you, or knows of you, may have offered up your name. It could even be the client.
- The top recruiters often have research assistants working for them. The good ones will find out your details via your company's switchboard operators, look through membership directories, scour conference schedules for keynote speakers, look at press cuttings and so on. The list is endless. This should give you some clues as to how to scent your trail. If you don't network, you don't register with agencies, you don't talk to or make the press, you don't attend or speak at events, it doesn't matter how great you are, they won't find you!
- Depending on the job, it may or may not matter whether you are currently in employment or not. If you have been made redundant, or you have been working overseas, perhaps even gone into semi-retirement, it is easy to fall off the recruitment radar. Some clients will absolutely insist that they will only consider candidates if they are currently employed in a high profile or similar role. Hiring is a very risky business. If they think an appointment might not impress shareholders, colleagues, employees or customers you'll never make the list, even if the recruiter likes you. You may be so powerful, well known, or well thought of, that you can overcome this, however, it is fairly rare. Barbara Cassani went from being the former Chief Executive of Go! to heading up our Olympic bid, but that is not an everyday tale.
- Remember - if you want to be headhunted, make sure that you scent your trail carefully!
During the Executive Search process
- The process for getting top executive jobs can be really long and tedious.
- If they really want you they should give you decent briefings about the role (many don't or you'll find it is only half the story you need to know), they should be able to tell you about the process - how many interviews, with whom, details of any personality or intelligence testing they expect you to participate in and so on.
- You may have really liked the recruitment consultant when you agreed to consider running for the post, however, the client personnel who interview you may be quite another kettle of fish.
- Interviews are a two way process and many employers fail to recognise this - it is important that both parties treat oneanother with respect - you never know who else they know or how word might get around about a particular employer being bad news.
- Be careful out there. You may have all the skills and the contacts to do a great job for them, but at a certain level it is more about the chemistry that you have with the leaders and employees of the organisation. If you feel no affinity for their culture or values, it is unlikely that you will be happy or stay for very long.
- Ask around and do your homework on employers. It is so easy to do on the internet these days.
Job Offers
- It is in your interest, and that of the consultant, to secure as advantageous a package as possible.
- If you can't get them to budge on salary, see what you can do on the benefits package or bonus.
- Don't accept a package that you aren't happy with because you'll be stuck with it for a while.
- If you lie about how much you get paid now, they will find out soon enough when they see your P45 but you should get paid what they think you and the job are worth, not just some arbitrary percentage on top of what your old employer is paying you. If everyone carried on like that you'd never get a decent package!
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