Be well prepared when a headhunter comes calling
Be well prepared when a headhunter comes calling
Pri Notowidigdo, The Amrop Hever Group, Global Executive Search,
(jakarta@amrophever.com)
How would you react to a call from a headhunter, the popular
name for an executive search consultant?
He offers you an opportunity to be CEO of an American-based
high-tech company in Jakarta.
As CEO, your initial task would be to start up the company's
operations in Indonesia. Your objective would be to develop a
significant market share in Indonesia. You feel flattered by the
offer. Yet you feel hesitant in talking to this total stranger on
the telephone as he seems to already know your background.
What are the key issues for you to consider here? Just to name
a few: complacency, a false sense of security and rapid change.
You may be relatively complacent in that things seem to have
fallen into place in your career. You feel secure about life.
Yet, there is no certainty in life.
Business is changing so fast that the job you love may be
entirely different tomorrow. You must begin to actively manage
your career as you cannot depend on your employer to chart out
your professional development.
The call, in effect, provides an opportunity for you to
reassess what's important in your life and what you want to do
with the rest of your life.
From a business perspective, talking with a headhunter can
broaden your business contacts. Moreover, a headhunter is likely
to give you useful information on what's happening in the market.
How do you deal with a headhunter's call?
1. Talk to the headhunter and regard the call positively as a
business opportunity.
2. Be sure, though, to assess his qualifications as a
recruitment professional by asking him questions such as: How did
you get my name? How long have you been in the business? Do you
specialize in any industry? Are you the only one conducting this
search for your client? This is to avoid your resume being
circulated by a contingency recruiter without your knowledge.
This is opposed to dealing with a qualified search consultant who
is normally hired by a corporate client on a retained fee basis.
3. Be honest with him, but don't tell him everything about
yourself over the telephone. If he asks you to meet with him, a
face-to-face meeting will enable you to better assess his
character and professional qualifications. Moreover, this will
indicate how serious he regards your qualifications and fit for
the position in question.
4. Listen carefully and ask questions about the client, the
company, the scope of the job, and career development prospects.
5. Getting your resume into the database will also enhance
your future prospects.
6. If you do get a job offer from his client, be careful.
Don't be complacent. Don't assume that the recruiter and his
client know what's best for your career. Get more detailed
information from him or through other sources. In the end, it's
your decision.
If you have not received a call from a headhunter, you might
have the right qualifications, but you may just not be visible
enough.
Have you ever managed an organization? Have you marketed a
product or service successfully? Have you accomplished something
significant? If you answer "yes", then you will likely get a call
in the future. Building a good professional reputation is a key
determining factor.
Developing and maintaining good relationships with colleagues,
subordinates, clients and even competitors provides a good base
for professional development and exposure.
Gaining visibility through writing articles, conducting public
seminars and being active in professional associations will also
reinforce your reputation and enhance your public image as a
professional.
So, when a headhunter calls, be prepared.