If a headhunter calls ... be positive

SSM Consulting, Jakarta

Pursuing multiple approaches when looking for new employment opportunities can be done in a variety of ways, one of them through headhunting firms.

Although the headhunting business is nothing new at all, many executives, unfortunately, have no idea what the headhunting firms -- simply call them headhunters -- do or how to deal with them.

Before we discuss any further how to handle approaches from headhunters, we would like to share with you some crucial information about the headhunting business itself.

Headhunters have one key point in common: their fees are always paid by the company that hires them to find a suitable individual -- usually referred to as the client -- and not by the employee. And, for genuine headhunters, the positions they are searching for are at senior executive level, with an exclusive contract with the client to find an individual.

If you receive a call from a headhunter, simply listen, as there might be several possible reasons for approaching you. First, to create business with your firm; second, to check a reference; third, to approach you as a prospective candidate for their client, as we are discussing now. So, if you receive any such calls from headhunters, be positive, since it indicates that they have identified you as someone who might fit one of their search assignments.

Using this approach, the chances of being placed by headhunters who contact you are much higher than if you contact them. Being presented to a client by a headhunter makes you stand out from the crowd of other resumes. But please bear in mind that you do not become a potential candidate until the headhunter has made a preliminary evaluation of your suitability for the position they're trying to fill. It means that headhunters, generally, cannot place individuals who are changing career because their clients almost always ask them to identify and recommend individuals who already have the relevant experience and background for the vacant position.

Additionally, headhunters should win your interest in the preliminary evaluation process. By missing one of these two points, you could not be considered as a candidate for the vacant position.

At the preliminary evaluation by headhunters, you can use the session as an opportunity to put several matters for consideration, such as your current situation, your career plans, etc.

Be honest regarding your remuneration package, the number of headhunting firms you are actively dealing with and other companies you have had interviews with too. Avoid aggressively interrogating headhunters, pushing them to let you know about the client's identity and details of the package.

Instead, ask them questions about their client's market, objectives and culture. Good headhunters will provide you further information about their client upon preevaluation and will seek your permission before forwarding your profile to their client.

After being sent on an interview with a prospective company, contact the headhunter as soon as possible to give them news. This shows your level of interest in the process and the position you are considering.

Do keep your resume up to date and be available to answer questions and provide information, even if you're not actively engaged in a job search. Don't forget to add your latest accomplishments and create a resume that reflects your current capabilities.

It's a different story if you're not interested in headhunters' proposals. Be open and say so early on, stating your reasons. You will gain credit for honesty, and they'll get a positive impression of you. Or you could politely give them a description of what you're looking for in your next move, and when. Who knows, this way a career opening might present itself to you later on.

You should remember that the entire search process carried out by headhunters is extremely confidential. You have nothing to lose and everything to gain. There is no obligation for you to accept a position unless you think it's the right time for you to make a career move. Anyhow, headhunters, when used properly, can provide you a window into alternative career opportunities.