After all, headhunter is not the most flattering term. The best of them thrive on the chase, mining and hunting for the right body to claim a whopping 33.3 percent of a candidate's first-year salary.
No wonder they're impossible to reach. Their theme song is "Don't call us, we'll call you." They mean it too. Nevertheless, search firms aren't unapproachable. Nothing is impossible, not even reaching prima donna headhunters.
If you've mastered the art of working with them, the rewards can be priceless. First, you'll be considered if you match the qualifications of a search on which they're working. Second, they're an incredible information resource. The average search firm has AAA-rated information from key decision makers, running the gamut from trends and salary ranges to the types of information technology used by the leading firms. Once you've established a relationship, they'll share information with you. The more you know, the easier you are to sell.
Hundreds of headhunting firms are scattered across the United States. Confine yourself to a select list that can help you. The best source for a listing of search firms is Jim Kennedy's Directory of Executive Recruiters. It's updated yearly, listing recruiters alphabetically by industry, job function, and geography.
The trick is working your way into the headhunters' network. Here's how to do so.
- Jump when they call. Search professionals enjoy their power. Some gloat in it. Most pull down six-figure salaries; the superstars are in the rarefied seven-figure zone. They thrive on running the show and wielding enormous power. You either play by their rules or you don't play at all. When they call, they expect you to jump. If summoned, don't set conditions or stipulations. Just say, "When, where, and I'll be there." Don't worry about expense. They'll cover all your costs. Money is no object, since they pay for nothing. All expenses are picked up by the client.
Some recruiters have a penchant for meeting applicants in air- ports. I've heard countless stories of applicants flying cross-country for a 20-minute meeting with a recruiter. Other recruiters prefer scheduling early-morning, pre breakfast meetings, and still others relish screening applicants in the back of a limo. Be loose. Whatever the circumstances of the meeting, go with it. Be thankful you were deemed worthy of their priceless time.
- Don't be a pest. Let them discover you. Don't ask for a meeting. Even if you've got incredible credentials, there is no reason for them to call you if they don't have a position you match. Use a little psychology. Successful headhunters love what they do. Along with big bucks and the fast-track lifestyle, they relish the thrill of the chase. So just discovering the talent to match a search is a real high for these folks.
- Stay in touch. The trick to being discovered is staying in touch. The only way to do that is to write headhunters constantly so your credentials are implanted in their brains. Chances are they won't even acknowledge receipt of your letters. But that doesn't mean you've been forgotten. Present yourself well on paper and you'll be put in their database. Guaranteed, your name will come up during the next database search for someone with your experience.
- Straightforward explanation of who you are and the kind of position you want
- Description of your qualifications
- List of your most recent employers, including dates and position titles
Rest assured, when headhunters want you, they'll find you. They're not beyond calling you at home at 1 a.m. if they think you're right for a search. Once you have made the grade and are in a headhunter's good graces, you won't be forgotten. Your patience and professionalism will pay off.
