How To Get The Job You Really
Really Want - Where To Find Jobs - Executive Search / Head Hunters
These operations are slightly different from the
normal run of the mill agency. There is really no mystique about
what they do, but they do seem to be glamourised. There was even a
TV series about head hunters once. However, I can assure you, it is
very rare to see Consultants committing suicide in the gents!
What these agencies do, is tend to work specialised
(vertical or niche) markets. They will have a client base which
they know extremely well, and they will have companies from which
they source applicants.
When they take a job specification from their
clients, it is normally very detailed. They will not only take a
skill set and job description, but also a detailed personality
requirement. They will also ask the client for an in depth overview
of their market, so that they know the competition, and where the
best people in that market are likely to be working.
They will then offer their solution, which is an
Executive Search or as we all know it a Head Hunt. This is how they
go about it!
Having taken the specification, they will then start
researching the market themselves. Getting company brochures,
speaking to competitor companies, and probably spend a day or so
doing this. Having understood the market, they will then get their
research department on the job. Having fully briefed the
researchers on the market and the companies where the target people
work, the researchers will set to work. And this is what they
do....
Having targeted a company as a potential source of
high quality people, they will ring the company up. Now, let's say,
they are looking for top performing photocopier sales people. The
researchers will then call the target company, and pretend to be
carrying out market research (which of course they are, but not for
the reason they state!). They will confirm the information already
received, and knowing in which the area their client wants a
salesman, they will then say something like the following.
"My client is based in Birmingham, should they wish
to pursue this line of enquiry, who would be the salesman to
contact?"
Switchboard or Pre-Sales then gleefully give the name
of the local salesman, thinking they are doing their company a major
service! They probably also send a load of company bumf with the
salesman's business card.
Either next day, or more probably, that evening, the
head hunt consultant will be on the 'phone to the salesman with a
pitch that goes something like this;-
" Hello, my name is Derek Armson, I work for XYZ; We
are an Executive Search company, I understand you are one of the top
salesmen at Acme Copiers; As I am sure you are aware the market for
people such as yourself is very good at the moment, would you be
open to looking at possible opportunities?"
Now, I ask you, who is going to say no?
Hey, you're flattered that they have worked so hard
to find out about you, they've just called you top dog! Most people
when faced with this aituation, seek further information at the very
least. This is because anyone would be flattered by such an
approach. They have done their research, and they know their
client will be interested in your details, so they have a very
strong selling point.
I have to say, that only a very small percentage of
placements are completed in this fashion, but, as the demand for top
skills increases so the demand for the Head Hunters services
increase. If completed properly, this is an excellent way to find a
new job, mainly because you didn't even know you were looking until
you got the call!
Again, most Executive Search Consultants are very
professional, and will not hunt from their own clients. They offer
a confidential service, and are extremely careful when making
contact with you. This type of approach tends to happen in the
higher salary bands, and in areas of skills shortage or specialist
skills.
Once approached, you will be given a very thorough
briefing by the consultant, and finally, if all agreed, your details
will be put before the client. These Consultants charge differently
to straight forward Recruitment Agencies. They will charge 33% of
the fee up front. This is because they complete the research work
which has to be paid for. They then charge a further 33% on
presentation of the candidate short list. By now, they have
completed most of their work. The arranging of interviews etc, is
the "back end" for these people. So, they only charge the final 33%
of the fee on successful placement as opposed to the normal agencies
who work on a success only basis.
Next Section -
Applying For
Jobs - Or Home
|
