Even if you are secure in your job and uninterested, you never know what the future will hold, so do not be abusive, no matter how inconvenient the call or how bad a day you are having. The headhunter may have some truly lucrative opportunities. Even if you aren't interested, you may be able to help out a friend, and you will be making a valuable contact for the future. Be aware, too, that the headhunter may be using the indirect approach. Even if he asks for recommendations, you may be a potential candidate yourself.
Let the headhunter give you as much information as he wants, but don't reveal information about yourself during this first conversation. Ask the headhunter to call you at home, and set a definite time for him to do so. It is much safer and fairer to your employer to discuss a job opportunity from your home. You will have time to organize yourself and decide if you are interested in the position.
When you receive the headhunter's call, your primary objectives are to learn all you can about the job and to find out where the headhunter got your name. There are many sources of your name other than recommendations. The headhunter may even be shooting in the dark, knowing only your name and function. If this is the case, you may have to go through a lengthy qualifying process before being interviewed for a job.
In this telephone interview you should appear neither overly coy nor overly eager. Tell the headhunter that you are doing extremely well in your present position but would be prepared to consider a superior career opportunity. Keep your dignity. Do not "spill your guts" about anything, and make certain that a superior opportunity exists before giving out extensive information about yourself.
If you are not interested in the position, say so and say why. If you know some friends who may be interested, it cannot hurt you to recommend them. Describe a few of your outstanding accomplishments and the kind of job that would appeal to you. But do not send the headhunter a resume or any other information unless you are thinking about leaving your present job and unless a specific opportunity exists.
If you are interested in the position, make certain that the experience and accomplishments you describe fill the requirements. Ask intelligent questions about the job. Use techniques outlined elsewhere in this book for interviews and other steps in the hiring process.
Headhunters do make executive placements, lots of them, or they wouldn't be in business. However, it is a mistake to see a couple of headhunters, then sit back and wait for results. Use headhunters to your advantage in getting a superior job, but remember that they are only one part of your job campaign. They should not be considered the most important part.
What Headhunters Are Looking For and Why
In general, search firms will not be interested in job candidates unless they are currently employed. Most agencies are not concerned with employment status and may even prefer unemployed job hunters, since they feel such candidates are easier to control and will accept a position more readily. This is part of a complex formula that some firms use to determine the greatest probability of filling a position. The formula involves a candidate's willingness to accept a position weighed against his marketability, or what the headhunter perceives to be his strengths and weaknesses. Remember, an agency headhunter usually doesn't get paid unless a candidate is hired. Thus the agency may weight a job hunter's willingness to accept an offer heavier than his marketability to a PE. A search firm, by contrast, usually gets paid whether or not a candidate accepts a position and is in a monopoly position regarding a given search assignment Such a firm will usually consider marketability more important Therefore, if you have established a consultancy to mask your unemployment, you should retain this mask in dealing with a search firm and consider dropping it in dealing with an agency (after you have had a face to face interview with the agency headhunter to assess the situation).
How to Handle Salary Questions from Headhunters
Agencies and search firms will probably request your salary history or at least your current salary. Unless your qualifications are so outstanding that you have no worries about getting a job offer, you will probably have to reveal this information. In most cases, the headhunter will jot down a figure 15 to 20 percent higher than your current earnings as your maximum asking salary.
You may be able to get around this problem by telling the headhunter that you consider your current or previous salary confidential, but that you are prepared to consider a position at a salary of $X. Such an approach is perfectly effective if you are currently underpaid. Most headhunters will accept your asking figure, provided it is not out of line with your responsibility, industry, and other factors related to the job. You can also state your salary in terms of the total compensation you receive. That is, include retirement plans, bonus, and other fringe benefits. Finally, you can include an expected rise in your salary figure. Remember, whenever possible, you should avoid revealing your salary to the headhunter. If you must, give the highest figure you can, consistent with what is paid for the services you are prepared to perform in your industry.
