How to get the best from a headhunter

Abstract

Professionals in all fields should be aware that they may be approached at some time by headhunters. Headhunting is used not only for finding and placing executive-level staff but in other situations, including the finding of a replacement for an incumbent not aware they are about to be replaced, or seeking people in conditions where there is a very limited supply of highly specialized and qualified individuals. People targeted by headhunters should be aware of the approaches used by them, including: networking with contacts; tracking developments in industries; and maintaining an up-to-date database of exceptional people. Useful advice is provided for people who wish to prepare themselves for an approach by headhunters. The discussion focuses on: how the candidate should respond to the first call by the headhunter; how to deal with the headhunter during the initial contact and early discussions, with a list of some useful discussion points for this stage; how candidates can determine how marketable they are; the intangible qualities that the headhunter is seeking; what the candidate should look for in a good headhunter; and the importance for the candidate of finding out about the job offered by searching a wide range of information sources. The article concludes with a warning against using the approach by a headhunter as a means of negotiating with an existing employer.