Propeo Executive Search - Handling Headhunter Calls

Propeo Executive Search

How should you handle an approach from a headhunter?

Here are some straight-talking pointers from people in the business...

If you receive a call from an executive search professional or 'headhunter', it might be for one of three reasons...

	To seek business from your firm
	To check a reference
	To approach you about an opportunity

We are here dealing only with the latter case.

Firstly, let's understand the consultant's objective. Most often it is to engage in a conversation with a professional that will lead to an understanding of that person's career background and future career plans.

Therefore, every interaction you have with a search consultant has the potential to be beneficial to you, in either the short term or the longer term. In the highly competitive market of today, carefully managing your interactions with good executive search people could be said to be a smart survival strategy.

Provided that the consultant comes across as businesslike and sensitive to possible constraints on your ability to have such a discussion at this time, then as a general rule, you should take the time to have a conversation.

It is in your interests to be helpful and responsive in the conversation. You should be candid and direct about your experience and your objectives.

The consultant should be able to provide you with enough of a description of the opportunity to enable you to decide if it's in your strike zone. Don't push for the identity of the client. Instead ask good questions about their markets, their objectives, and their culture. With regard to package, you may seek some sense of the range, but do also realize that companies will often give the search firm a range which can be very broad, and many will base their offer on what you are able to communicate as your value.

If you are not interested...

Say so early on, and state why. This will gain you credits for honesty, and you will leave a positive impression. Clever people then take the opportunity to give the consultant a precise description of what they are looking for in their next move, and when. This may come back in the form of a career opening later on.

Some reasons why you might want to talk to a search firm

	You might create a positive impression of you in the mind of someone who could help your career in the longer term
	You might receive some advice on developing your career strategies

	You might learn of new things that are happening in your sector
	You might learn of a position that suits a friend or associate who is seeking a new position
	You might learn of a competent search firm that might be able to find good people for you at some stage
	You might learn of an opportunity that is perfect for you!

Things not to do..

	Don't attempt to aggressively interrogate the consultant, pushing for the identity of the client and details of the package. You will find yourself quickly de-selected from the field of possible candidates. Why? Because you will have failed to demonstrate any appreciation of the consultant's need to get some impression of you, or of the client's need for initial enquiries to be subtle and discreet.
	Don't string the consultant along. This is very upsetting for them and you will only ever get the chance to do it once!
	Don't attempt to use the approach to orchestrate a counter-offer from your current employer, so you get a pay rise. This is a dangerous game, and the odds of it working out are not good.
	Don't let your normal business standards slip at any stage in the process. An assumption will be made that this is how you act in your everyday dealings, and it's all over.

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