What should you do if a headhunter comes knocking? Well, why not open the door? As they say, opportunities come only once. Twice if you're lucky, but seldom more. You may be on your way up the corporate ladder, so be sure to your best foot forward!

By Pamela Almeda

Headhunters specialise on searching for the right candidate to match the human resource requirements of a company or firm. They normally go through back channels that are nevertheless a part of a company’s HR department. This means that they often deal directly with the decision maker, the hiring manager who knows exactly who he or she is looking for. A headhunter is usually knowledgeable about industry standards, and is thus able to negotiate deals that are mutually beneficial to both parties – the candidate and the hiring company.

More often than not, companies which acquire the services of headhunting firms are looking for highly qualified, experienced and top performing candidates to fill their vacancies. So, if you have less than 2 years of experience in a respective industry, it’ll still be too early for you to be headhunted.

On the other hand, holders of middle to senior level positions are more likely to be probed by headhunters. In essence, the headhunter becomes the ‘middle man’ negotiating for the hiring company. Moreover, he or she may also voice out the prospective candidate’s views, wants or expectations. In exchange for these services, headhunters get a percentage of the successful candidate’s remuneration from the hiring company. In general, the successful candidate does not need to pay the headhunter.

The headhunting process
Below are the basic steps in the headhunting process and the corresponding pro-active actions that would be beneficial for you.

1. Touching base
This is the first phone call you’ve received from the headhunter. Your name was most likely found in a database of workers from your industry. Verification of information will be the headhunter’s primary goal at this stage. He simply wants to confirm that you are qualified for the job.

No matter how bad your day may have started, remember to be courteous and pleasant. You don’t want to give a bad impression by putting on a haughty, unaccommodating or moody voice. Moreover, don’t be surprised if the headhunter starts probing you about other colleagues that may fit his requirements. Use your discretion when sharing such information – be careful that you do not reveal sensitive issues or private matters that your colleagues would not wish to share.

2. First encounter
In most cases the headhunter will not be satisfied with phone conversations alone and would invite you to a face-to-face meeting. In this case, he will not only be verifying your educational achievements, current income and job scope, but will also further investigate your character and personality.

By agreeing to meet the headhunter, you are giving the signal that you are interested in the position. Hence, put your best presentation skills forward and be prepared to answer questions as seemingly trivial as your social life or hobbies. Basically, get ready to share yourself, keeping in mind that you are being assessed.

Remember to always put yourself in good light but never ever lie about anything. You may want to find out more about the job scope and the responsibilities attached to the position, the company’s culture or environment, or even the direction the company will be taking in the near future. A good headhunter is expected to know what to say. If you have concerns, say it without sounding too demanding. Remain professional at all times. Sometimes, you will be invited for a second meeting to discuss an offer but don’t fret if he does not because you may have been directed to the hiring company instead.

3. Making the short-list
Headhunters may choose a few, say 3 candidates, to present to the hiring firm. If you have been short-listed, prepare to meet your prospective employer. The hiring company will assess you personally and may negotiate with you directly. Just because you’ve passed the headhunter’s “tests” does not mean you can afford to be lax. Research the company and, if possible, find out more about the interviewer. Bring in smart questions that will also give you an opportunity to share more about your ability to fill in their requirements. Note that the person you are talking to is actually the decision maker. So listen and respond the best way you can.

4. Job offer
After negotiations with the employer or the headhunter, you will receive a job offer. Ask yourself if this is really where you want to go, if you are certain that now is the time to inform your present company of the job offer and your intentions to move on.

5. Dedding on counter-offers
Assuming that you are good, which is most likely the case for headhunted individuals, your present company will give you a counter-offer. In these later stages, the headhunter steps in again to negotiate with you. Assess all factors that are important to you and evaluate your vision in terms of your career path. Decide from there.

Catching the headhunter's attention
Now, if you are sitting there wondering why you’ve not been approached before, you may want to do some research on headhunting firms that service your desired companies. From there, you can drop them your detailed curriculum vitae. Be careful though, because your résumé usually won’t go through their kind perusal – most of them get scanned for 2 seconds before being thrown away. If you really want to be noticed, think of more creative and less intrusive ways of making yourself known.

I strongly suggest that you concentrate your energies in working out a good name for yourself. This entails having a good reputation as a key player in your specific industry. Headhunters do their own research and they are aware of high-flyers who matter in your field. Don’t you want to be one of them?

The advantage of becoming one of the ‘rare breed’ is that you have the power to negotiate. Knowing what you want and being able to communicate it professionally will work in your favour. Headhunters will be able to sense that you know what you are doing. Besides they are constantly in the loop with regards to industry standards and employers who finally find what they are looking for would not think twice about giving you extra incentive to join them.

If you work smart and work hard, people will surely notice. So once you’ve received that call from a headhunter, be flattered and maintain your composure. Assessment begins the moment you lift the phone and say “hello”. Good luck!

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