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What to do when the headhunter calls you

You're sitting at home watching the evening news on TV when the telephone rings. The individual on the other end of the line identifies himself as an executive search consultant and indicates that he'd like to talk to you about a "career opportunity" that could be attractive to you.

He's a "headhunter" and the head he's hunting could be yours!

This scenario is acted out on a daily basis thousands of times across the United States. Executive search firms are engaged by their client companies to find talent -- and this they do. They're not employment agencies, and you can't hire them to find you a job. They're not personal employment consultants, and you can't get them to counsel with you on a personal employment strategy. Still, if you develop a good relationship with a capable search firm, it could be one of the wisest things you've ever done, career-wise.

Just exactly who are these "headhunters," anyway? In a nutshell, they represent firms that are engaged by employers to find critical talent. Usually these firms seek only professional people to fill executive, technical or high-level administrative positions.

How are headhunters compensated? They are paid by their client companies. Regardless of the form of payment, all bona fide search firms are compensated by employers, not candidates for employment.

How does a headhunter get your name and contact information? Most search firms maintain an extensive database of potential candidates. It is this computerized listing that usually is turned to first when a search begins.

Sometimes the search firm will use well-developed networks to find names, calling people who are in your business for recommendations. The firm might even call "source" companies and find out the names of people in key related positions. What is a "source" company? Any company that does not do business with the search firm! All ethical search firms maintain a "hands-off" policy with respect to their clients' employees, and will never directly solicit them to go to work for other competing companies.

Search firms also develop potential candidates through professional association membership lists, and by enlisting the aid of other search firms who might be members of a consortium that has agreed to "split fees" among its cooperating members.

Should you listen to what a headhunter has to say? In almost all cases, the answer is yes. You don't have much to lose, and maybe a lot to gain. Here's your risk/reward ratio in a nutshell: by listening to and cooperating with the search consultant, the most you may have to lose is a few hours of your time considering the opportunity. What you may have to gain might be a more satisfying job, a more compatible company, potentially greater long-range opportunity, and usually, higher compensation. At the very least, you will have established a relationship with a search firm that might be inclined to call you again in the future, even if this particular opportunity is not right for you.

So what should you do when the headhunter calls? In a few words, listen and evaluate the opportunity mentioned. Be honest and forthright. Your telephone conversation will be treated in confidence, so questions about experience, education and compensation should be answered truthfully and without equivocation.

Most headhunters will not spend much time with you if you are evasive, thinking that you must have something to hide.

You should certainly ask questions, and within the bounds of client confidentiality, the search agent should be able to answer the elementary ones -- the nature of the job, its title, the type of company, an approximate salary range, to whom the job reports, the financial and strategic situation of the company, etc. It is only by listening, responding, and asking questions that you will find out what YOU need to know: is this job worth considering as a strategic career move?

Is a ésumé necessary? You bet. Typically, the next step will be for the search firm to "introduce" you to its client company. Usually, the headhunter will want to make comments about you, gleaned either from a telephone interview or an in-person interview. He or she will usually fax your résumé, along with those comments, to the client company. From that point on, the ball is in the hiring company's court.

Remember that you cannot make a decision unless you consider what the headhunter has to say in the initial contact. If you don't listen and talk, a great career opportunity may go to someone else.

That headhunter on the telephone may be presenting you the opportunity for your next strategic move!

John L. Marshall is executive vice president and chief operating officer at Fishel HR Associates, Phoenix, an executive search and human resources consulting firm.

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