How To Handle Headhunters - Part 2
March 26th, 2006Last week, we discussed some basic things you need to know about recruiters and specifically how to handle the first call from the recruiter. Today, we discuss the key questions to ask them, as well as how to address their specific request. Additionally, we discuss what you can do to maintain a good relationship with them going forward. Would it surprise you that it looks a lot like maintaining ANY relationship?
We’ve also included on the website an Executive Recruiter Cheat Sheet. Print this sheet out and keep it handy in your desk … it will help you remember how to handle that initial call (what to say, what to ask) and assist you in ensuring that the first call from the recruiter isn’t the LAST call. You’ll find the cheat sheet here.
Join in and discuss this topic in the discussion boards here.
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March 28th, 2006 at 6:32 am
Mark/Mike,
Great series on how to deal with headhunters. It made me very aware of how little I know about properly interviewing (20 years in the military has a lot to do with that…never got any practice).
I will be very interested in your interviewing podcasts. I’d almost say I’ll take them regardless of cost but will have to see what the budget will allow. As I get ready to transition to post-military work I definitely need to learn how to interview. Based on everything I’ve heard from you, your interview material will be very good.
Keep up the very high-quality work.
Regards,
Curtis
ps. where do you suggest posting a question/discussion on corporate loyalty?
March 30th, 2006 at 11:46 pm
Curtis-
Sorry this took so long - I had to get some technical coaching from Mike.
First, for your corporate loyalty thread, I’ve created a forum on the discussion boards called “Careers”. If you click on it, there’s no threads yet, but there’s a place to create one. Call it “corporate loyalty”, and then post your comment or question.
We’ve been asking questions of some folks about pricing. Suppose there were 15 podcasts, all about interviewing, resumes… the whole deal, start to finish. The casts would be yours forever, and you would be able to make cds to listen in the car, though of course only for your personal use. We’re thinking $149.00 for it. Is that do-able?
I look forward to your post and your answer.
Thanks for the kind words!
Mark
April 1st, 2006 at 8:54 am
Dear Mark, dear Michael,
I found your show by chance under the iTunes website. I am regular listener to your show. I find the stuff you are discussing highly interesting and easy to be used. As I am working for an American Company in Germany knowing the behaviour is key.
Since the beginning of this year I am heading a Key Account Manangement team of 11 people and I am regularly applying the tips and methods presented in the show.
1:1s absolutely work out. The team members rely on their time with me. Great stuff!
Dealing with recruiters is interesting as well. Like you said, you never know when you are going to need them!
Michael, I understood from some of your comments that your are privat pilot and a flight instructor. Is that correct? In my spare time I am teaching flying myself in a local Aero-Club.
All the best and thnk you for sharing your knowledge and experience with us out there.
Best regards
Volker Abend
April 1st, 2006 at 2:00 pm
Volker,
I am a private pilot, love flying, and don’t get to fly nearly as often as I’d like (I have a Bonanza A-36 that is a dream to fly). Although I can see how my comments would be construed as such, I am not a flight instructor. I think I’d enjoy it greatly; perhaps in my retirement!
Thanks for the kind feedback on the shows … and now I know that my flying analogies won’t go completely to waste!
best regards,
Mike
April 1st, 2006 at 2:40 pm
Volker-
Thanks for your kind note! We’re glad you’re benefitting from the shows…. you’re why we’re doing this.
Mark
April 3rd, 2006 at 1:58 am
First, thanks so much for the podcast. It’s really helped me grow as a manager. This podcast showed just how horribly I had performed when I got contacted by a headhunter; I was confused and defensive. Now that I’ve a better idea of what they expect and what I can expect, I imagine further dealings (if I’ve not been blackballed already) will be much smoother.
April 3rd, 2006 at 12:19 pm
Protobofh-
Thanks so much for the kind words!
Don’t worry about being blackballed. First, recruiters don’t do a good job of talking to each other about each less than great call they have, and they understand about first calls.
Second, the great equlaizer is performance. If you do well, every recruiter will be HAPPY to talk to you, because they generally know better than to totally conflate the process with your value as an executive.
Glad we helped!
Mark
April 15th, 2006 at 10:07 am
Hi,
I really love to listen to your podcasts, so thank you for the opportunity you are giving to me to grow in my way of managing people and business.
Regarding head hunters and recruting, what is your opinion (and the opinion of the other listeners too) in how to deal the following situation.
I was “redundant” in my previous job last Jan. So I start to sent my CV to some Head Hunters. Anyway being my former the position not so interesting anymore I was already looking for other opportunities for this reason I found a new position in few days, and now I am in charge for a very important and challenging project in a good environment.
Today I received a call (left on my answering machine) from one of these Head Hunters, looking for a Business Unit director (no other info where left).
What should I do? Because I want to know more about this opportunity I would like to meet them, but how much should I tell them in advance about my present working situation. Can you help me to reframe?
Thank you for your help.
Greetings from Italy.
Vadim
April 15th, 2006 at 1:35 pm
Vadim-
Thanks for listening and for your kind comments. Glad we’re helping.
What I would do is call them back and simply explain that (a) you’re in a new role that you really like, but (b) you would be willing to listen (because you always should be), and (c) regardless of what happens, you’d want to potentially stay in touch, depending upon how the relationship develops.
Pretty simple! There’s nothing wrong or bad about what happened. The only issue is that it is generally looked down upon (not considered respectable) to leave a position too soon after you have gotten it. If you’ve only been there 90-180 days, and you still like it, I would strongly recommend you NOT leave, even if the other opportunity sounds wonderful. Mostly that’s out of professionalism, and partially out of realization that ANY opportunity sounds better coming from someone trying to fill it.
Hope this helps. It’s a privilege to be asked.
Mark
April 22nd, 2006 at 3:03 am
Dear Michael, dear Mark,
as a regular listener from Europe I’d like to find out if your planning a show on cultural differences when dealing with people coming from other countries than the USA?
From own experience I can tell that this becomes regular challenge in a globlized world.
Best regards
Volker Abend
April 22nd, 2006 at 6:02 pm
Volker-
Ja. We have several shows queud about this issue. Cross-cultural communication is becoming ever more common, and the trend will accelerate.
Mark
August 3rd, 2006 at 4:31 pm
Did everything wrong and didn’t even know it. Thanks!
August 3rd, 2006 at 7:27 pm
Dubya-
You are not alone.
Our pleasure.
Mark
October 15th, 2006 at 11:16 pm
[…] How To Handle Headhunters - Part 2Last week, we discussed some basic things you need to know about recruiters and specifically how to handle the first call from the recruiter. Today, we discuss the key questions to ask them, as well as how to address their specific request. Additionally, we discuss what you can do to maintain a good relationship with them going forward. Would it surprise you that it looks a lot like maintaining ANY relationship? […]
January 18th, 2007 at 12:34 pm
Dear Sirs,
I enjoyed the podcast on headhunters and was interested in the collection of podcasts you mentioned that will/may be for sale on interviewing. How would I go about acquiring these casts. Thank you.
Regards,
Georges
January 18th, 2007 at 1:07 pm
Georges-
If you are a registered member, you will be getting an email at some point soon, with all the information you need to purchase. Further, we’ll blog about it too.
Thanks for the kind words, too.
Mark
June 18th, 2007 at 5:18 pm
CONSUMER ALERT! (i.e. Soap - box ahead!): Mike, Mark and MTers, on Friday of last week I received a call from an executive recruiter with an engineering manager position in Atlanta. Unfortunately I broke rule #1 to call him back the same day. But since that was the case, I used the time over the weekend to print out listen to these two excellent pod casts on the subject to refresh my memory. I also printed the cheat sheet.
To protect the innocent, all I’ll say is the recruiters’ first name is Alan and he is from the Richmond Group. In the voicemail he left on Friday, he stated that the company he represented was looking for an engineering manger. This excited me, because I think management is the next step for my career, and after listening to these pod casts, I’ll do a great job at it. And to top it off, he said that I was referred by someone. This really got my attention. What an honor to be recommended in this way. [I’ll return to this point.]
B.L.U.F. we got no where. Here’s why:
This afternoon, I gave the recruiter a call. First, he told me some ear candy about how the company has been around for 26 years, they make digital surveillance equipment, etc. He explained that 53% of their business is through OEM. Then he said “Tell me about you.” So I proceeded to give some background info on my current position. [Note, that at this point I still don’t have the company name, address, or anything of substance].
Next he asked, “What is your current compensation.” Alarm bells should be ringing now for you MTers!
I said that I’d rather not share that at this point. At that point the conversation changed, like night and day. He asked why, I was hesitant to give him my salary. At that point, I repeated word for word, what Mike and Mark said in this pod cast: When he asked me why I wouldn’t give him my salary, I said, “ At this point in the conversation, I don’t have the companies name, I don’t know anything about you except your name and number…you could be one of our competitors trying to obtain privileged information about my present employer.” For those of you who have listened to this set of pod casts, this should sound very familiar. He then asked what I would expect from a compensation stand point from an employer. To that I basically responded that I wanted a fair offer that is competitive with an engineering manager of my years of experience, but it would definitely be a negotiation process once an offer is on the table.
Alan then went on to explain how he worked for “both” the company and the candidate [of which I disagreed]. He also said that basically, if I did not give him my salary we couldn’t proceed in the conversation.
But before I hung up, I asked him for the one who recommended me to him. He shuffled some papers and then skirted around saying that he couldn’t find the one who recommended me and basically hung up on me. I called back and asked again directly, because I truly though it was a mistake. He said that he did not have the information.
That is what irked me more than anything…in this age of Outlook and PDAs and all of the other great tools we have for maintaining relationships, for him to say that he didn’t have the information of the one who referred me is inexcusable. Especially since he is in the business of relationships.
So, Alan, if you are reading this, good luck finding an engineering manger. Also, if you are reading this, you need to listen to the podcast again.
Fellow MTers, if you get a call from the Richmond group, you might as well not bother, because you won’t get anywhere, if you follow Mark and Mike’s suggestions about the sanctity of your personal information. Also, if any of you whom I’ve met through this community were the one that recommended me, I’d like to take this opportunity to thank you. Thank you.
Mark and Mike. Thank you. You’re doing a great service to this community.
Best wishes, Glynn Newby.
June 22nd, 2007 at 5:45 pm
Glynn-
CLASSIC story! Thanks for taking the time to share. Alas, recruiters aren’t always as professional as we would like, and having a professional response to them increases the chances that you will filter out the ones that you don’t want a relationship with. There are great ones, though…and they like professionals.
Mark