Table of Contents
Section I Fundamental Facts
1. What is Executive Search?
2. Who Is Executive Search For?
3. How Executive Search Worksâ"An Overview
4. An Inside Look at Search Firms and Their Consultants
Section II Executive Essentials
5. Getting the Headhunter's Attentionâ"Part One
6. Getting the Headhunter's Attentionâ"Part Two
7. What To Do When a Headhunter Calls
8. Handling the First Meeting with a Headhunter
9. Handling the First Meeting with a Prospective Employer
10. Subsequent Meetingâ"Dealing with an Offer
11. For Companies Planning to Use a Search Firmâ"Part One
12. For Companies Planning to Use a Search Firmâ"Part Two
After several meetings, there was no question in the Chairman's mindâ"he wanted this man to be his President. And the candidate was extremely interested in the post. But they were $25,000 apart. After hours of negotiating, the executive still wanted more money. âI'll arm wrestle you for it,â suggested the host. âYou're on,â responded the executive. They rolled up their sleeves, sat down and clasped hands over a $5,000 glass coffee table. Moments into what seemed an equal match, the Chairman said, âIf the money means that much to you, it's yours.â
If you already know a headhunter, you know the unusual extremes some firms will go to get the right person for the jobâ"and how a savvy candidate can pull the right strings to edge out the competition. HOW TO GET A HEADHUNTER TO CALL is the next best thing to having a friend in the executive recruitment business. Howard S. Freedman, a vice-president of Korn/Ferry International, the largest executive search firm in the world, tells you how to make yourself known and sought after by top headhunters. You'll find out how to press a headhunter's âhot buttons.â And you'll discover how to keep recruiters working for youâ"even if you decide not to take the job you're offered.
Full of colorful anecdotes and practical advice, HOW TO GET A HEADHUNTER TO CALL shatters hundreds of job-hunting myths that may have kept you form a better, higher paying position. Better yet, you'll find how to harness the incredible power of this billion-dollar-a-year industry and put it to work for you on your next job search. It's easier than you think to get a headhunter to cut through months of job search âleg work,â open the right doors for your career and whisper the âright' information into your ear before your first interview.
What do you say when a headhunter calls? Freedman tells you how to handle these first contacts, and why they can make or break your career. But, remember, it's what happens after the first call that counts. Play your cards right, and you've got the jobâ"or at least a âsilent partnerâ in the recruitment business who'll keep an eye out for the right position. Make a tactical or diplomatic error, though, an you're on you own next time. You'll discover how to keep the ball rolling, handle meetings with recruiter and employer, do the necessary follow-upâ"and how to win favor by being a reliable source of candidate and market information.