2. What are we covering today……..
• How to be effective in headhunting
• Different ways of Headhunting and
networking.
• Some important tips.
3. "Knowledge is a process of
piling up facts; wisdom lies
in their simplification."
Hence “simplify” and “apply”
Knowledge
4. Headhunting – Why and When
1. Quality of CVs – Conversion Ratio is higher
2. Niche Skills requirements – When requirement is very specific
3. When competition stiff – Multiple vendors
4. Lead time less
5. Database Poor
6. To target candidates who otherwise may not apply
5. If you have/are -
• Knowledge
• Common Sense in abundance
• Perseverance
• Organised
• Creative
• Good Networking skills
• Confident
You can be a good Headhunter
7. Common Sense
Am I tapping the right industry, the right
people at the right time at the right place?
Am I introducing myself in the right manner
Am I using the right words while making
these calls?
Am I closing the conversation at the
right time?
Am I asking right and to-the-point
questions?
8. Organised
Do I document the relevant
details after every call I
make.Important names and
nos. etc.
Do I document the research
findings for future reference.
Am I able to retrieve the
information whenever I
need them
9. Good networking skills
• Establishing relationships with other
professionals.
• Join associations, talk to new people, talk to
people you know, and to people they know.
• In case, you cannot network openly do it with
with discretion, but do network!
• Remember, just because you've interacted
with someone once does not mean that
you're networking job is done. You must
keep the communication open on a
continual basis.
10. Perseverance
"We are told that talent creates its own
opportunities. But it
sometimes seems that intense desire creates not
only its
own opportunities, but its own talents.“
12. Confidence
"I've found that luck is quite predictable. If you want more
luck, take more chances. Be more active. Show up more
often."
Brian Tracy
"I haven't failed, I've found 10,000 ways
that don't work."
Benjamin Franklin
13. Process Flow
Map companies where
similar skills are available
Try getting in touch with candidates
from these companies
Present CVs to client and then
schedule the profiles that have
been short listed by client
Expect closuresExpect closures
14. Map and identify similar companies
1. Understand client requirement/company
2. Take ideas from client about head-hunting
prospects / related industries.
3. Brainstorm and note down similar companies
in the same line of business.
4. Search Internet for better understanding.
5. Talk with colleagues about similar
past requirements.
6. List down all similar companies with phone
numbers in an excel sheet
15. Headhunting
• Trying to get through reception or other probable barriers. Common
excuses:
– We are organizing a seminar.
– I am a summer trainee.
– I am calling from CII/Management Associations
– I am calling from College – Technical positions
– I am calling from a vendor/supplier company
– Calling from a Market Research Company
Once the reception is convinced get connected to the person whom
you are looking for
16. Head hunting contd..
The opening statements determines the fate of the call
It makes or breaks the head hunting exercise
•I am calling from a staffing company.
•Is this a good time to talk to you?
•Would like to speak to you regarding a job option/placement with a
client of mine
•Describe the job option in detail
•Send an email with JD and company details
17. Unable to get past the reception
1. Take references from placed
candidates.
2. References from candidates in
database.
3. Generating leads from friends
4. Reference from team members.
5. Check job portals for candidates
from
target companies
18. Tips on Headhunting
• Cracking extension numbers of the identified cos.
• Speaking to candidate using aliases
• Calling them up leaving your name and mobile
number asking them to call back.
• Using personal email ids to send mails to
candidates
• Using job portals to identify candidates from
targeted companies, and generating references
from identified candidates.
19. Challenges and Threats
• Threat of getting through wrong people
who may not be looking for a change and
might escalate.
• Risk of getting into rude and awkward
situations.
• Getting escalated to one of the existing
client managers.
20. When you reach for the stars,
you may not quite get them,
but you won't come up with a
handful of mud either.
--Leo Burnett
