Head-Hunting and Networking !!

By: Sairaj Navalkar

What we are going to cover today……..

•How to be effective in headhunting

•Different ways of Headhunting and networking.

•Some important tips.

•Any Questions that you need clarified.

So what is ‘Head-Hunting’ ?• Its is the practice of approaching people already working for one company with an offer of a job at another.

• The recruiter matches high-performing personnel with job vacancies, contacting individuals directly, without the knowledge of the employer, with a job offer.

• Headhunting is often seen as poaching, and it can create employee retention problems, since a company's best staff can be tempted to leave by better job offers.

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. Vacancy is urgent.

5. Database Poor.

6. To target candidates who otherwise may not apply.

Can you be a good Headhunter ?

Yes ! Of course you can .... But only if you have/are ……•Knowledge•Common Sense in abundance•Perseverance•Organized•Creative•Good Networking skills•Confident

Knowledge !• Client’s Requirement• Client’s Business• Client’s Industry• Target company – People; Projects and Processes.• Always visit your client company’s website !

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?

Organized• 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

Creativity

• “The best way to get a good idea is to get a lot of ideas."

• “What if you were served the same food everyday ?”

• “The best in the business are different from the others

in the same business”

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 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.

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.“

• “Perseverance is Hard-work and determination”

• “It is a combination of a skill and Art.”

• “You perseverance shows your grit. It shows your steel, shows everyone what you are made off.”

• “Don’t give up !! “

Confidence

• Confidence often makes the difference between success and failure.

• Be confidence and you WILL make an impact …. Its our guarantee.

• Confidence is the way to counter failure and doubt.

• Win the confidence of a client/candidate and you are a winner already.

• Confidence is not a natural born talent, its something you got to develop.

• Take a stand to be the best and confidence is something that will come automatically.

• Confidence sets you apart from the rest and it makes you the best.

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 closures

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

Biggest Barrier to Head - Hunting

• Trying to get through reception :

– I am calling from IFCM– We are organizing a seminar on …– I am a summer trainee/ any suitable

designation.– Could I speak with …..– I would like to invite him to attend. Once the reception is convinced , get

connected to the person whom you are looking for .

Head-Hunting contd..Remember : The opening statements

determines the fate of the callIt 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

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

Tips on Headhunting

• It is most important to get the name right the first time.

• Always keep references anonymous unless asked.• Incase they don’t respond don’t forget leaving your

name and mobile number asking them to call back.• Getting the email id of your candidates is a must.• Always ensure that you ask a candidate if he is free

(before starting the main call)• Note the trend of the timings when you candidate is

mostly available to talk• Ensure that you remain polite and stick to business at

all times. • Never use fake names or names of fake organizations.

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.

The future depends on what we do in the

present.

- Mahatma Gandhi