Headhunting Presentation
Introduction to Executive Search
History
Concept of Recruitment was started in the year 1930 when the
world was suffering from the Great Depression and the need for
employment was at the peek. Companies needed skilled workers from
the thousands of laborers available.
In the early 80s industries would advertise on big boards for
the requirement of skilled manpower. However the process of
recruitment has evolved over the years and Executive search firms
are in place to help corporations manage with their Talent
acquisition.
Search Firms help clients (companies) to find a suitable
candidate within the industry or other industries for a top
management to middle management level.
The Search Firms commit for quality along with quantity of
candidate profiles to the clients, which allow the client to
transfer the risk and time consumed to source profiles to the
search firms.
Concept of Head Hunting
Head Hunting refers to the approach of finding and attracting
the best experienced people with the required skill sets.
Passive job seekers constitute the largest percentage of best
talent in the industry.
In order to head hunt we need to understand the target Industry
and the companies available to source the required talent.
Types of Searches for Head Hunting
Name Gathering:
Involves sourcing of names from target list of companies within
the job profile. As a head hunter we need to find the names of the
people along with the contact details from the given
department.
Example - Sourcing the Managers in the Human Resource
Department, Sales Managers within the sales Department.
.
Specific Search:
There may be a search that is very specific in nature where we
need to source names of the candidate with a particular
qualification or job profile.
Example - To source the Head of Animal Nutrition and Health.
Team Mapping:
It means that we need to find the names of the reporting lines
of a head of a department either up the hierarchy or down the
hierarchy.
Example - Map the entire team of recruitment within the Human
Resource department of a company or the reporting line of the CEO
of a company.
Organizational Structure:
This refers to mapping out the various departments and sectors
along with the reporting lines of a company.
Example - Finding the different departments within a retail
company like, merchandising, visual merchandising, supply chain,
store managers etc.
CEO
Finance
Financial Reporting
Management Reporting
Operations
Front Office
Sales
Human resources
Back Office
Information Technology
Domestic
Internatinal
Recruitment
Learning and Development
Compensation Benchmarking
This refers to surveying the compensation availed by executives
at a particular corporate position across the industry. This could
be done candidly or openly.
OrganizationTurnover (Cr.)TitleCTC (Rs. Lacks.)Fixed (Rs.
Lacks.)Variable (Rs. Lacks.)Bajaj Electricals1400Executive Vice
President 38335Blue Star400Vice President42.536.56Crompton Greaves
- CP2900VicePresident876126Mirc Electronics1550Vice
President604515Videocon Industries2500Assistant Vice
President605010
Methods of Headhunting
Internet :
Internet portals imply that we could use the internet to look up
for candidates. This could be further classified into different
groups.
Internet sites: Example Google, Fandoo Data etc.
Social Networking Sites: Example LinkedIn, Twitter, Face book
etc.
Job Portals: Example Naukri.com, Monstor.com etc.
In House database:
File Finder
ISYS
Previous assignment references
Cold Calling
This comes in place when there is no reference of the names of
the candidates in any of the internet Portals or database.
In this scenario a head hunter needs to call the target list of
companies and speak with the employees to identify the names and
contact details. The ways of identifying are:-
Networking with employees/ Board Line/ Assistants/ Vendors
etc.
Generating References
Speaking with the relevant department candidly to understand the
strength of the department and the names and contact details of the
people within the department.
Blags
Different blags used while head hunting without any references
from the internet and calling candidly to identify people. Below
listed could be few examples amongst many.
Calling from a media house and inviting for a seminar or
conference.
Calling as a Management Trainee and need guidelines or
internship details.
Pretending to be a client or customer and approaching for
business.
Pretending to be a friend or relative incase you know the name
and require to source the contact details and convince the receiver
that you are in a difficult situation and you need the contact
number of the concerned person.
Stage as a colleague from the same company, however from a
different location incase there are domestic branches or
overseas.
Using systems to map a team Example Outlook and Lotus notes to
find the direct reports to a head. While using this blag we need to
stage as a colleague.
Playing with extensions of the board line and speaking with
employees of other departments.
Etc.
Challenges while Head Hunting
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 while sourcing
names.
Getting escalated to one of the existing client managers.
Etc.
Challenge to gate pass the board line of a company.
Solutions
Being Creative and thinking out of the box to handle the
situation.
Being polite and apologize incase of any unpleasant
dialogue.
Dial various extensions of the company or voice modulate to get
transferred.
Involving the Consultants incase of escalations.
Mock Searches
Identify the Head of IT from the Manufacturing Industry
Identify the sales team from the Paint Industry
Team map the CFO of an Infrastructure companies
