Headhunter Secrets

• What You Need To Know
• Don't lie about your background. Be honest about why you left your last gig.
• Stand out from competition by sending a thank-you letter. So few candidates do.
• Do your homework before negotiating salaries - like the going market salary for your position.

"In this job market, if there are 10 requirements, a hiring manager wants you to have 11."

You already know you need a great resume and a sharp suit, but in today’s economy, that’s just not going to be enough to get ahead. To get exclusive insider advice, you need to talk to the top headhunters who are shaping the senior corporate landscape right now, the ones placing guys like you in $300,000 positions. When it comes to job searching, interviewing and high-poweredsalary negotiations, this is the headhunter secrets cheat sheet you’ll want to have stashed up your sleeve.

Be Honest About Your Background

Executive interviewers are seasoned lie detectors and have years of experience cutting through bullsh*t. Chris Von Der Ahe at global headhunters Korn/Ferry International says, "When asked during an interview, 'Why did you leave your former employer,' don't say, 'It was a mutual decision.' It is never mutual. One party has to make the first move, and typically when we hear this from a candidate, it means that they were let go. It is best to be upfront about your departure regardless of circumstances. When we are interviewing candidates, we appreciate the ones who are direct and forthright."

Neal L. Maslan at Caldwell Partners in Los Angeles agrees: “Don’t mislead, don’t omit positions from which you had a short tenure or were terminated, and don’t overstate accomplishments.”

Set Yourself Apart From The Competition

Michael Reamy at top headhunting firm Accountants International in Washington D.C. says:

 “Make sure you have fully read over the job description and be prepared to address every single point. In this job market, if there are 10 requirements, a hiring manager wants you to have 11. There are two things at the end of the meeting that might set you apart from the herd. Wrap up the interview with a very strong close: ‘I’ve really enjoyed learning more about the opportunity and am prepared to accept this position if offered.’ In fact, toss out a potential start date to show you are truly committed. Do this in a professional manner without coming off as desperate."

He also recommends: "Follow up the interview with a thank-you letter immediately -- even if it has to be via email. I would say that only 10% of candidates follow up on an interview with a thank-you note today.”

Be Self-Aware

With a highly educated workforce on the prowl, employers are taking things like MBAs and advanced diplomas for granted. Among several candidates who all fit the position on paper, personal qualities are what can swing it for the one who gets hired. Michael Kelly at Caldwell Partners International in Dallas says that one of the most important qualities they look for in senior executives is self-awareness. “I always ask two questions. The first is: ‘When you have received criticism in the past, is there a recurring theme?’ Often, people are told that they’re too impatient or too hands-on. If a candidate says, ‘I’ve never really received criticism,’ then they’re out the door. The second question is: ‘How do you lead or manage differently now than you did 5 or 10 years ago?’ Those who are self-aware will recognize how they have grown and changed.

But you should also be well informed about market salaries in your field so that you are asking for a reasonable salary that matches your experience and education."

Be Tactful And Flexible During Salary Negotiations

If you’re lucky enough to have been offered a position, the next step is package negotiations. “You don't get what you don’t ask for, so feel confident in your abilities and be prepared to ask for what you are worth,” says Lindsay Fluke with Accountants International in Atlanta. “You should be prepared to confidently, yet tactfully, recap your relevant skills and how they will benefit the organization. But you should also be well informed about market salaries in your field so that you are asking for a reasonable salary that matches your experience and education.” Be careful not to get petty about your requests. Remember that this negotiation is one of the first impressions your future employer will have of you, and you don't want to start off on the wrong foot. “Be flexible,” she says. “Working together with your future manager to come up with a solution during the negotiation process will help develop a bond.”

Use All Available Resources When Job Searching

While applying for jobs online is a start, you also have to networkwith former colleagues, classmates and other professionals in your field. “Never say ‘no,’” says Angelica Mirza at Caldwell Partners in Vancouver. “Don’t refuse when a headhunter wants to meet with you or discuss an opportunity,” even if it’s not technically your area of interest or you’re not planning a job change. “I find it amazing when people refuse to just meet and listen. A meeting with a headhunter enhances your chances for future opportunities.”

Lindsay Fluke agrees: “Meet with recruiters, often several, who specialize in your field. They will all have different networks of contacts. Also, sign up for association meetings and get there early to make new contacts and let people know about you.”

Two Ears, One Mouth

Dennis Carey, the vice-chairman of Korn/Ferry International, recruits for elite executive positions. He says that the best way to get noticed by a top headhunter is to keep your head down and perform brilliantly in your position. “There’s no need to wave a flag,” he says. “If they’re doing well, I will find them.” He insists that although things like track record, skill set and references are important, the right personality is essential. “It’s true that people who are better listeners make better CEOs,” he says. “We have two ears and one mouth for a reason. Find a good mentor, surround yourself with excellent people you trust and listen.” 

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