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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Friendship

DreamWorks SKG

• What You Need To Know

1. The deeper your social connections, the longer and happier you live.
2. True friendship influences happiness more than money does.
3. Friendship is one of the reasons women consistently outlive men in our society.

"

In another study, those who had the strongest friendship ties over a nine-year period cut their risk of death by more than 60%."

All humans are driven by shared needs: the need for power, accomplishment, beauty, self-esteem, love, etc. These needs are universal and have been with us since the beginning of time. But over the past year something interesting has happened. There’s been a shift in how our society is prioritizing these needs. Our current decade isn't about the pursuit of money or power or even love. So what's it about? It’s about friendship. And not those Facebook friends of a friend of a friend, but honest to goodnessmale friends you share a deep connection with -- the people who know what you’re thinking before you even think it.

By now it’s well researched and documented that the deeper your social connections, the longer and happier you live. Intimate social ties reduce our risk of disease by lowering blood pressure, heart rate and cholesterol. In one study, for example, researchers found that people who had no close friends increased their risk of death over a six-month period (yikes). In another study, those who had the strongest friendship ties over a nine-year period cut their risk of death by more than 60%.True friendship is one of the reasons that people in the poorest nations aren’t any less happy than those in the richest of nations. They might not have Prada, but they do have an enviable set of best buds.

Male Friendship On The Decline

Friendship is also the reason women consistently outlive men in our modern society. Women also do better as widows than men, having spent their lifetimes prioritizing and building a rich support network of friends to rely on.What about men? Research shows the number of true friends an adult male has has been steadily decreasing for decades. It seems once you guys leave college, and especially once you get married and have kids, true friends become a thing of the past.Women’s approach to friendship is better. And new research indicates men are starting to notice. But the reasons women approach friendship differently isn’t biological; it’s historical.Increasing mobility during the 20th century contributed to a decline in the quality and quantity of male friendships. Most men had to travel far and wide for work, which made it tough to create strong, lasting ties with anyone. Men got used to living without “friends of the heart” and instead passing their time with “friends of the road” -- friends that are good for a laugh and a beer, but not much else.

Poker buddies are fun, but they’re not going to lower your cholesterol level. "

Intimacy Vs. Isolation

As the industrial revolution enabled more leisure time, men began to prioritize having more fun and friends in their life. But instead of basing friendships on stronger emotional bonds, male friendships were cemented around shared activities like bowling, golf or poker, activities that don’t necessitate intimacy. In research conducted by my company, Audience Theory, we discovered men in their 40s can play a regular poker game every Sunday afternoon for years and not be able to share one intimate detail about the other players.

This style of male friendship set the standard for the generations to follow. Boys model themselves after their fathers and so we have generations of men today who practice friendship just as their dads did. When boys are young, they prioritize best friendsjust like girls do, but as boys age, they lose sight of the value of sharing emotional bonds with other guys.

Hollywood’s caught on to this gap in the male friendship world. There are tons of movies that connect in part because they show a style of adult male friendship that’s super rare. But why should it be? In today’s modern society, where the pursuit of happiness is taking precedence, having a true buddy to take on the world with isn’t just fun and good for your health; it’s the latest trend.

Develop Meaningful Friendships

Prioritize friendship: That means calling your true buddy more than once a year and not spending that entire time on poop anecdotes (or maybe it’s just my husband that does this). A landmark UCLA study conducted in 2009 found only those committed to tending intimacy in friendships on a regular basis gained the long-term health benefits of close-knit ties.

Know the difference between “poker” buddies and true buddies: Poker buddies are fun, but they’re not going to lower your cholesterol level. Several studies conducted in three decades around male vs. female differences found that women’s friendships cover the spectrum of emotional needs. So women have their poker buddies, too, but not at the expense of other types of more intimate friendships.

Don’t count on your female partner to fulfill all your emotional needs: Multiple studies found that many men inmarriage do an intriguing thing: They promote their wives to the role of sole confidant. It may sound counterintuitive, but psychologists consistently report that marriages are actually stronger when men have other men to turn to for advice and comfort.

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Productivity Tips From Legendary Businessmen

What You Need To Know
Exercise has been proven to improve energy levels and positive thinking through endorphin rushes.
Make yourself available at specific times and you'll be surprised at just how much can wait.
There is no such thing as multitasking as you are really just switching between two tasks.
"If you're not exercising regularly, stop making excuses. If the billionaire head of one of the world's biggest business interests can do it, surely you can find the time."

This article is sponsored in part by Gillette (What's this?)

If you're struggling to get more done at work, you're not alone. The study of workplace productivity is a timeless topic, and generations of workers have tried to get more done in less time. If you believe that success results from hard work, then it follows that successful people know the most about getting things done. With that in mind, we've gathered productivity tips from some of the most legendary businessmen What are the secrets of work success at the highest level? Read on.


Edit ruthlessly - Steve Jobs (Apple Inc.)
Steve Jobs' vision for Apple has pushed the company, and modern technology, into the stratosphere. Gadgets like the iPod and iPhone have captured their respective markets by being easy to use, while providing users a great experience. This is done by boiling the experience down to just the great parts. Nike CEO Mark Parker told the story of how, shortly after rising to his current position, he received a call and a productivity tip from the legendary Jobs. "Nike makes some of the best products in the world," he said. "Products that you lust after. Absolutely beautiful, stunning products. But you also make a lot of crap. Just get rid of the crappy stuff and focus on the good stuff."

Apply it: Take an unforgiving look at your commitments, projects and goals. If you're spending time and energy on projects that just aren't that “good,” figure out ways to cut them loose and apply the freed-up resources to one that is.


Get in Shape - Richard Branson (Virgin Group)
When asked for a tip on how to be more productive, Richard Branson sat back and thought for a moment before replying “work out.” Here's one of many, many clips of the man himself explaining his philosophy. Indeed, exercise has been proven to improve energy levels and positive thinking through endorphin rushes. You will approach work with a clearer head since exercise helps you to destress. You'll also feel more confident, look better and feel better about yourself. And being in better shape means you fight off illnesses and injuries easier, letting you miss less work for minor health problems.

Apply it: If you're not exercising regularly, stop making excuses. If the billionaire head of one of the world's biggest business interests can do it, surely you can find the time to follow this one simple productivity tip.


Skip Meetings - Mark Cuban (Dallas Mavericks)
Mark Cuban will never be accused of not having strong opinions. It's fitting that he owns a team called the Mavericks as the loudmouth business magnate has earned his share of headlines for telling it like it is. No surprise, then, that he calls meetings a huge waste of time. Between the time required to get everyone together and get things started, to meetings that drag on and on with no final objective in sight, it's easy to lose a good portion of your day to meetings. Cuban's productivity tip? Rely on email instead. Cuban has often praised it for its ability for two people to communicate asynchronously. Additionally, Cuban uses extensive filters and labels to keep his emails organized as a reference file for past correspondence.

Apply it: Unless you own your own company, you probably don't have total control over what meetings you attend. Blow off the ones you can and look for ways to minimize your participation in the others, such as sending one of your staff members instead. However, even when you are the boss, some meetings are unavoidable. Just make sure every meeting you attend has a clear objective and a set end time.
Instead of switching back and forth between tasks, you should work on one for a set period of time, then move on to something else."
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Organize your Interruptions - Danny Meyer (Union Square Hospitality Group)
As one of the top movers and shakers in America's food industry, Danny Meyer has plenty of people asking for his time and attention. In a terrific interview with Inc. Magazine, Meyer supplied us with one productivity tip by explaining his process for cutting these interruptions out of his daily work, while still getting to them in time. Meyer's assistant prepares and emails him a daily brief, which he reads in the evening. This document is in four parts: his schedule for the next day, questions that came up during the day, FYIs, and longer-term reminders and projects. This way, everything gets fielded in a timely manner, but he isn't constantly derailed during the day.

Apply it: Stay focused on your work and bunch up your interruptions. Check your calendar each day so you know what's coming the week ahead. If you're a manager, have “office hours” where your staff can come to you with any concerns. Of course, you should always be available for genuine emergencies, but once you get truly organized you'll be surprised at just how much can wait.

Image Credit: Financial Times/Flickr


Avoid Multitasking - Douglas Merrill (ZestCash.com)
As the former CIO of Google, Merrill knows all too well about the distractions available to workers on their PC, and especially online. It's easy to open up five program windows then launch your browser and get 10 or more tabs going as well. As high-tech as this all may be, Merrill argues that it isn’t productive. In his book Getting Organized in the Google Era, Merrill provides a number of new-school productivity tips. However, in spite of his history, constantly checking his email or letting his blackberry drive him crazy isn't one of them. Merrill points out there is no such thing as multitasking: In reality, you are switching between two tasks. This is hard on your brain and you lose context for both. Instead of switching back and forth, you should work on one for a set period of time, then move on to something else.

Apply it: Minimize distractions while you're working. Try to keep as few programs open on your desktop as possible and resist the temptation to jump between them. Let your phone go to voice mail, then return the call once you've completed what you're doing. Check emails at set times of day or between projects and disable any pop-up notifications when you receive new ones. Finally, if you're pushing to accomplish a certain task, follow Merrill's productivity tip ironically by paying special attention to any time you're spending on the internet.

Image Credit: Joi Ito/Flickr


Learn from the greats
As you probably noticed reading through this list, problems at work are universal. From the mightiest CEO to the lowliest stock boy, struggles with distractions affect everyone. Know that you are not alone in the challenges you face at work. While your work may be different from that of a CEO, the same solutions still apply. Look into how the productivity tips from top-level executives apply to you. Keep pursuing better results at work and maybe someday YOU can be a top-level executive, handing out productivity tips of your own.

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