Ask The Headhunter®: How Do I Find A Good Headhunter?

This is one of the most frequent questions I'm asked. My first response is, remember that the headhunter's business is filling positions, not helping people find jobs. Headhunters are hired and paid by employers and they're usually too busy working on specific assignments to bother with you (so don't be surprised or offended when they don't return your call).

It's also important to know that the headhunter's first responsibility is to the client who's paying him, not to you. A headhunter may therefore pursue you and send you on an interview with a particular client. But, if you're not hired, he may never call you again. That's the nature of his (or her) business. Don't expect more.

Nonetheless, the headhunter's methods are so powerful that you ought to learn what they are and how to use them. And that's the entire purpose of Ask The Headhunter: to teach you how to be your own headhunter.

If you're going to try and hook up with a headhunter, you might as well use an approach that gets the headhunter's attention. That said, here's how to go about it.

When you want to find a bear, you go look where he forages. When you want to find a good headhunter, you go talk to his clients.

Pick out the five or six companies you really want to work for. Call the office of the manager to whom you would be reporting if you worked there. If this is the president, the CEO or a top-level manager, then that's who you call. Do your best to get to the manager himself, but if the manager's administrative assistant answers, this approach can still work.

Introduce yourself very briefly: "I'm Joe Smith over at Acme Widget. May I ask you for some advice? I'm looking for the best headhunter in [marketing, finance, or whatever your speciality is]. I've always respected your company, and I would value your suggestion. May I ask you what headhunter you use use and recommend for filling key positions in [marketing]?"

This kind of request is so rare that it can be a very effective ice-breaker. Not everyone will provide a recommendation. But some will.

The headhunter you identify will likely be qualified, have good references (you just spoke with one), and know your industry. One of his clients referred you to him; that'll get his attention.

Just as important, you've found a headhunter who hunts for one of the companies you really want to work for. Could you have a better "in"?

Potential problem: Many headhunters will only talk to you if they initiate the call. But that's also why this approach sometimes works: you can tell the headhunter that you're calling on the advice of one of his clients.

Potential bonus: The manager you talk with might just be impressed enough with your call to invite you in for an interview. After all, he knows you're looking, and he knows you're smart enough to seek the best. He might also avoid a headhunter's fee.

Please tell us what you think of this article.