10 years of recruiting for the advertising industry across Asia has taught me that it is not only important to find a good Head Hunter to help you with your career change, but KEEPING their attention is essential. Here are 5 methods to do so:
Resumes: MS Word “.doc” format – not pdf, not ppt. Most recruiters will need to reformat it in a way that the clients request or their agency presents to clients. Word “.doc” format and reverse chronological order with simple formatting is the absolute most common format Head Hunters use and clients receive. Using a Head Hunter will put you directly in front of a decision maker, so the thinking of making a unique or “eye catching” resume is just needed. In fact, those that come across the desk of most recruiters will get stripped down to the bare bones and put on a Word .doc in the end. Top producing Head Hunters will be reviewing and processing many resume a day. Make it easy for them to work with and you will keep their attention. 16 page resumes, with 4 different fonts, 5 different types of bullet points/sizes go to the trash box. Try to keep it under three pages. No need to squeeze all on one page, but don’t put every details of your working life. Each job, focus on SUCCESS/RESULTS. Headhunters want to see numbers, percentages, staff numbers managed, increases in revenue, decrease in costs, higher brand awareness etc. Try to quantify as much your success. For each company/role you have worked, attempt to highlight in a couple of sentences your key responsibilities and then show 3 to 4 KEY success stories. You want to demonstrate to you Head Hunter that every career change you make, means results and success for your employer and that there is a provable pattern of your success.
Define multiple next steps: The worst answer to a Head Hunter’s question, “What’s your ideal next career step?” – “I’m open.” NO. Talk in specifics. It will not limit what a Head Hunter presents to you, but it will get you roles that are pretty close to what you think is your ideal next step. If you have been in your industry for 10+ years, you probably know there are a couple of routes you could take in your career. Know what they are! Know which one you are the best fit for. Articulate that to your Head Hunter. Consider the size and scope of the role you want next. The type of company – a start-up, a multi-national, a boutique firm? Guide your Head Hunter to the “ideal” role/s you can make a move to, they will get MORE roles to you if you give them a target to work with.
Preparation for interviews: Prior Planning Prevents Poor Performance (5Ps). A top Head Hunter will provide you as much information as they have received from their client and may have even put together an information pack about their client. Interview tips and a “role play” phone call or a face-to-face preparation meeting with your Head Hunter may have also been conducted. But at the end of the day, you must prepare yourself for the meeting. Even if you are unsure if the potential employer is the right next career step for you, you must go in prepared and showing enthusiasm/curiosity for the role and the company. Thoroughly examine the company’s website. Not a glance, but a true exploration of the company, “about us”, press releases, Investor Relations, products, services etc. You may find out a lot more about the company that you expected. A simple search on the internet about the company can also show you stock prices, performance and latest news. It is imperative you are well versed in the latest news of the company. Having this knowledge before you go into a meeting, and incorporating it into your answers and questions to the interviewer will demonstrate interest, curiosity and your seriousness level in their company. This will be reflected in the feedback they pass on to your Head Hunter. Regardless of the outcome of the meeting, you want your Head Hunter to hear that you were prepared and knowledgeable about their client company. The opposite, will simply not get you another meeting.
Prove you are counter-offer resistant: In a buoyant market, it will be common for you to receive multiple offers and even a counter-offer from your current employer when you tell them you are resigning. If you have decided to take the offer of your Head Hunter’s client, the guaranteed way to destroy your reputation and have it known in the industry (Yes, Head Hunters do talk to other Head Hunters) is to them accept a counter-offer by your current employer. Simply, do not start the process of interviewing with a top Head Hunter, if you plan to leverage an offer to gain an advantage with your current employer. Examine your reasons for deciding to move on from your current employer and realize that even if a counter-offer is made, the reasons for moving on are most likely not going to change. In a survey done by the Wall Street Journal, over 50 percent of individuals receiving counter-offers after turning in their resignations accepted them. Within eighteen months, 93 percent of those accepting counter offers had left, some voluntarily and some fired. All of the remaining 7 percent were actively seeking new employment. All top Head Hunters have suffered from candidates accepting counter-offers. To keep the attention of a top Head Hunter, if you interviews with them, volunteer the reasons you will not accept a counter-offer. Multiple reasons are stronger than one, and will provide a degree of comfort for a Head Hunter to get you out to their top, preferred clients. Head Hunters do not want to send candidates to their clients to waste valuable time, gain excitement from a client, only for it to be result in rejected offer. If this occurs multiple times for a Head Hunter with a Client, the Head Hunter may lose them as a preferred partner. Showing respect for a Head Hunters relationship with their client is appreciated and will be recognized and rewarded.
Communication: Over the past 10 years, the recruiting market has transformed significantly. Timing is more important than ever. Timing, in terms of responding to client/candidate requests, introducing candidates to clients, feedback from candidates/clients and timing of decisions to offer or not to offer. A top Head Hunter will be working with a select group of clients and candidates at one time. They tend to do their best to be timely and accurate with the information they convey to both the candidate and client. If you initiate your career change via a Head Hunter, be prepared to open up a very liberal line of communication with them. Give them your mobile, direct office, home number, txt address and other contacts details that enable your Head Hunter to get hold of you easily. The pace of the industry is faster than ever, and delays can be costly. It may cost the Head Hunter a fee, but more importantly could cost you a role that is a career builder. Answer emails quickly and fully. Be as flexible with your ability to meet a Head Hunter’s clients and requests. Do not leave a Head Hunter waiting for hour and hours on urgent client requests. The Head Hunter appreciates you are employed and working hard, but during the process you must make this a priority task for you. Your new job is getting a new job!
-Tyron Giuliani, Regional Executive Search Specialist – Asia. ty@optiapartners.com
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