Hints for working with a headhunter

If you're looking for work, that might or might not be a good thing.

Headhunters often have direct lines into desired positions, but also serve as gatekeepers who reject candidates they don't think fit the bill. The key is finding out how to work with one of these job recruiters so you can be considered for the position you want.

First, remember that a headhunter, or recruiter, works for the employer. That means you don't get to set the rules and must find a way to make yourself a desirable candidate.

Come across as arrogant, difficult or lacking skills, and the recruiter will move on to other candidates.

However, if you're professional, possessing valuable and up-to-date skills, the headhunter will keep you in mind for all sorts of job openings.

Jeremy Lappin, chief executive of BountyJobs, an on the web hiring marketplace geared to companies looking for employees, says too many people are unprepared and uneducated about how to work effectively with a recruiter.

“Some people call a headhunter and state, 'Find me a job.' That's not the way it works. You've got to position yourself so the headhunter wants you,” he states.

Some tips for working with headhunters include:

• Practice your elevator pitch. This means that in the time it would take you to promote yourself to a company CEO on an elevator ride, you should be able to clearly and concisely explain to a recruiter why you would be a valuable employee. Don't worry about job titles and dates of employment. Speak about how you saved your company money by implementing a new system, or how you're often brought in as quality control on important projects, or how your creative energies led to several industry awards.

• Don't lie. Headhunters are savvy enough to check up on your background, and they'll catch you in untruths, whether it is exaggerating your contribution to a company's bottom line or what university you attended. They'll not recommend a less-than-honest candidate to any employer.

• Do your homework. It's fair to ask the headhunter about other clients and how much expertise they have in your area of interest. You can even ask to talk with someone with whom they've worked.

• Be realistic. Do your research about salary norms in your area so that you're not making unreasonable demands to the headhunter.

• Trust your gut. Do you communicate well with the headhunter? Face-to-face meetings may not be possible, but you should develop a rapport with the recruiter so that you feel comfortable with that person's knowledge of you and of the industry. Even though the recruiter is working for the employer, you need to feel comfortable that you’ll be treated fairly and professionally throughout the interview and hiring process.

• If you choose to work with multiple headhunters, let each of them know what you're doing. Otherwise, more than one might promote you to the same employer, and that can be a problem when it comes time for them to collect their fees.

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