Do You Need a Headhunter


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Why work with headhunter

What is a typical candidate/recruiter relationship

How to locate recruiter in your field

Who is the headhunter’s client

What motivates a recruiter to work for you

How to screen qualities of great recruiter

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Do You Need a Headhunter

  1. 1. Do you need a Headhunter? <ul><li>Brian Johnston </li></ul><ul><li>Johnston Search, INC. </li></ul><ul><li>Principal/Founder </li></ul><ul><li>619.861.8653 </li></ul><ul><li>[email_address] </li></ul><ul><li>Bio: </li></ul><ul><li>Twitter: </li></ul><ul><li>YouTube: </li></ul><ul><li>Linkedin: </li></ul><ul><li>Facebook: </li></ul>
  2. 2. STORY?
  3. 3. Topics of Discussion <ul><li>Why work with headhunter </li></ul><ul><li>What is a typical candidate/recruiter relationship </li></ul><ul><li>How to locate recruiter in your field </li></ul><ul><li>Who is the headhunter’s client </li></ul><ul><li>What motivates a recruiter to work for you </li></ul><ul><li>How to screen qualities of great recruiter </li></ul><ul><li>Questions/Answers </li></ul>
  4. 4. If you don’t remember anything about this talk remember this! <ul><li>Doing a job search sucks! </li></ul><ul><li>Finding a job &quot;is a job!&quot; </li></ul><ul><li>Working with a good, reliable, honest (3rd party/recruiter) headhunter can drastically help your job search! </li></ul>
  5. 5. Why the heck would you listen to me? <ul><li>225+ hires in nearly 12yrs (Individual Contributor to VP) </li></ul><ul><li>Own my own staffing firm (niche based) </li></ul><ul><li>Blogger/Microblogger/Social Media/Networking/SEO/Analytics/You tube/Video, etc (Web 2.0) </li></ul><ul><li>19.5k resume in DB </li></ul><ul><li>Just under 2k 1st level connections in Linkedin </li></ul><ul><li>Over 3.5k followers on Twitter </li></ul><ul><li>Nearly 2k director connections/friends on Facebook </li></ul><ul><li>Active with, Recruiting Blogs, Recruiter Earth, Future of Talent , etc. </li></ul>
  6. 6. Why the heck do I work?
  7. 7. Why you should cooperate with Headhunter? <ul><li>Recruiter’s get the inside scoop </li></ul><ul><li>You widen your job search net </li></ul><ul><li>You gain edge over your competition (other job seekers) </li></ul><ul><li>Headhunters have personal relations with Hiring Managers! (Golf, Lunches, Events, etc) </li></ul><ul><li>Good recruiter’s have latest tools/strategies to WIN an offer </li></ul><ul><li>All conversation verbal/written (email) are confidential </li></ul><ul><li>We LOVE to Sell/Hustle for the next deal (RUSH/CHASE) </li></ul><ul><li>F*R*E*E career advice </li></ul><ul><li>We represent you/your professional interests </li></ul><ul><li>Relationship builders </li></ul><ul><li>Intelligence on Corp./Team/why job open, etc </li></ul><ul><li>Personal Coaching </li></ul><ul><li>BECAUSE I CARE (so do others) </li></ul>
  8. 8. How does a search flow? <ul><li>Recruiter reaches out to you or vice versa. </li></ul><ul><li>Recruiter emails or calls to set up introductory call </li></ul><ul><li>Recruiter/Headhunter evaluates your skills/accomplishment (evidence) in person or by phone. (Is this person a top performer/voids/gaps/will person travel/relocate in resume) </li></ul><ul><li>Recruiter discusses job match to client needs </li></ul><ul><li>Resume is presented to client/corp. (with verbal approval) </li></ul><ul><li>Headhunter follow up with client for feedback/next steps. </li></ul><ul><li>Set’s up phone screen’s/Interviews </li></ul><ul><li>Close/Negotiate offers with candidate/client corp. </li></ul><ul><li>Repeat process </li></ul>
  9. 9. How to locate Headhunter in your field? <ul><li>Career Fairs/Trade Shows/Overall online/offline networking </li></ul><ul><li>Linkedin, Facebook, Twitter (2.0- see stats ) </li></ul><ul><li>Referrals </li></ul><ul><li>Referrals </li></ul><ul><li>Referrals </li></ul>
  10. 10. Who is headhunter’s CLIENT? <ul><li>51% Customer/Corporation </li></ul><ul><li>49% Candidate </li></ul><ul><li>Who pays recruitment fees? ( Corp + Fees = Loyalty ) </li></ul>
  11. 11. What Motivates Headhunter to work for YOU? <ul><li>I prefer to find you! </li></ul><ul><li>Passive candidate (low key job search) </li></ul><ul><li>Highly accomplished (Patents, Awards, Honors, Author) </li></ul><ul><li>Likes Corporate America </li></ul><ul><li>High level education (BA/BS or above) </li></ul><ul><li>Well connected (Referrals) </li></ul><ul><li>Good Communication skills (verbal/written) </li></ul><ul><li>NOT A JOB HOPPER </li></ul><ul><li>Live within reasonable commute to office </li></ul><ul><li>Don’t require relocation (unless easy) </li></ul>
  12. 12. How you can quickly QUALIFY Recruiters <ul><li>How long in recruiting field? </li></ul><ul><li>What is average placement fee? </li></ul><ul><li>What do you specialize in? </li></ul><ul><li>How many placement last year/this year? </li></ul><ul><li>What % do you charge client? </li></ul><ul><li>Who are you client companies? </li></ul><ul><li>What class/type/level of person do you recruit? </li></ul><ul><li>What geographic location? </li></ul><ul><li>Certifications/Degrees, etc? </li></ul><ul><li>Do you Love you job? Are you fulfilled? </li></ul>
  13. 13. ASK ABOUT BILLINGS: (perm/direct placement) <ul><li>Up to 150k ROOKIE </li></ul><ul><li>150k-300k AVERAGE </li></ul><ul><li>300k-500k GOOD </li></ul><ul><li>500k-1Million GREAT </li></ul><ul><li>1Million+ BIG BILLER! </li></ul>
  14. 14. SOCIAL SITES I USE: (20+ others) <ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul>
  15. 15. URL Shortening <ul><li>BUDURL </li></ul><ul><li>TR.IM </li></ul><ul><li>BIT.LY </li></ul><ul><li> (talk about leverage) </li></ul>
  16. 16. SOCIAL NETWORKING STATS <ul><li>By 2010 Gen Y will outnumber Baby Boomers….96% of them have joined a social network </li></ul><ul><li>Social Media has overtaken porn as the #1 activity on the Web </li></ul><ul><li>1 out of 8 couples married in the U.S. last year met via social media </li></ul><ul><li>Years to Reach 50 millions Users:  Radio (38 Years), TV (13 Years), Internet (4 Years), iPod (3 Years)…Facebook added 100 million users in less than 9 months…iPhone applications hit 1 billion in 9 months. </li></ul><ul><li>If Facebook were a country it would be the world’s 4th largest between the United States and Indonesia </li></ul><ul><li>Yet, some sources say China’s QZone is larger with over 300 million using their services (Facebook’s ban in China plays into this) </li></ul><ul><li>comScore indicates that Russia has the most engage social media audience with visitors spending 6.6 hours and viewing 1,307 pages per visitor per month – is the #1 social network </li></ul><ul><li>2009 US Department of Education study revealed that on average, online students out performed those receiving face-to-face instruction </li></ul><ul><li>1 in 6 higher education students are enrolled in online curriculum </li></ul><ul><li>% of companies using LinkedIn as a primary tool to find employees….80% </li></ul><ul><li>The fastest growing segment on Facebook is 55-65 year-old females </li></ul><ul><li>Ashton Kutcher and Ellen Degeneres have more Twitter followers than the entire populations of Ireland, Norway and Panama </li></ul><ul><li>80% of Twitter usage is on mobile devices…people update anywhere, anytime…imagine what that means for bad customer experiences? </li></ul><ul><li>Generation Y and Z consider e-mail passé…In 2009 Boston College stopped distributing e-mail addresses to incoming freshmen </li></ul><ul><li>What happens in Vegas stays on YouTube, Flickr, Twitter, Facebook… </li></ul><ul><li>The #2 largest search engine in the world is YouTube </li></ul><ul><li>Wikipedia has over 13 million articles…some studies show it’s more accurate than Encyclopedia Britannica…78% of these articles are non-English </li></ul><ul><li>There are over 200,000,000 Blogs </li></ul><ul><li>54% = Number of bloggers who post content or tweet daily </li></ul><ul><li>Because of the speed in which social media enables communication, word of mouth now becomes world of mouth </li></ul><ul><li>If you were paid a $1 for every time an article was posted on Wikipedia you would earn $156.23 per hour </li></ul><ul><li>Facebook USERS translated the site from English to Spanish via a Wiki in less than 4 weeks and cost Facebook $0 </li></ul><ul><li>25% of search results for the World’s Top 20 largest brands are links to user-generated content </li></ul><ul><li>34% of bloggers post opinions about products & brands </li></ul><ul><li>People care more about how their social graph ranks products and services  than how Google ranks them </li></ul><ul><li>78% of consumers trust peer recommendations </li></ul><ul><li>Only 14% trust advertisements </li></ul><ul><li>Only 18% of traditional TV campaigns generate a positive ROI </li></ul><ul><li>90% of people that can TiVo ads do </li></ul><ul><li>Hulu has grown from 63 million total streams in April 2008 to 373 million in April 2009 </li></ul><ul><li>25% of Americans in the past month said they watched a short video…on their phone </li></ul><ul><li>According to Jeff Bezos 35% of book sales on Amazon are for the Kindle when available </li></ul><ul><li>24 of the 25 largest newspapers are experiencing record declines in circulation because we no longer search for the news, the news finds us. </li></ul><ul><li>In the near future we will no longer search for  products and services they will find us via social media </li></ul><ul><li>More than 1.5 million pieces of content (web links, news stories, blog posts, notes, photos, etc.) are shared on Facebook…daily. </li></ul><ul><li>Successful companies in social media act more like Dale Carnegie and less like David Ogilvy Listening first, selling second </li></ul><ul><li>Successful companies in social media act more like party planners, aggregators, and content providers than traditional advertiser </li></ul>
  17. 17. QA? <ul><li>FRIEND ME UP: </li></ul><ul><li>Twitter: </li></ul><ul><li>YouTube: </li></ul><ul><li>Linkedin: </li></ul><ul><li>Facebook: </li></ul><ul><li>THANK YOU! </li></ul><ul><li>Brian/Johnston Search INC. </li></ul>