Search？ What the hell are they doing? Selling professional managers?

Summary: What kind of a headhunter is a group of people? What is their mode of work? What value can they bring to business and professional managers? What are the unknown grey areas in their industry, and what ethical risks are they carrying? What are the crisis and challenges facing the headhunting industry in the financial tsunami?　　Comics: Chen Ting this looks as if 007 of covert operations, or Sherlock Holmes case investigation, outsiders smoke and mirrors, feel mysterious and unpredictable. Carefully bypass a road barrier, to get some industry elite and professional managers mobile phones, and then dial the phone, or dress up in different identities in the industry annual event or other high places, with the industry bosses laughing; at the top of the enterprise, to accept the company's HR top secret mission　　To lobby a stranger in a humble café or teahouse at a particular time of night or on the weekends; with a tongue, a big one can get 30% of the annual salary of the elite.　　Outsiders see such a group of work mysterious people, they are called headhunting. Perhaps only when you really do a headhunter, you can experience the bitterness. If people drink water, Lengnuanzizhi. What kind of a headhunter is a group of people? What is their mode of work? What value can they bring to business and professional managers? What are the unknown grey areas in their industry, and what ethical risks are they carrying?　　What are the crisis and challenges facing the headhunting industry in the financial tsunami?　　We have one months of time with a number of headhunting industry veterans in-depth exchanges, trying to restore a headhunting industry ecological map.　　What is a headhunter? The term "headhunting" is headhunting in English and is derived from Latin.　　On the origins of Headhunting, the most popular saying is that in primitive tribal times, the Americas have a cannibal tribe, in combat when the enemy's head cut down, as a trophy and flaunt hanging in the waist.　　After the Second World War, some European and American victors from Germany and other countries to find their own needs of scientists, like the jungle hunting, everywhere sent professional firms to help them identify outstanding talent. The term "headhunting" was later borrowed as a "hunting talent", meaning "recruit senior talent". A headhunter's hunt is a search;　　From the perspective of helping enterprise customers to plunder scarce human resources, glorious international can be counted as the originator of the "headhunting" industry. Whether in the United States, Gerstner from Nabisco to IBM, Schmidt jumped from N Ovell to G Oogle, or in China, Kai-Fu Lee left the software in 2005, Lightning joined G O G L E; Wei, 2006 farewell hundred Homes at the helm of Alibaba, Tang June, 2008 by the grand move to Xinhua all ...　　Behind these familiar names and high-profile changes in the prestigious multinational companies, there is a search company's shadow flickering, so that the industry has always been shrouded in a mysterious veil. In Ningo's eyes, however, headhunters are not mysterious. Ningo, a man of middle age, is a Kam Tin consultant (China)General manager of the company, one of the earlier headhunters in Guangdong. He said that in fact, headhunting Company and Sales Company's basic business model is not much different, headhunting industry is also affected by external economic environment and the market competition in the industry, but also experienced a series of orders, delivery, after-sales service, such as a chain of processes. "The most basic business model of headhunting is the customer order type, this operation mode has eight links." "Headhunting" Workflow 1 customers under the order to accept the commissioned "headhunting operation is basically order-type, customer orders, to accept the appointment of recruitment is to start the operation of the link." "Ningo said. It is reported that a large number of companies, especially foreign headhunters usually have their own fixed customers, and small headhunting companies to their own initiative with the recruitment of Enterprise H r contact.　　After the financial crisis erupted last year, most companies stopped recruiting and slashing people, and headhunters slashed their orders until recently.　　In fact, the close contact between headhunting and customers comes from a comprehensive and thorough understanding of the customer's organizational structure, business strategy and management style, and is by no means limited to the simple relationship chain of "customer's single-Search orders". 2 Customer background and position analysis the "job description" will be provided or detailed or not in detail when the customer orders the order.　　Headhunters generally set up a project team based on the order to analyze the talent distribution and the difficulty of hunting for each job. Ningo said, in this link, for management positions and technical positions, the method is different. Technical post, must have the same or similar experience in this industry, which is the core element. But if it's a different management position, also to subdivide the middle-level or senior management positions, generally speaking, the middle-level more emphasis on the same or similar work experience, and senior managers also need to see whether they have done in large enterprises, whether there is such operational capacity and integration capabilities, more important is his ability to control the overall situation and leadership,　　and the professional and industry background will be relatively diluted. This is especially true of the search company's skills and standards, and headhunters should be particularly cautious. Huangxia, head of the Zhaopin Hunt, said the customer's orders were to be studied in detail to see why the company was digging people. Some companies are "ulterior motives", such as she once encountered a single case, the next single customer constantly request to recommend candidates interview, but also constantly veto the recommended candidates, in fact, the company's purpose is to pass the interview information and competitor information. In addition, there are some companies are "vicious digging", is to dig away the core of the rival enterprise and technical backbone to make it into a very passive or even closed the situation.　　For these cases, reputable headhunting firms will reject orders after investigation and evaluation.　　3 Signed and set down when the position rules agreed, headhunting and customer based on the results of the analysis of the job, negotiated commissioned recruitment agreement, signed after 2 working days to remit a prepaid deposit. According to international practice, this deposit is charged 30% of the headhunting service charge. The deposit will be deducted from the total service charge in case of headhunting success, and will be returned if the headhunter is unsuccessful.50% of the deposit, the rest as a share of the cost of early searching.　　But there are also individual multinational headhunting regardless of whether the end of the customer to find the right talent, the deposit will not return. 4 Search for the right talent after signing, the headhunting company began to play its keen tentacles, search every possible corner of the right talent, pull out a long list ——— maybe dozens of people, maybe hundreds. So it is very important that the social influence of headhunting Company and the relationship of the specific headhunting consultant.　　After this, through the industry, or the Internet data, or even "coldcall" and other indirect or direct contact, the way to filter out a short list. In fact, in practice, in addition to a handful of pyramid-pointed orders for heavyweight positions, headhunters need to "hunt" for more jobs than waist hunting.　　And the rumor of the café, cocktail party, soul-stirring battle of the poaching is different, headhunting this phase of the day-to-day work is quite cumbersome.　　5 Interview and talent assessment after preliminary screening, in the case of absolute secrecy, the headhunting company will conduct direct professional skills, personality, psychology, leadership and career aptitude tests on the shortlist of candidates, and screen out the "right man", usually 2-4 candidates, closer to the client's request. "When I interview candidates, I look at the soft side," he said. Because of the phone, the hardware is clearly understood. The key is to see how the person talks, is not the boss's favorite type. "Huangxia said. "Even some bosses are very about Feng shui, what the zodiac does not, looks wretched don't." There are a lot of good people in this society, but not many who are good and fit for this business. And we are looking for the right person, not the best person. "6 recommendation and employing unit interview after the candidate is recommended to the client, the employer will interview the candidate." In this process, headhunting should communicate and coordinate effectively, "elegant and strict confidentiality".　　In addition, client H R should be assisted to conduct background checks on candidates in order to understand candidates ' competencies, personalities and past performance records. 7 hiring and remuneration negotiations after the employer and the personnel reached an agreement, in the talent and the original unit to settle all formalities on the basis of formal recruitment procedures.　　Usually, a headhunter negotiates between the two sides for the remuneration of the hired person. Huangxia revealed that headhunters often judged by the qualifications of the hunters, if they had a 200,000 annual salary in the previous company, his salary would generally rise by 20%. But 20% is not certain, and some of them are not even upgraded, depending on the brand and personal development of the new company.　　However, headhunters remind, be hired to the new company before taking office, must complete the original company handover, otherwise will give new units bad impression. 8 Settlement and follow-up service the remainder of the service charge will be paid by the recruiting company and the headhunting company within one week of the first salary of the person employed. It is reported that, according to the practice of headhunting industry, service fees are only levied on employing units, and the standard of fees is usually paid for the hired talents: service charge is generally annual salary30%, some headhunting companies have been lowered to 20%.　　The monthly salary includes the basic salary and the monthly fixed bonus and subsidy, and the annual salary is calculated by x14 monthly salary, and if there is a stock or option plan, the two sides can convert the proportion of the salary into a separate negotiation. Usually, headhunting company has three month post-sale service period, some headhunting company appends to six months.　　Therefore, headhunting is generally three times settlement, first pay 30% of the deposit payment, the talent to pay after the full 60%, talent to post three months later to pay the final 10%. Reporter interview found that headhunting company has two obvious characteristics. First, there are more women in this industry than men. Huangxia analysis, this is probably because women's sixth sense is strong, the candidate is suitable for the position is very sensitive.　　On the other hand, the headhunting industry employees mainly from the human resources and sales of two major industries. Small Shenyang "Hunt the front page" headhunting actually can be painful, recommend a customer to shoot one, this list passed; Howl ~ again a recommendation another shot, another list is over; you know what it is? That is, people have not found, the recruitment needs have changed; howling ~ The most painful thing you know? Is that people have found, customers do not, howling ~ The most painful thing to do you know what it is? Is that people have found the client is also ready to offer, the candidate does not go; Howl ~ The most painful thing to do you know what it is? That is, people also promised to go to the customer is also ready to meet the financial tsunami, the customer himself. Howl ~ ——— from Shen's blog trailer: Next Tuesday This edition will be published "Headhunting series" second, the secret headhunting industry most test ability and the most exquisite skill link ——— CC (cold call, Cool phone).