Articles & Publications

 

Published in the Orange County Register, Sunday, April 7, 1996
SPOTLIGHT ON ORANGE COUNTY FIRMS

“Make ‘contact’ with headhunter methods”

By Fred H. Paar
     President, Paar & Associates

Before a "headhunter" can search for candidates they must contact decision makers in companies and identify needs for key executives, managers or professionals. The marketing methods used can also be used by serious job-seekers.

The job-seeker must identify what his value in the job market is, and identify who needs him. This is "Focus", the first of three career matching steps. Then, the next step is to communicate this to the "decision-makers" that have the need, that is a match for the candidate's value. When the connection between "Value" and "Need" is clear, contacts to decision-makers in companies will result in interviews and job offers.

The language used must reflect your compatibility with the targeted industries and companies. Therefore, the materials like letters, resumes or profiles must also demonstrate this compatibility. No one has ever been hired based on his resume alone, but everyday thousands are being rejected because of incompatible information provided to a prospective employer by job seekers! Don't write your career marketing materials for the "gate-keepers". Instead prepare information that will be of interest to the real decision-makers.

The third step is making the right contacts. Traditional job searching activities are a hazard to be overcome. Networking those persons you know, know you as what you were in the past, not as what you can be! Ads and agencies put you into heavy competition with others, some of which will have current experience in the field you are targeting. You must develop new marketing and networking capabilities.

Developing and using proper research and effective methods of introduction is critical. It has been said that "who you know" and "being in the right place at the right time" are what will get you the job you want. So, what can you do to make these things happen?

Companies use "Headhunters" to make third-party contacts for the purpose of recruiting. The third-party contact can also be utilized by job seekers. As an Executive Search Consultant (Headhunter), in the past I would represent companies and recruit key personnel that they specifically retained me to find. Today, by using the contact capabilities of an executive search firm, I help serious minded job-seekers find the right company.

Now as "An Executive's Agent", by making direct contacts to decision makers, staffing needs that have not been published can be identified and a "third-party" referral of the client job-seeker can be effectively made. The third-party approach is what many job-seekers try to obtain through networking. The problem however, is that the network of most job-seekers is small, and it is made up of people from where they use to be, not were they want to go. The network that is important is the network of the decision-makers in companies. It is this network that must be tapped into for those better positions in the unpublished job market.

The services at Paar & Associates are not just another program of seminars, coaching, and letter writing. Instead, this unique service for the job-seeker, provides a professional to make direct contacts by on behalf of the client job-seeker. Combined with other proven career search marketing techniques an individualized plan for a successful campaign is designed and supported with professional consulting to prepare and deliver all three necessary steps.

Paar & Associates accepts job-seeker clients that possess marketable skills and a sense of urgency to find a real career employment opportunity. To effect a career transition, to gain upward mobility, and to maintain search confidentiality are commonly held reasons for executives, managers or other professionals to retain Paar & Associates.

Fred Paar, the principal consultant, uses his knowledge and experience gained in more than twenty five years in the employment industry to assist his clients through a greater realization of their value, by employing proven marketing skills, and by using the contact capabilities of an executive search firm. According to Paar, "my use of the third-party contact is the most effective marketing approach to potential employers". Services are available to fit the needs of the serious and concerned job seeker.

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