When the telephone conversation between the headhunter and the executive ultimately yields mutual interest¡ªthe position described is of some interest to you and he thinks you may be qualified, the headhunter will suggest meeting. This is typically done during business hours, but can be before 9 a.m. and after 5 p.m. If the parties are near each other or within a commute of a few hours, the get-together is generally in the recruiter’s office or at a restaurant or club near him. Busy and satisfied senior executives may lobby for the recruiter coming to them and get their way. A mutually convenient appointment is arranged. Usually the consultant tries to draw the recruiter to his office, it’s more convenient and private. Dining meetings can run two hours and if either party quickly decides that the situation isn’t right precious time is wasted, although it is a pleasant and relaxed way to do business. Drinks are an alternative, particularly for those who don’t wish to be seen in a search firm’s office. However, they have as much security in an office as they do in a public place. It’s hard for a headhunter to take good notes at the dinner table or at a bar; it’s also conspicuous. He may have to spend additional time completing the information gathering over the telephone. And there’s a rehashing element involved. So take your pick.
If the candidate lives out of town, several hours or a plane ride away, or overseas, the headhunter may ask if he plans to visit his city in the very near future. When this is the case, an appointment is easily arranged. Should the executive have no such plans, the recruiter will suggest either flying him in and paying his way so they can meet or going to his hometown. Head-hunters generally prefer to fly you in because the time spent traveling is less productive than being in their offices. Unless they have other candidates or business calls in your city, expect to be invited to visit them. And they’ll cover all expenses for taxis, plane, hotel and meals, even mileage and parking if you drive your own car. They’ll suggest you book the most convenient flight, using your credit card, and they’ll reimburse you. Most search firms will recommend traveling business class unless you are a very senior executive. Get receipts where you can for your expenditures.
Once again, busy executives may not have the time or desire to travel to the recruiter and they say so. Then it’s the consultants’ problem to get to you, if they’re really interested. Do what is best for you. Mutually difficult travel schedules have cost a possible candidate a position. In this regard, meetings have been set up in airports so the busy executive and headhunter can do something akin to “two ships passing in the night.”
A Philadelphia based brokerage house manager was interested in the position which the New York based recruiter described over the telephone. The recruiter had no plans to be in Philadelphia, but the executive was coming to New York with his wife that weekend for dinner and a show. “Can you find an extra hour so that we can meet?” asked the headhunter. “I’m on a very tight schedule so I’m afraid not. Unless . . . care to join my wife and me over dinner?” It was unorthodox, but very acceptable. The headhunter picked up the tab. And the executive later got the job.
Handling the First Meeting with a Headhunter
The female associate to a senior partner in a major search firm was asked to call a high-powered, young, advertising talent and invite him to breakfast in order to discuss a position. Making the arrangements, she indicated that, “Mr. Jones from my office will . . . .” “You needn’t go into your personal life,” interjected the prospective candidate. “You don’t understand. …” She tried to explain, but he cut her off again. “I’ll meet you both, no problem.” The next morning, the consultants were joined by a slick adman and a woman who showed that her interest was in him and not in the professional purpose of the breakfast meeting. He got the girl, not the job.