在从事跨国人力资源领域的企业管理和运营十多年中，我面试、指导和训练了来自全世界的数百名招聘顾问。尽管的确要考虑到各国实际招聘市场差异，但是促使你（作为猎头）业绩优异的特质无论是在盐湖城，还是在新加坡、巴黎的市场中，仍然受用。为此，基于我的所见所闻，结合我的学习经验，列出了全世界范围内顶尖猎头的5个共性习惯，适用于任何国家的招聘市场。
In more 10 years in the staffing industry in various operational, managerial, and corporate roles and in different countries, I have interviewed, coached, andtrained hundreds of recruitment consultants from all over the world. Though local differences must be taken into consideration, the characteristics that make you a top performer in Salt Lake City also work in Singapore or in Paris.Based on what I saw, heard, and learned, here is my quintessential list of the5+1 habits that make a top-performer in any economic cycle or market.
1. 向钱看齐
Work close to the money
日常工作的优先级会随具体内容变化而弹性变动。一通告知职位已招满的电话、一封提出新职位需求的邮件就会把原计划的每一分每一秒彻底打乱。“向钱看齐”也就是给了你一个将最应该做的事以最合适的优先级完成的参考提示。那么，就不断的提醒自己“你现在做的事是什么？是不是会给你带来收益？”
干脆用二进制的“YES”和“NO”来回答吧：
是就是，不是那就不是。
所谓“可能”“也许”那就算“不是”。
We work in anenvironment where priorities can change many times during the day. One callfrom a customer saying the job is filled or one email giving us a new job ordercan change how we spend our time from one second to the other. “Close to themoney” is probably the best indicator that will tell you if you are currentlyworking on a) the right things and b) in the right order. Constantly askyourself, “What am I doing right now and will this action get me a bonus?”Think in a binary way: When the answer is “yes,” this means “yes”; “no” is“no”; and “maybe, not sure” is “no.”
2. 细分并专注核心领域
Stick to the knitting
全力定位在细分市场，这将是你发挥独特优势的区域。在这里你可以尽快成为独当一面的专家，靠积累的信誉成功吸引和维护这方面的客户和候选人。如果精力分散，极有可能得不偿失。
在我的猎头职业生涯中，我曾大约积攒了有350位优质候选人，但是偶尔会接手相关度不够的案子（“其实吧，这也不是我的专长所在，只因为你是优质客户我尽量尝试帮忙”），总没有好结果。
Focus on your core jobs and core markets. It is here that you can make a difference It iswhere you have the expertise you need to succeed, and the most credibility withyour client and candidate. Don’t lose focus as it will most probably not workout. In my career, I have placed approximately 350 candidates, but whenever I accepted a non-core job(“Well, this is not really my expertise but I can try that as you are such agood customer”), I failed.
3. 敏锐洞察异端
Look for a) similarities and b) inconsistencies
一些候选人会对我们撒谎。怎么办？
我习惯用所谓的“科伦坡中尉术“来应对。有部电视剧很火，在一集情节中，科伦坡中尉说”我问同样的问题，但是我总能得到不同的答案。“你可以将这话术移植过来，在面试候选人的过程中不断地问相同的问题。如果回答有所不同（尤其是在原单位薪资和离职原因这些关键问题上），这也就意味着候选人在隐瞒事实。
Some candidates are lying to us. The “safetynet” I use is what I call the “Lieutenant Columbo technique.” In one episode,Columbo says, “I always ask the same questions — but I often get differentanswers.” Make this technique yours by asking the same question againthroughout the process. If the answers are different (often on the last salaryor the reasons for leaving), this can mean that the candidate is not tellingthe truth.
4. 时刻抓紧进度
Create a sense of urgency
时间是扼杀业务的元凶。我接触过太多的以猎头为代表的招聘中介机构，他们不情愿为他们的客户限定最后的日期，即使客户一拖再拖。
出于对业务负责，我们仍然也要不断地跑腿拉人为客户服务，联系越来越密切。
所以，敦促客户吧，并解释一下原因：“玛丽，我们这边的候选人信誉都没的说，但是他现在也有其他工作可以选择啊。我们也不想失去一位可能性很大的优质候选人对不对？”无论客户建议哪天见一面，你都尽量提前，缩短流程。
当你的客户说：“要不周五下午见一见候选人？”
你就回答：“太好了，周四上午怎么样？“
如果你的客户暗示：“我会看看简历，给你回电话。”
你就回应“好的，什么时候我们再谈谈吧？如果这个周末没有打电话给我，我会回打。”
Time killsall deals. It will always work against us. I see too many recruiters who arereluctant to set deadlines for their clients. Yet: we are paid to deliver aresult. Always go for a close. Explain why: “Mary, my candidate is verycommitted, but there are other jobs around. We do not want to lose her, do we?Whatever date your client suggests, shorten the process. When your client says,“I can see your candidate Friday PM,” answer, “Great, and what about ThursdayAM?” If your client suggests, “I will have a look at the resumes and call youback,” respond, “Good, thanks. When will we talk again? If you don’t call me bythe end of this week, I will call you.”
5. 你的业务由你做主
Control your business or your business will control you
偶尔的惊喜对孩子的生日派对来说是好事，但是突然事件反而会让你的业务陷入混乱。
你必须是能完全掌控项目进程，妥善引导候选人和客户的专业人员；也应该成为一个协调候选人面试、调查客户反馈、促成最终offer的专业人员。你有没有花费过1万美元-5万美元甚至更多的钱去寻求这样的专业服务吗？我没有，但是这正是我们的客户付同样的钱，在有偿买我们的服务。那就不要再问你的客户说“这是我的建议，你们可以接受吗？“，因为是你决定了业务进度而不是客户。如果每次都问你的客户去确认进度的话，那就从客户角度想一下，花了70美元订餐，厨师还特地跑过来问你如何去备餐并确认一样，烦不烦？要记住，你的专业性赋予了你权利，当然也要负责任。
Surprises area good thing for a kid’s birthday party. They are nasty in our business. Youmust be the one who drives the process, the client, and the candidate. Youshould be the one calling up the candidate to fix interviews, ask feedback, andmake the job offer. Did you ever pay $10,000 or $50,000 or much more for aservice? I did not, and yet this is what our clients pay. Do not ask yourclient, “This is what I suggest. Is that OK for you?” You decide the processand not the client. Asking your client to confirm the process is as if youorder a $70 and the chef comes to your table to ask how to prepare it.
最后，以行动说话
Best Practice
不要过于嘴上吐槽一单业务。彼得德鲁克说过：“成功的领导人（包括招聘人员）不会去问‘我想怎么做’，而是去问‘什么该做好’”那么记住这句话吧，不要总是问太多问题，而要积极完成与赚钱必要相关的事。主动围绕你的核心业务模块去活跃人脉，与他们交谈，了解你能为他们做什么，他们又能给你提供什么，挖掘出互惠互利的业务共通点。
Don’t overcomplicate the business: Peter Drucker says: “Successful leaders (andsuccessful recruiters too) don’t ask ‘What do I want to do? ‘They ask, ‘Whatneeds to be done?’” Make this philosophy yours. Don’t ask too many questions,but do what has to be done to get the dollar in. Call and meet people in yourcore business and core market, talk to them, and ask what you can do for them,and what they can do for you. Understand what makes them tick and how you canadd value.
立刻行动吧，当然，也要要持续地坚持下去。
Do it once.Do it again and again and again.
最后想说一下的是，或许许多朋友对于做猎头有没有前途会感觉迷茫，这里为大家分享了《做猎头顾问前途如何》，大家可以好好看一下。
