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Getting past the gatekeeper when headhunting (part two) |
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Following on in this mini-series of tips on gatekeepers, this time let’s visit the subject of PA’s and Personal Secretaries. When headhunting a senior executive, the chances are that even with the receptionists blessing to pass you up the line, you will still have to address the PA. So do you try and bluff your way past, do you make up some daft story or do you tell them the truth? Well allegedly “telling the truth never hurt anybody” so let’s explore that route first.
My advice when approaching senior executives (whom you are calling cold with no point of common reference or referral), is that you would get far more out of the call if you engage them in conversation, build rapport and trust and then build on things for the future with them (short, medium and long term). So I would be far more inclined to approach them seeking advice on the best way to secure first class candidates for the role than asking them outright if they have an interest in moving on, or in the role you are presenting. That way doors are kept open and relationships are struck up. There are too few of these guys around to be a one trick pony by asking them whether they would consider a move. And of course, if when you outline the role to them they show interest for themselves – fantastic. So given that we now want to genuinely seek their advice the information we can offer their PA is honest and open and a more mature way of recruiting. We can now tell the PA that we would appreciate 5 minutes of their line manager’s time as you would welcome their advice on a confidential role that you are sourcing for, and hope that their boss might point us in the right direction due to their knowledge and standing within the industry.
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