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Headhunters Revealed! Career Secrets for Choosing and Using Professional Recruiters
by Darrell Gurney (CareerGuy)   

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Publisher:  Hunter Arts Publishing ISBN-10:  09674229006 Type: 


Copyright:  Oct 1 2000

Hunter Arts Publishing
Headhunters Revealed!

This empowering and witty guidebook exposes the inside workings of the recruiting industry so professional job seekers can reap the most rewards from this viable avenue of career transition. Written by a 14-year search-industry veteran, it is far from self-serving, giving both the scoop and the poop on the business of executive search. Headhunters Revealed! cuts through myths and misconceptions, shining a light on this dark and mysterious world, to reveal tips and techniques for commanding the attention, and even "career partnership™," of professional recruiters. In today's frenetic and ever-changing employment e-world, perhaps the recruiter remains the best long-term booster for a person's career. Put them wisely to work for you!


ANYONE and EVERYONE who wants top-value return from their life's work, regardless of professional level or occupation. Headhunters Revealed! delivers the mindset of "owning your own business," even when working for someone else, such that you are constantly attuned to the value of your greatest asset — yourself! Recruiters serve as "investment advisors," assisting in the movement of your assets into their highest profitability: your perfect job. Whether in transition for a better position now or simply wanting to explore "lifetime career management™," this book is for you!

In addition to the book's 19 fact-filled chapters, you'll find appendices with critical design tools for today's electronic resumes, a complete directory of Internet recruiter resources, and step-by-step procedures for effectively connecting with recruiters. The book's Foreword is by nationally syndicated career columnist and best-selling career author Joyce Lain Kennedy.

Job Juggling: Your Now vs. Your Future

The working world's juggling act: maintaining peak performance in a current job while staying alert for something better. How does one focus on the now while capitalizing on the future? Simple: by becoming a twosome!

Enlisting the services of a professional recruiter (a.k.a. "headhunter") adds that future-focused dimension to your career life. While you're doing what you do best, your alter ego is searching the best places for you to do it. A recruiter's role is to look for you: for that responsibility, money, location, or joy you don't have in your present position. Best of all, they're ALWAYS alert, not just when you're unsettled for one reason or another.

Headhunters exist for virtually every occupation on earth, but statistics show that only 10-15% of individuals connecting with them ever get "placed" (i.e., put into a job). Why? Because the rules, mentality, and search profession systems are known only to those in it. Also, most job seekers can't tell the difference between the wizards and rogues of recruitment and, therefore, waste valuable time and energy in the wrong crowd. The best time to assess and partner with headhunters is before you need them…not in the throes of a desperate job search.

How do you find the right recruiter? How do you tap into the "hidden job market," that treasure-trove of sweet, unadvertised openings safeguarded by the search industry? What are the benefits of having a lifetime career manager™? Where can you turn, whether in transition or simply interested in getting top-value return from your life's work?

One valuable resource is Headhunters Revealed! Career Secrets for Choosing and Using Professional Recruiters. This informative, resourceful guidebook, written by a 14-year recruiting veteran, escorts readers through the job-search jungle, providing the inside scoop on the mind and mechanics of executive recruiters. Headhunters Revealed! cuts through myths and misconceptions to reveal tips and techniques to help bag the best booster for your career-not merely for the next job, but for life! Chock-full of secrets headhunters do and don't want people to know, it illuminates that dark, mysterious profession so job seekers can intelligently utilize such secret-door-opening talent brokers.

Readers will discover how to:

-Reap the enormous benefits of being a hunted head

-Stay cool in the wrong job until the right one shows up

-Assess and interview headhunters to find the best

-Manage a career like an entrepreneur — for all it's worth

-Establish "career partnerships" for lifetime payoff

-Command the most from their "employable assets"

-Position themselves strategically in a recruiter's database

Darrell W. Gurney, Certified Personnel Consultant (CPC), has coached thousands of job seekers at all levels through profitable career moves. In addition to running his own firm, he writes articles for trade publications and speaks regularly at national industry events. Affiliated with over 600 executive recruiters worldwide, Darrell has won awards and praise from colleagues, clients, and candidates alike.

Headhunters Revealed! Career Secrets for Choosing and Using Professional Recruiters can be obtained online at or by calling 877-4HEADHUNT. Priced at $14.95 (soft cover), it includes a Foreword by nationally syndicated career columnist and best-selling author Joyce Lain Kennedy. The book will soon be available in bookstores. For more information, or the request an interview, contact Hunter Arts Publishing, P.O. Box 66578C, Los Angeles, CA, 90066, e-mail: publisher(at) 
Excerpt from Chapter 11: "Own Your Own Business"

No, this section is not in the wrong book. Do you think, because you are "employed" by a company that hands out paychecks, the concept of owning your own business does not apply to you? Think again. Think hard. Think beyond what you've thought before.

"BUSINESS." What does it mean? Well, let's simply break it down: busy-ness — the act of being busy. Do you stay busy? Do you engage in activities all day long in your workplace which keep you busy? O.K., then there is your busy-ness. We each have our own busy-ness. The question is, how much do you own your own business?

Ownership is an interesting concept. It puts you in charge. Rather than being dependent upon something or someone greater than you, ownership puts full responsibility for what you produce squarely in your lap. Along with that responsibility, however, comes the opportunity for great reward. Consider all the entrepreneurs out there creating their own companies. It's the old tradeoff of risk and return: the more we take responsibility for our own success and assume the onus of producing results, the greater, more satisfying the potential rewards.

We all won't become another Bill Gates or Warren Buffet, and "owning your own business" does not even mean starting a company. (If everyone started a firm, there would be nobody to work for anyone else — then I'd be out of a job!). You bought a book about using headhunters wisely because you work for someone else, right? Nothing wrong with working for someone else. But I am asking you to consider that you already have your own company: [YOUR NAME], Inc. After all, Webster's New Collegiate Dictionary defines "incorporated" as "united in one body." I am asking you to adopt the mindset that you are self-employed. I am suggesting that, to the degree that you, as an employee, own your own busy-ness, you will reap greater rewards, because staying busy doing anything for anyone without always fully knowing your value and options is not good business.

Don't be easy pickings — own your own business. What do I mean by that? Just this: you have certain assets, right? As a professional employee, much less as a human being? Those assets could be your award-winning sales ability, your keen and persuasive public-relations skills, your ability to multi-task the elements of a busy desk, your fluency with programming code in the most difficult of computer languages, your knack for hiring the right person for the right job, your unique and motivating management style, your sense of numbers which has all the pieces of the financial puzzle come together, your engineering acumen in the face of the most challenging circumstances…I could go on, and I've only touched on professional abilities here — not to mention innate, personal strengths which single you out as a unique, special person.

So let's accept that you have certain "assets." Well, what does a business do with its assets? It deploys them in such a way as to maximize their profitability, right? The success of an enterprise depends most on its ability to utilize its assets, to "employ" them, to invest them wisely to reap the highest return. In the world of finance, it's called Return on Investment (ROI). The higher the ROI for a particular group of assets, the more successful the business — enhancing the owner's equity and causing happier owners, stockholders, etc.

You, a self-employed business owner, invest your assets in the employment "market." Whether you invest them here or there makes all the difference in the ROI you will receive. You might consider your own business's ROI as Return on Effort (ROE) or Return on Ability (ROA). Your owner's equity, or "career equity," will be impacted by your choice among investment opportunities. The degree to which you own your own business and, therefore, focus on managing your assets most effectively, is the degree to which you will get the most career satisfaction — and profit. So, the question becomes:

Where are you going to put your ass(ets)?

When used responsibly, recruiters can be viewed as brokers — investment advisors showing you the myriad career investment opportunities available. You put your paycheck, your money, in the bank so it can be managed by someone else, enabling you to deal with other things, right? Maybe you send it to your stockbroker so she can put it in the market to net you the highest return. Whatever you do with it, you place it in someone else's hands so you can focus on what you do best. There is nothing different about using a good headhunter to help you invest your employable assets.

Professional Reviews

Publishers Weekly
“In many industries, recruiters are the key to a fruitful job search. For those job seekers who don’t know the difference between contingency and retained recruiters, among other nuances, Darrell W. Gurney’s friendly and concise Headhunters Revealed! Career Secrets for Choosing and Using Professional Recruiters is a welcome resource. With helpful checklists and bulleted summaries, Gurney explains in upbeat, chummy prose all there is to know about the recruitment process—from what headhunters actually do (hint: it’s more than just peddling resumes) and why they can help your career to the best way to make yourself an attractive candidate (e.g., be specific about your needs, keep in mind long-term goals).”

American Library Association's Booklist
"For some reason, the field of executive recruiting has always been cloaked in mystery, perhaps because recruiters deal with only a select group of candidates. Those on the "outside" seem to believe there is some sort of unknown ritual in getting tapped. Even headhunter, the popular term for the profession, suggests the exotic. Nearly three decades ago, Allan Cox first offered the Confessions of a Corporate Headhunter (1973); then, twenty years ago, John Wareham revealed Secrets of a Corporate Headhunter (1980). Now Gurney, a Certified Personnel Consultant who has practiced for 14 years, reveals why recruiters exist and what they do. He explains the differences between contingency and retained recruiting. He suggests how to capture the attention of recruiters and lays out the advantages of working with them. Gurney advises what recruiters want to hear in an interview and what they want to see on a resume. Of course, since the time when Cox and Wareham offered their inside looks, the Internet has become a major medium, and Gurney offers Web-savvy tips throughout."— David Rouse

Joyce Lain Kennedy
"Most narrow-niche executive recruiter books fail to provide adequate but simple, meat-and-potatoes directions to develop career-productive relationships with search professionals. "Headhunters Revealed!" is an exception; it really is a blueprint for extracting the best rewards in working with recruiters."--Joyce Lain Kennedy's "Careers Now" column (LA Times Syndicate)

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