Influencing

I heard the last month one of my candidates recounting a negative experience with a recruiter or "headhunter". His story featured a search consultant conducting a disasterous interview. This "consultant" did clearly not understand the role the executive was working in. He asked senseless questions about his career and responsabilities; which made clear he was in no position to assess candidates, let alone convincing them to change jobs for a new opportunity. The interview was a waste of time.

The result of good influencing skills is the ability to attract great talent, and when required, to bring a client to the point he is willing to accomodate the expectations of a good candidate. The more senior the position one is recruiting, the more important approach, attitude and maturity matter on the consultant side.

Influencing is hence one of the top attributes a good search consultant must possess, as it is key in waxing away a key asset from one organization to the other. The basis for influence is the succesful creation and communication on a "peer" level; conveying a sense of professional intimacy, providing trustworthy advice on a solid basis of integrity.