{"id":716,"date":"2008-03-10T14:09:07","date_gmt":"2008-03-10T11:09:07","guid":{"rendered":"https:\/\/www.georgebutunoiu.com\/blog\/index.php\/2013\/01\/14\/despre-head-hunting-raspunsuri-gb-cititorilor-wall-street-ro\/"},"modified":"2018-01-06T11:00:08","modified_gmt":"2018-01-06T11:00:08","slug":"despre-head-hunting-raspunsuri-gb-cititorilor-wall-street-ro","status":"publish","type":"post","link":"https:\/\/www.georgebutunoiu.com\/blog\/despre-head-hunting-raspunsuri-gb-cititorilor-wall-street-ro\/","title":{"rendered":"Despre head-hunting \u2013 raspunsuri GB cititorilor wall-street.ro"},"content":{"rendered":"
1.\u00a0\u00a0Cat la suta din veniturile agentiilor provin din serviciile de head-hunting?<\/div>\n

 <\/p>\n

Doua clarificari, mai intai:<\/div>\n

 <\/p>\n

–\u00a0\u00a0unii considera head huntingul doar ca denumirea informala a \u201eexecutive search\u201d (adica recrutarea managerilor exclusiv prin abordare directa), altii considera ca head hunting e numai atunci cand recrutezi o persoana anume desemnata de catre client. Eu sunt in prima \u201etabara\u201d.<\/div>\n
–\u00a0\u00a0firmele de head hunting \/ executive search (in acceptiunea mai larga, descrisa mai sus) fac numai head hunting, si nimic altceva (recrutare prin anunturi, training etc.), altfel isi pierd \u201estatutul\u201d de firme de head hunting \/ executive search si sunt considerate firme de recrutare care fac si recrutari pentru posturi de conducere prin abordare directa (direct search)<\/div>\n

 <\/p>\n

Prin urmare, raspunsul corect ar trebui sa fie, automat: 100%, altfel nu mai e head hunting. De cele mai multe ori, firmele de head hunting au si cate o firma de recrutare asociata, asa ca problema e rezolvata, cel putin formal, in litera definitiei.<\/div>\n

 <\/p>\n

2.\u00a0\u00a0Din partea caror companii provine cea mai mare cerere de servicii de head-hunting? (companii multinationale sau companii romanesti)<\/div>\n

 <\/p>\n

Evident, din partea firmelor multinationale. Pana acum cativa ani nu am avut mai mult de 1-2 recrutari pe an de la firme romanesti, fie ele private sau de alt fel. In ultimii 2 ani a crescut masiv cererea de recrutare pentru astfel de firme.<\/div>\n

 <\/p>\n

3.\u00a0\u00a0Cum va explicati procentul scazut al companiilor romanesti care apeleaza la serviciile de head-hunting? (enumerati principalele cauze)<\/div>\n

 <\/p>\n

In primul rand costurile, evident, si apoi gradul mare de incertitudine (risc) asupra sanselor de reusita. E mult mai usor sa recrutezi pentru o firma multinationala decat pentru una romaneasca. In cazul meu, cred ca peste 90% din esecurile pe care le-am avut au fost in cazul firmelor romanesti, antreprenoriale. Vestea se duce repede, antreprenorii vorbesc unul cu altul: \u201eVezi ca GB sau alta firma nu a reusit sa-mi gaseasca ce cautam (asta e cazul fericit, se intampla si sa recrutezi pe cineva care pare bun si sa fie un esec de proportii).\u201d Concluzia: \u201eGB nu e bun, e numai gura de el … head hunterii sunt toti la fel, te usuca de\u00a0bani<\/a>\u00a0pentru… etc.\u201d<\/div>\n

 <\/p>\n

4.\u00a0\u00a0Din ce domenii vin companiile care fac apel la serviciile de head-hunting?<\/div>\n

 <\/p>\n

Cu siguranta ca asta nu tine de domeniu ci de cat de dezvoltat e acest domeniu in tara respectiva. Sunt multe cereri din banking \/ financial services, din FMCG si din retail, pentru ca sunt multe afaceri mari aici. In real estate, de exemplu, pana cu 3 ani in urma nu am avut niciodata vreo cerere. Acum avem o multime.<\/div>\n

5.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Putem vorbi de firme specializate exclusiv pe head-hunting pe piata romaneasca?<\/strong><\/p>\n

Da, la fel ca si in strainatate. Sunt 6 sau 7 in Romania care fac numai asta si care se incadreaza fara prea multe compromisuri in definitia data la pct. 1<\/p>\n

6.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Care este sistemul de tarifare al serviciilor de head-hunting?<\/strong><\/p>\n

Referitor la tarife, sunt cateva criterii obligatorii pentru orice firma de head hunting:<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0nu se accepta decat misiuni pentru care firma de head hunting \/ executive search are exclusivitate<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0nu se accepta niciodata \u201esuccess fee\u201d, adica plata sa fie facuta numai daca se gaseste candidatul potrivit (adica se incheie cu o angajare).<\/p>\n

 <\/p>\n

Marea majoritate a firmelor de head hunting (si in Romania, si in strainatate) factureaza in 3 transe:<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a01\/3 la semnarea contractului<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a01\/3 la prezentarea short list (inainte sau dupa)<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a01\/3 la semnarea contractului de angajare.<\/p>\n

Limita minima a tarifelor firmelor de head hunting \/ executive search in Romania este considerata (tacit \/ informal) 10,000 \u20ac + TVA (in tarile occidentale e ceva mai ridicata). Practic, cu greu ar putea sustine o firma ca face head hunting \/ executive search daca factureaza mai putin de atat.<\/p>\n

7.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Cat acopera serviciile de head-hunting din totalul pietei?<\/strong><\/p>\n

 <\/p>\n

Cred ca mai putin de 15 % din volumul pietei totale de recrutare, insa e greu de socotit pentru ca la multe firme nu poti sa disociezi prea bine cat e recrutare, cat e inchiriere de personal sau alte servicii legate de HR<\/p>\n

8.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Care sunt etapele urmate in desfasurarea unui proces de head-hunting?<\/strong><\/p>\n

 <\/p>\n

Ca proces, e ceva foarte usor de descris, aproape banal:<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0se discuta cu clientul ce vrea, ce business are, cat de atractiv e etc.<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0se stabileste o lista cu companii in care pot fi gasiti candidatii potriviti, si cam pe ce pozitii ar fi (de regula, asta se face impreuna cu clientul)<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0se contacteaza \u201epersoanele din acel target list\u201d si se discuta cu ele (se evita termenul \u201einterviu\u201d in firmele de head hunting \/ executive search)<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0se discuta cu clientul despre ce s-a discutat cu candidatii, apoi cu candidati ce s-a discutat cu clientul, se analizeaza, iar se discuta<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0candidatii cei mai buni (si interesati, se intelege) se prezinta clientului, dupa care se discuta, si se discuta, se discuta…<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0candidatul final semneaza contractul de angajare, toata lumea rasufla usurata, iar noi facem ultima factura<\/p>\n

–\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0discutam, in continuare, cu noul angajat si cu clientul ca sa ne asiguram ca lucrurile merg asa cum ne asteptam, ne intalnim, discutam iarasi etc.<\/p>\n

9.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Cat dureaza in general un proces de head-hunting?<\/strong><\/p>\n

 <\/p>\n

Intre 3 zile si cativa ani. Totusi, nu e prea \u201estrategic\u201d pentru o firma de head hunting sa prezinte candidatii dupa 3 zile, chiar daca ii stie deja si ar putea sa-i prezinte imediat. De obicei, o face dupa cateva saptamani, o luna, ca sa nu se intrebe clientul de ce a platit atatia bani pe un job pe care head hunterul l-a facut in doua zile.<\/p>\n

10.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Care sunt cele mai cerute pozitii de companii? Putem vorbi si de head-hunting la nivel de middle management?<\/strong><\/p>\n

 <\/p>\n

\u201eTeoretic\u201d, head hunting-ul nu e limitat numai la pozitiile de conducere, un presedinte de companie poate sa ceara ca si o (super) secretara sa fie recrutata prin direct search, si sa plateasca 20,000 \u20ac pentru asta. Totusi, se face o \u201eautofiltrare\u201d prin pret, deoarece putine firme si-ar permite sa plateasca atatia bani pentru o recrutare pe un nivel mai coborat. Se mai apeleaza la head hunting si cand se recruteaza pozitii foarte specializate, care nu sunt, totusi, de conducere: un inginer dintr-un domeniu de varf, un geniu in informatica etc.<\/p>\n

 <\/p>\n

11.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Ce garantii ofera firmele de head-hunting pentru candidatii pe care ii plaseaza?<\/strong><\/p>\n

De regula, intre 6 si 12 luni. Asta inseamna ca daca se dovedeste ca noul angajat nu e destul de bun, asa cum se credea, si ca e dat afara sau mutat \/ marginalizat in firma, atunci firma de executive search face o noua recrutare, fara sa mai fie platita. In mod normal, aceasta garantie nu se aplica in cazul in care separarea dintre angajat si client se face din cauze care nu tin de calitatea prestatiei head hunter-ului: angajatorul nu si-a tinut promisiunile, angajatul a primit o oferta mai buna (clientul nu a reusit sa-l retina; in fond, se considera ca asta e responsabilitatea lui exclusiva), reorganizari ale firmei etc.<\/p>\n

12.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Care sunt calitatile pe care un head-hunter trebuie sa le aiba?<\/strong><\/p>\n

 <\/p>\n

Iarasi \u201eteoretic\u201d, un head hunter ar parea ca trebuie sa aiba o lista de cateva pagini cu calitati, unele de-a dreptul supranaturale… In realitate, insa, cle mai importante calitatati (resurse) ale unui head hunter sunt accesul la informatii si cunoasterea pietei. Daca stii tot ce se intampla pe piata, cunosti (personal) foarte multi oameni care iti pot da informatii (cine e cel mai bun in domeniu, ce se spune despre X sau despre Y etc.) si daca stii bine ce se \u201eascunde\u201d in spatele firmelor si businessurilor mai semnificative, atunci rezultatele pozitive sunt destul de previzibile.<\/p>\n

13.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong>Cat de mult se investeste pentru formarea unui head-hunter?<\/strong><\/p>\n

 <\/p>\n

Zero. Daca personajul in cauza nu poate sa faca head hunting din prima zi in care este pus sa faca asta, inseamna ca nu e head hunter. Din nou \u201eteoretic\u201d, toate firmele mari de head hunting lucreaza numai cu head hunteri, adica cu consultanti seniori, niciodata cu juniori in curs de formare. In marea majoritate a cazurilor, head hunterii sunt fosti manageri din diverse domenii, care au avut o cariere puternica si care, spre finalul acesteia se \u201eretrag\u201d catre consultanta, fie ea head hunting, consultanta de management sau altceva. In firmele mari din strainatate, rareori vezi un head hunter sub 40 de ani, sau chiar sub 50. Chiar din ziua in care un astfel de manager se muta la o firma de executive search poate prelua misiuni de head hunting (de obicei, in domeniul lui de specializare) pentru ca a facut deja asta, de foarte multe ori, in firmele pe unde a lucart. Faptul ca a fost \u201ede cealalta parte a baricadei\u201d e mai degraba un avantaj.<\/p>\n","protected":false},"excerpt":{"rendered":"

1.\u00a0\u00a0Cat la suta din veniturile agentiilor provin din serviciile de head-hunting?   Doua clarificari, mai intai:   –\u00a0\u00a0unii considera head huntingul doar ca denumirea informala a \u201eexecutive search\u201d (adica recrutarea managerilor exclusiv prin abordare directa), altii considera ca head hunting e numai atunci cand recrutezi o persoana anume desemnata de catre client. Eu sunt in […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[2],"tags":[],"class_list":["post-716","post","type-post","status-publish","format-standard","hentry","category-home"],"acf":false,"yoast_head":"\nDespre head-hunting \u2013 raspunsuri GB cititorilor wall-street.ro - Blog GB<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.georgebutunoiu.com\/blog\/despre-head-hunting-raspunsuri-gb-cititorilor-wall-street-ro\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Despre head-hunting \u2013 raspunsuri GB cititorilor wall-street.ro - Blog GB\" \/>\n<meta property=\"og:description\" content=\"1.\u00a0\u00a0Cat la suta din veniturile agentiilor provin din serviciile de head-hunting?   Doua clarificari, mai intai:   –\u00a0\u00a0unii considera head huntingul doar ca denumirea informala a \u201eexecutive search\u201d (adica recrutarea managerilor exclusiv prin abordare directa), altii considera ca head hunting e numai atunci cand recrutezi o persoana anume desemnata de catre client. 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