莫伊拉•本森(Moira Benigson)是MBS高管搜寻集团(MBS Executive Search Group)创始合伙人
你是如何得到现在的工作的？
我不是“得到”了一个工作，我是在23年前得到了一个客户，借此创建了一家咨询公司。我的第一个客户是蒙蒂•唐(Monty Don)，那时候他还在从事零售业。我从此便踏上了成功之路。
你是否在从事某一专业领域的工作？
我们的咨询公司专注于消费品、零售业、旅行和休闲。我们的客户包括森宝利(Sainsbury's)、苹果(Apple)、Liberty、耐克(Nike)、维珍(Virgin)和Jamie Oliver Enterprises。
猎头工作吸引你的是什么？
我通过为企业介绍人才，向它们提供了解决方案。我热爱自己的事业，因为它能给企业带来切实的帮助，这一点最令我感到满足。
你多久“捕获一次猎物”？
对我而言，这个过程本身与最后找到候选人同样重要，最关键的是候选人的质量，而不是数量。
你最棒的一次推荐是哪次？
是我在1993年首次为上市公司推荐董事会人选那次。我当时不敢相信自己居然破天荒的得到了在董事会层次开展工作的机会。西尔斯公司(Sears plc)当时的首席执行官利亚姆•斯特朗(Liam Strong)是一位鼓舞人心的客户，他确实改变了我们作为咨询公司的工作方式，也给了我在广阔的国际竞争舞台开拓自己事业的机会。
最有效的沟通模式是什么？
即使在新媒体时代，与人交谈，最好是面对面交谈或打电话，也仍是最好、最有效的沟通方式。
如何看待社交媒体的作用，例如LinkedIn？
它只是另一种工具。对我们而言，人际沟通和人际关系才是猎头过程的关键。这个工作的一个关键部分是建立人际网络，这样我们才能综合借助知识、推荐和调研确定可能的候选人。
如何打电话接洽一位重量级的候选人？
我在这个领域从业已经有23年，所以在我打电话接洽的候选人中，有许多我都认识。我只有在确定自己手上有他们想了解的信息时才会给他们打电话。
是不是某些行业的高管比其它行业的高管更乐于接你的电话？
零售业者很忙，即使人在店里也经常不在办公桌旁。我对人有着天生的好奇心和真诚的兴趣，所以我觉得确定候选人并不难。因为我做这一行已经很长时间，所以许多人是经人推荐给我打电话的，也有许多人我已经关注了20多年。我经常出于兴趣去接洽人选，说不定会有意外之喜。
有没有什么“行业秘诀”？
我从来不劝说不愿换工作的人跳槽，必须要在双方看来都合适才可以。
能否给那些被猎头联系的人提条最重要的忠告？
一定要倾听，说不定会有什么机遇自动找上门来，或许能给你的事业带来转机。
应该怎样与猎头建立最良好的关系？
就像南妮•麦克菲(Nanny McPhee)说的：“你应当对我的工作方式有这点了解，如果你需要但不想要我的帮助，那我肯定会继续关注你。如果你想要但不需要我的帮助，那我只能和你说白白了。”换句话说，不要只想着眼前的需要。猎头经常能帮到你。很有趣，通常都是那些最重要、最成功的高管经常与我交谈——原因很简单，他们经常关注自己的下一个机遇在哪里。
译者/王柯伦
http://www.ftchinese.com/story/001035256
Moira Benigson is founding partner for the MBS Executive Search Group
How did you get your current job?
I didn’t get a job – I got a client and started a consultancy 23 years ago. My first client was Monty Don when he was in retail and I have never looked back.
Do you work in a specialist area?
The consultancy specialises in consumer, retail, travel and leisure. Our clients include Sainsbury’s, Apple, Liberty, Nike, Virgin and Jamie Oliver Enterprises.
What is it about headhunting that appeals to you?
I bring solutions to companies via the people that I bring in. I love what I do because it makes a difference to organisations, which is most satisfying.
How often do you “capture your prey”?
To me, the process itself is as important as landing a candidate at the end of it – it’s about quality of delivery not quantity.
What was your best placement?
My first plc board placement in 1993. I could not believe it when I got my first opportunity to work at board level. Liam Strong, the then chief executive at Sears plc, was an inspirational client who really changed the way we worked as a consultancy and gave me the opportunity to begin my career competing on an international, big playing field.
What is the most effective mode of communication?
Even in this age of new media, speaking to people, preferably in person or on the telephone, remains the best and most effective method of communication.
How do you see the role of social media, such as LinkedIn?
It’s just another tool – for us, personal communication and relationships are key to the process. A major part of this job is networking so that we can identify likely candidates through a combination of knowledge, recommendations and research.
How do you approach the big phone call?
I have been working in this sector for 23 years so I know many of the people I am calling. And I only call people when I think I’ve got something they’ll want to know about.
Are executives in some sectors more receptive to calls than others?
Retailers are very busy and are often not at their desks as they are in their stores. I don’t find it difficult to identify candidates as I have a natural curiosity and genuine interest in people. Because I have been doing this for such a long time, many people are recommended to call me – and others I have tracked for over 20 years. I often just meet people out of interest as you just never know.
What are the “tricks of the trade”?
I never persuade reluctant movers – it has to be right on both sides or it will not work.
Your best piece of advice for anyone contacted by a headhunter?
Always listen – you never know what opportunity might present itself – and what it might do for your career.
How can people best develop their relationships with headhunters?
As Nanny McPhee says: “There is something you should understand about the way I work. When you need me but do not want me, then I must stay. When you want me, but do not need me, then I have to go.” In other words, don’t just think about an immediate need. Headhunters can often help you. It is interesting that it is usually the most important and successful executives that talk to me for the very reason that they are often looking at where their next opportunity is going to come from.
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