猎头为什么看上你

张荣东
猎头为什么看上你，一句话：看上你的人力资本“过去价值”。那么什么是你的人力资本的“过去价值”呢？过去价值——指这个人过去的工作知识经验、项目业绩和技术成果、人脉关系、技能的凝聚和社会有效资源的掌握积累量、管理能力和职业素养及道德（行为锚）等在企业发展经营活动中体现出的价值能力的贡献，这就形成了你的人力资本。人力资本“过去价值”针对未来实现的人力资本“愿景价值”而言的 。        
   “过去价值”价值的综合量就直接反映个人的能力和个体人力资本价值的“含金量”。例如：1.一位药企的销售经理，最大的价值就是手里掌握的客户资源和市场销售管理能力。而这些X客户资源正是靠这位药企的销售经理N年的销售工作在实际业务中长期合作和业务管理中获取的客情关系。而药企正是靠销售经理管理的客户渠道完成企业产品销售任务。同时在销售过程中有效的处理公司与客户财务关系、质量、新产品推进、竞争对手抵制、制定销售策略、行业信息分析、新区域客户开发、等等系列维护企业发展利益的举措。这直接就反映了你的职业能力和职业素养。而当猎头的客户企业（可能是你现在企业的竞争对手）正需要这样的与该企业匹配人才。那么你的这些价值将被猎头看重。而这些价值能力对于你到新企业必须重新适应和匹配。因为两个企业相互之间的背景、财务、管理制度、整体人力资源匹配、产品结构、领导风格、企业文化和可资源支配等等都相互不同。你从原有的企业过来后，从企业角度你只是新企业中的人力要素而已。你在前一个企业所拥有的“过去价值”必须与现在的企业进行有效匹配和调整再通过过去的工作知识经验、项目业绩和技术成果、人脉关系、技能的凝聚和社会有效资源的掌握积累量、管理能力为新企业做出贡献价值。你的过去价值，那么对于另一个新企业就具有了稀缺属性、异质属性、私有属性、和可转换属性的需求渴望人力资本愿景价值期待。
人力资本的“过去价值”对企业的诱惑是非常大的。例如：2.一家刚成立的不久大酒店总经理一直没选到合适的厨师长，后堂管理一直没跟上，于是绞尽脑汁找到猎头公司，要求猎头寻找合适的厨师长，很快在当地一个有名的大酒店分店工作多年厨师长被猎头纳入眼中，这家有名的酒店生意非常好和菜系有着非常大的关系。而厨师长手下管理的几个厨师非常出色，他们与厨师长一起在这家酒店好几年了，由于酒店生意好待遇也非常不错，其实已有好多酒店来和他们私下谈过要挖走这些大厨都没有成功。而这些想挖走他们的酒店就是看到了厨师们的“过去价值”在企业的贡献，试想在这家大酒店分店工作多年了的厨师长和管理的厨师团队，对这些刚成立不久的大酒店老总们是多么大的诱惑呀！
       猎头们找到你时，说明你很优秀的“过去价值的”人力资本很被看好。同时你得仔细分析所推荐的企业和你的“过去价值”人力资本资源匹配融合度。这决定着未来你的事业发展和个人人力资本价值转化及增值。

Why are you? Headhunting
ZhangRongDong
A: why are you, executive after your human capital: "past value". What is your human capital "value"? Over the past - refers to the work experience, knowledge and technical achievements, project performance skills of human relationships, and social resources, management of master accumulation ability and professional and ethical behavior (etc) in the enterprise development anchor operation activities of the value of the ability to reflect, it forms a contribution of your human capital. Human capital "value" for the past the value of human capital "vision".
"Value" value is directly reflect personal ability and individual value of human capital value. Example: 1. A medicine, the sales manager's hand grasp the value of the clients is the resource and market sales management ability. While these X client resources by the medicine in the sales manager in the sales job -- actual business operation management and long-term cooperation relationship for the situation. And pharmacy enterprises by the client channel sales manager to manage complete enterprise product sales task. While in the sales process effectively deal with clients financial relationship, quality, new product, competitors, sales strategy, boycott industry information analysis, a new area development and maintenance of customer, enterprise development interests series. This reflects your professional ability and professional quality. And when the client enterprises (headhunting company is now you may rival) is the need to match. Then you will be the value of the executive. While these values for you to new enterprise ability to adapt and matching. Because the two enterprises between background, finance, management system, the whole human resource matching, product structure, style of leadership, enterprise culture and the dominant resources, mutual different. You come from the original enterprise, from the Angle of enterprises is the new enterprise you human factor. Before you have an enterprise value "and" past the enterprise must now effectively adjust again through the matching and past experience, knowledge and technical achievements, project performance skills of human relationships, and social resources, the master accumulation for the new enterprise management ability contribution value. Your past value, then to another new enterprise has a scarce attribute, heterogeneous attribute, the private property, and the demand of convertible attribute value for human capital vision.
Human capital ", "the enterprise value of past temptation is very big. Example: 2. A start-up soon hotel manager hasn't been elected to the appropriate chef, "management hasn't been up and racking my brains to find headhunter, requirements for chef, executive in an area of the famous soon file by working years hotel executive chef in the famous hotels in business is very good and very big concern with cuisines. But under the management of several chef cooks and chefs, they very well together in this hotel for several years, due to the hotel is very good business good treatment, actually has a lot to talk about their private hotel and have to dig the chef without success. While these want to move their hotel is to see the chefs "past" in the enterprise value in the hotel, imagine working years of file management and chef cooks group, was established in the hotel near the bosses how big is the temptation of ah!
When you find recruiters, you are very good "in the past, the value of human capital is very promising". And you have to be careful analysis of the enterprise and you recommended the value of human capital "past" resource matching alignment. The future depends on your career development and personal manpower capital value conversion and value.