对于许多猎头顾问来讲，他们只知道BD、联系候选人，但是，他们不知道猎头公司背后的商业模式是怎样的，也不知道如何去经营一家猎头公司，而资深猎头一定会探究这些在猎头公司背后隐藏的逻辑，只有深入了解才能在猎头这条路上走的更远。今天的内容我们就来发现隐藏在猎头这个行业背后的那些事儿。

　　For many headhunting consultants, they only know about BD and contacting candidates, but they do not know what the business model behind the headhunting company is, nor do they know how to run a headhunting company. Senior headhunters will definitely explore the hidden logic behind these headhunting companies. Only by deeply understanding can they go further on the road of headhunting. Today's content will reveal the things hidden behind the headhunting industry.

　　什么是商业模式？通俗地说，商业模式就是一群或一组利益相关方的持续，即大家都投入各自的资源和能力，并共同创造价值的方式。我们将大家共同创造的价值称之为价值。

　　What is a business model? Simply put, a business model is a continuous transaction between a group or group of stakeholders, where everyone invests their own resources and capabilities and works together to create value. We refer to the value created by everyone together as transaction value.

　　因为是有成本的，所以，价值-成本=价值空间。进而，价值空间-内容（包括原料、半成品、服务、信息等等货币成本）=价值增值。

　　Because transactions have costs, transaction value - transaction cost=value space. Furthermore, the value space - transaction content (including monetary costs such as raw materials, semi-finished products, services, information, etc.)=value appreciation.

　　因此，价值增值实际上是各个利益相关方在过程当中产生的剩余。那么，焦点企业对自己剩余的贴现就是焦点企业的企业价值。这就是我们对商业模式的理解。

　　Therefore, value appreciation is actually the surplus generated by various stakeholders in the transaction process. So, the discount of the surplus of the focus enterprise is the enterprise value of the focus enterprise. This is our understanding of the business model.

　　不管怎么去理解，它实际上都是由一个一个的利益相关者通过来形成的一张网络。而我们今天要讲的并不是猎头行业完整的商业模式，我们今天的内容主要是要用直观和通俗易懂的方式将商业模式展示出来。

　　No matter how it is understood, it is actually a network formed by one stakeholder after another through transactions. And what we are going to talk about today is not the complete business model of the headhunting industry. Our main content today is to present the business model in the most intuitive and easy to understand way.

　　1KA（大客户模式）

　　1KA (large customer mode)

　　这是传统的猎头模式，也是大部分猎头公司采用的模式。这种模式的核心是以客户为中心，组建团队，消化掉客户的所有职位，无论这些职位是哪个职能部门的。

　　This is the most traditional headhunting model and also the model adopted by most headhunting companies. The core of this model is customer-centric, team building, and digesting all customer positions, regardless of which functional department they belong to.

　　这种模式的逻辑是：先开发客户，拿到客户的职位需求，根据职位需求寻找候选人，是从客户端开始到找到候选人结束的线性流程。

　　The logic of this model is to first develop the client, obtain the client's job requirements, and search for candidates based on the job requirements. It is a linear process from the client to finding the candidate.

　　KA模式的好处是客户开发压力不大，有几个客户就足够一个团队运转的。在房地产行业，声名赫赫的是几家只做一家客户，做到几千万的猎头公司，真是将KA模式做到。

　　The advantage of KA mode is that there is not much pressure on customer development, and having a few customers is enough for a team to operate. In the real estate industry, the most well-known are several headhunting companies that only serve one client and reach tens of millions, truly taking the KA model to the extreme.

　　在互联网行业，也有几家猎头公司在阿里巴巴一家公司做到上千万的。虽然是的几个案例，但是也能看到KA模式的端倪，就是组建团队，努力完成客户的所有招聘需求。KA模式的问题在于客户所提供的岗位五花八门，总有一些岗位是不熟悉甚是从来没有接触过的，需要从0开始找人，往往这些岗位的人不太好找，不仅要花费很长时间，很可能一无所获，顾问是否有意愿或者有能力投入是个问题。

　　In the Internet industry, there are also several headhunting companies that have reached tens of millions in Alibaba. Although it is one of the few cases, we can still see the clues of the KA model, which is to form a team and strive to fulfill all the recruitment needs of the client. The problem with the KA model is that the positions offered by clients are diverse, and there are always some positions that are unfamiliar or even unfamiliar to them. It is necessary to start looking for people from scratch, and it is often difficult to find people for these positions. Not only does it take a long time, but it is also possible to achieve nothing. Whether consultants have the willingness or ability to invest is a question.

　　2PS模式（Proactive Specialization 主动专注）

　　2PS mode (Proactive Specialization)

　　PS模式的逻辑是从候选人端开始，为候选人寻找适合的岗位。

　　The logic of PS mode is to start from the candidate end and search for suitable positions for the candidate.

　　PS模式要求顾问有良好的销售能力，对他们来说，在候选人库建立起来之后，重要的工作是寻找客户。PS模式给我们行业的思考就是专注。顾问只专注于一个职能，而且很可能是专注于这个职能总监级别以上人选。

　　PS mode requires consultants to have good sales skills. For them, after establishing a candidate pool, the most important task is to find customers. The biggest consideration that PS mode brings to our industry is focus. Consultants only focus on one function, and are likely to focus on candidates at or above the director level for that function.

　　PS模式的问题往往是没有大客户的，打一枪换一个地方是常态。为了这个问题，各个部门之间经常互通信息，但是问题不可能完全，他们就没想过帮客户掉所有职位的招聘。

　　The biggest problem with PS mode is often the lack of major customers, and changing places with a single shot is the norm. In order to solve this problem, various departments often exchange information with each other, but the problem cannot be completely solved. They have never thought of helping clients solve the recruitment of all positions.

　　PS模式在职能领域具有强大的竞争优势，尤其是财务模块。财务比人事好做，是因为财务更加偏向技术，而人事需要更高的情商，情商没法模式化。PS模式在行业线上和KA模式竞争并不具有什么优势，其原因就是他们的思维是“点”式的，而KA模式的思维是“面”式的。

　　The PS model has a strong competitive advantage in the functional field, especially in the financial module. Finance is easier to handle than human resources because finance leans more towards technology, while human resources require higher emotional intelligence, which cannot be standardized. The PS model does not have any advantages in competing with the KA model online in the industry, because their thinking is "point" style, while the KA model's thinking is "surface" style.

　　3MPC模式（Most Placeable Candidate）

　　3MPC mode (Most Placeable Candidate)

　　这种模式是从PS模式中分化出来的。这种模式适合某些候选人很稀缺的领域，比如AI，大数据，算法，无人驾驶，区块链，物联网等新兴领域，候选人很少，客户需求旺盛。某些高精尖的领域也适合这种模式，比如医药研发科学家，投资高管，外资资深律师等等。

　　This mode is differentiated from the PS mode. This model is most suitable for certain fields where candidates are scarce, such as AI, big data, algorithms, autonomous driving, blockchain, IoT, and other emerging fields. There are few candidates and strong customer demand. Some high-precision fields are also suitable for this model, such as pharmaceutical research and development scientists, investment executives, senior foreign lawyers, and so on.

　　适当的模式很重要，各种模式各有优缺点，不能生搬硬套，但是，作为有志向的顾问，需要了解各个模式的优缺点，在不同场景下灵活运用，融会贯通，也是很有必要的。

　　The appropriate mode is important, as each mode has its own advantages and disadvantages, and cannot be blindly applied. However, as an ambitious consultant, it is necessary to understand the advantages and disadvantages of each mode, flexibly apply them in different scenarios, and integrate them.

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