1、了解客户公司薪水详细情况

1. Understand the detailed salary situation of the client company

猎头顾问在职位开始的时候，要尽量多了解到招聘企业的薪资详细情况；包括企业的薪酬体系，薪资结构，激励机制，福利政策等等。一定要跟HR详细沟通职位的薪资的具体构成以及内部层级的分布；了解到招聘职位是在哪个层级，大概的薪资范围是多少。

At the beginning of the job, headhunting consultants should try to understand as much as possible the detailed salary situation of the recruiting company; This includes the company's salary system, salary structure, incentive mechanisms, welfare policies, and so on. Be sure to communicate in detail with HR about the specific composition of job salaries and the distribution of internal levels; Understand which level the recruitment position is at and what is the approximate salary range.

这样一是便于我们按照招聘企业能给到的范围来搜寻目标人选，二是便于猎头顾问后期有足够多的有利信息去说服候选人；如果招聘企业的底薪不高，那么猎头顾问就可以以激励机制，福利政策等去吸引候选人。

This is twofold: firstly, it is convenient for us to search for target candidates within the scope that the recruiting company can provide; secondly, it is convenient for headhunting consultants to have enough favorable information to persuade candidates in the later stage; If the base salary of the recruiting company is not high, then headhunting consultants can use incentive mechanisms, welfare policies, etc. to attract candidates.

2、了解候选人目前的薪水构成情况

2. Understand the candidate's current salary composition

在跟目标候选人沟通的时候，要尽量详细的去了解候选人目前的薪资构成情况；包括底薪，奖金（月度奖，季度奖，年终奖），补贴，福利政策等。

When communicating with the target candidate, it is important to have a detailed understanding of their current salary structure; Including base salary, bonuses (monthly, quarterly, year-end), subsidies, welfare policies, etc.

有些候选人底薪比较低的，要尽量了解他每个月不同的奖金情况以及他最近一年的总收入情况。而且需要提醒候选人要拿的出证据来证明他的薪资情况，以免他报给猎头顾问的数据有很大的水分。

Some candidates with lower base salaries should try to understand their monthly bonus situation and their total income in the past year. And it is necessary to remind candidates to provide evidence to prove their salary situation, in order to avoid significant discrepancies in the data they report to the headhunting consultant.

3、了解候选人对薪水的态度

3. Understand the candidate's attitude towards salary

然后在猎头顾问做推荐报告的时候，把候选人的目前薪资和希望薪资都要尽量详细的写进去；有些候选人说薪资可以面议，那么他说的面议是指什么呢？

Then, when the headhunting consultant makes a recommendation report, they should include as much detail as possible about the candidate's current salary and expected salary; Some candidates say that salaries can be negotiated face-to-face, so what does he mean by face-to-face negotiation?

是说如果机会好，低于目前的也可以接受，还是说低于多少不考虑呢，这个一定要跟他确认好；有些即使不写进简历，至少猎头顾问心里要有底。候选人是看重钱还是看重其他，通过详细的沟通准确掌握。能被猎头看上的都是中高级以上的人才，那些候选人其实对薪资的要求反倒不是很刻意，他们追求的更多是职业上的发展。

Does it mean that if the opportunity is good, it can still be accepted if it is lower than the current level, or is it not considered how much lower it is? This must be confirmed with him; Even if some are not included in the resume, at least headhunting consultants need to have confidence in their hearts. Do candidates value money or other things? Accurately grasp through detailed communication. The candidates who can be targeted by headhunters are all mid to senior level talents, and those candidates actually do not have very deliberate salary requirements. They pursue more career development.

4、了解候选人对工资的期望

4. Understand the candidate's expectations for salary

同时，要了解候选人对于工资的期望值，在推荐简历之前了解到候选人的期望值是非常必要的；而且还要适当的引导，如果候选人的期望完全是不合理的期望，比如有些一来就要双倍的，我们一定要当场打压。或者给予必要的提醒，告诉候选人这个期望完全是不合理的，一般跳一次槽的薪资涨幅在20%~30%之间是比较合理的；并且告诉他如果实在要坚持这个无理的要求，可能客户根本就不会给他面试的机会；如果他有意向，也会慎重考虑薪资的期望问题。

At the same time, it is necessary to understand the candidate's salary expectations before recommending a resume; Moreover, appropriate guidance is also necessary. If the expectations of candidates are completely unreasonable, such as those that will be doubled upon arrival, we must suppress them on the spot. Or provide necessary reminders to inform candidates that this expectation is completely unreasonable. Generally, a salary increase of 20% to 30% for a job change is reasonable; And tell him that if he really insists on this unreasonable request, the client may not even give him the opportunity to interview; If he is interested, he will also carefully consider the issue of salary expectations.

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