Many people use headhunters when seeking a career change, but the key is to get on to the “A list” of clients who are eagerly pursued when opportunities become available.

Those in the market for a career move must get in front of the people who make hiring decisions, otherwise they stand little chance of being singled out.

Building relationships with headhunters establishes strong links with the experts who source senior individuals and specialists across diverse industry sectors, and often handle international assignments. Headhunters are always looking to grow their supply of candidates, and regularly update their database of quality professionals. Getting onto that database is a key toward obtaining an interview. To do that, you need to make yourself more marketable, and easier for a headhunter to work with.

A dynamic initial approach to the headhunter can make you stand out, and get you straight on to their list of “top-drawer” candidates - those who have priority when new career openings arise.

You need to identify your strengths and assets — the things that will make you attractive to potential employers — and then be able to communicate these employer benefits clearly and directly to the headhunter.

Why should they be listening to you in the first place? What have you got to offer that the next candidate hasn’t? What special qualities would you bring to the job? Start with your C.V. If it’s 4 to 6 pages of detailed, historical job descriptions, re-write it. You need a live, forward-looking easy to understand document telling the reader who you are, and what you are capable of, clearly and simply. It should make them want to meet you.

Begin by defining what you want to do, and follow this with a clear statement describing yourself professionally. Avoid useless statements like “self-starter”, or “dynamic”, qualities which are expected. A well-written C.V. should flow smoothly from one page to the next, providing the evidence that you can do the job.

Identify what you want to do and the reasons why you know you can do it. Do this to understand yourself much better, and in the process improve the way that you communicate who you are, what you’ve already achieved, and what you can do for an employer. An introductory telephone call is a good way to make an initial impression, but if you don’t prepare thoroughly, the call could be a big turn-off for the person at the other end.

So be sure of what you want to say. Run through the highlights of your career, and list your main achievements to date. You’re trying to get someone’s attention, arouse interest and encourage them to want to ask for more.

Concentrate on key points of interest. Just to be sure you’re ready to make that important call before you pick up the phone. Try it out first on a friend. Or talk into tape recorder, play it back, and be your own judge. When you’re ready, make that call. Be confident. Be positive.

(Based in Dubai, David Thatcher, [email protected], is managing director of career management firm Bernard Haldane Associates in the Middle East.)