From IT Professional to Headhunter – What I Learned on Both Sides of the Table

If you know me, you know I’ve been in the IT industry since 1984. I started in technical roles, later moved into sales and sales management, led teams, was a hiring manager multiple times – and at other times, a candidate myself. Eighteen years ago, I switched sides and started my own headhunting business.

These experiences – from both perspectives – have shaped how I view the job market today. In this article, I want to share some of the most important lessons I’ve learned from that perspective shift. Whether you’re considering a career move, preparing for an interview, or trying to hire the right people – this is for you.

1. Technical skills alone are not enough – communication is key

Many highly skilled professionals don’t fail because of a lack of ability – they fail because of how they present themselves. I know this firsthand: as a technician, I believed my work would speak for itself. But later, as a hiring manager, I learned – that’s not how it works.

It’s not just about what you know. It’s about how well you communicate your value. Impact matters more than a list of tasks. If you can clearly express the results you deliver, you stand out.

2. Every open role represents a problem – identify it

Today I know: open positions are rarely just about backfilling a role. Often, they signal a deeper problem or challenge. Those who recognize that and position themselves not just as applicants but as problem-solvers are far more compelling.

Ask yourself: Why does this role exist right now? What’s the pain point? How can I help solve it?

3. Your CV doesn’t have to be perfect – but your story should be clear

Careers are rarely linear. Mine certainly wasn’t: technician to sales, then to self-employment. What matters most is not whether your CV is “clean” – but whether your path makes sense.

Reflect on your journey and ask: What did I learn? What drives me? Where am I strongest? The answers to those questions make you memorable.

4. Applying for a job is not self-description – it’s positioning

Too many applications are just lists of responsibilities: “I did this… I was responsible for that…” But today, that’s not enough. Employers want to know: Why are YOU the right person for THIS specific role?

That takes clarity, relevance, and strategic communication. If you can frame your story around their needs – you gain a real edge.

5. The job market is more selective – but not closed off

Yes, competition has increased. Yes, companies respond less. But opportunities still exist – especially for those who are willing to position themselves actively, nurture networks, and invest in how they come across.

I regularly help candidates land great roles – even in challenging markets. What they all have in common: clarity, focus, and an understanding of what companies truly need.

6. Changing sides gives you new perspective

Moving from technician to sales changed how I think. Becoming a headhunter after years as a hiring manager sharpened my perspective further. I now see both sides of the hiring process – and that’s a huge advantage.

If you feel stuck, consider this: What perspective are you missing? Are you willing to look from the other side? Whether you’re hiring or applying – that shift can make all the difference.

Conclusion: Career paths are rarely straight. But with the right questions, a clear focus, and the courage to shift perspectives, you gain direction – and results. If you’re at a turning point, considering a new move, or looking to fill a key position, I’d be happy to support you.