by Headhunters
He jerked back in his chair. Bullseye. Naturally. For this was Roger Brown in action, the most radiant star in the recruitment sky right now.
‘Last … last year?’
‘Yes, isn’t that right? You applied for the top job at Denja’s. Mayonnaise and liver paste, is that you?’
‘I understood that sort of thing was confidential,’ Jeremias Lander said meekly.
‘So it is. But my job is to map out resources. And that’s what I do. Using all the methods at my disposal. It’s stupid to apply for jobs you won’t get, especially in your position, Lander.’
‘My position?’
‘Your qualifications, your track record, the tests and my personal impression all tell me you have what it takes. All you’re missing is reputation. And the fundamental pillar in constructing a reputation is exclusivity. Applying for jobs at random undermines exclusivity. You’re an executive who does not seek challenges but the challenge. The one job. And that’s what you will be offered. On a silver platter.’
‘Will I?’ he said with another attempt at the intrepid, wry smile. It no longer worked.
‘I would like you in our stable. You must not apply for any more jobs. If other recruitment agencies contact you with tempting offers you must not take them. Stick with us. Be exclusive. Let us build up your reputation. And look after it. Let us be for your reputation what Tripolis is for your house. Within two years you’ll be going home to your wife with news of a better job than the one we’re talking about now. And that’s a promise.’
Jeremias Lander stroked his carefully shaven chin with his thumb and forefinger. ‘Hmm. This interview has moved in a different direction from the one I had anticipated.’
The defeat had made him calmer. I leaned forward. Opened my arms. Held up my palms. Sought his eyes. Research has proved that seventy-eight per cent of first impressions at interviews are based on body language and a mere eight per cent on what you actually say. The rest is about clothes, odours from armpits and mouth, what you have hanging on the walls. My body language was fantastic. And right now it was expressing openness and trust. Finally, I invited him in from the cold.
‘Listen, Lander. The chairman of the board of directors and the finance director are coming here tomorrow to meet one of the candidates. I’d like them to meet you, too. Would twelve o’clock be convenient?’
‘Fine.’ He had answered without checking any form of calendar. I liked him better already.
‘I want you to listen to what they have to say and thereafter you can politely account for why you are no longer interested, explain that this is not the challenge you were seeking and wish them well.’
Jeremias Lander tilted his head. ‘Backing out like that, won’t it be seen as frivolous?’
‘It will be seen as ambitious,’ I said. ‘You will be regarded as someone who knows his own worth. A person whose services are exclusive. And that’s the starting point for the story we refer to as …’ I gave a flourish of the hand.
He smiled. ‘Reputation?’
‘Reputation. Do we have an agreement?’
‘Within two years?’
‘I’ll guarantee it.’
‘And how can you guarantee it?’
I noted: Quick to regain the offensive.
‘Because I’m going to recommend you for one of the posts I’m talking about.’
‘So? It’s not you who makes the decisions.’
I half closed my eyes. It was an expression my wife Diana said reminded her of a sluggish lion, a satiated lord and master. I liked that.
‘My recommendation is my client’s decision, Lander.’
‘What do you mean?’
‘In the same way that you will never again apply for a job you are not confident of getting, I have never made a recommendation a client has not followed.’
‘Really? Never?’
‘Not that anyone can remember. Unless I am one hundred per cent sure the client will go along with my recommendation, I don’t recommend anyone and prefer the job to go to one of the competitors. Even though I may have three brilliant candidates and am ninety per cent sure.’
‘Why’s that?’
I smiled. ‘The answer begins with R. My entire career is based on it.’
Lander laughed and shook his head. ‘They said you were tough, Brown. Now I know what they mean.’
I smiled again and rose to my feet. ‘And now I suggest you go home and tell your beautiful wife that you’re going to refuse this job because you’ve decided to aim higher. My guess is you can look forward to a pleasant evening.’
‘Why are you doing this for me, Brown?’
‘Because the commission your employer will pay us is a third of your first year’s gross salary. Did you know that Rembrandt used to go to auctions to raise the bidding for his own pictures? Why would I sell you for two million a year when, after a little reputation building, we can sell you for five? All we are asking is that you stick with us. Do we have a deal?’ I proffered my hand.
He grabbed it with gusto. ‘I have a feeling this has been a profitable conversation, Brown.’
‘Agreed,’ I said, reminding myself to give him a couple of tips on handshaking technique before he met the client.
Ferdinand slipped into my office as soon as Jeremias Lander had departed.
‘Argh,’ he said, cutting a grimace and wafting his hand. ‘Eau de camouflage.’
I nodded while opening the window to let in some fresh air. What Ferdinand meant was that the applicant had slapped on too much aftershave to hide the nervous sweats that pervade interview rooms in this branch of work.
‘But at least it was Clive Christian,’ I said. ‘Bought by his wife, like the suit, the shoes, the shirt and the tie. And it was her idea to dye his temples grey.’
‘How do you know?’ Ferdinand took a seat in the chair Lander had been sitting in, but jumped up again with an expression of revulsion as he felt the clammy body heat that still clung to the upholstery.
‘He went as white as a sheet when I pressed the wife button,’ I answered. ‘I mentioned how disappointed she would be when he told her the job wouldn’t be his.’
‘The wife button! Where do you get this stuff from, Roger?’ Ferdinand had settled into one of the other chairs, his feet on a pretty good copy of a Noguchi coffee table. He had taken an orange and was peeling it, releasing an almost invisible spray which covered his newly ironed shirt. Ferdinand was unbelievably slapdash for a homosexual. And unbelievably homosexual for a headhunter.
‘Inbau, Reid and Buckley,’ I said.
‘You’ve mentioned that method before,’ Ferdinand said. ‘But what exactly is it? Is it better than Cuté?’
I laughed. ‘It’s the FBI’s nine-step interrogation model. It’s a machine gun in the world of pea-shooters, an instrument that would blast a hole through a haystack, that doesn’t take prisoners, but gives quick, tangible results.’
‘And what results are they, Roger?’
I knew what Ferdinand was fishing for, and that was fine by me. He wanted to find out what gave me the edge, what made me the best and him – for the time being – less than the best. And I gave him what he sought. For those were the rules, knowledge was to be shared. And because he would never be better than me. He’d always turn up with shirts reeking of citrus, forever wondering whether someone had a model, a method or a secret that was better than his.
‘Submission,’ I answered. ‘Confession. Truth. It’s based on very simple principles.’
‘Such as?’
‘Such as beginning by questioning the suspect about his family.’
‘Pah,’ Ferdinand said. ‘I do that as well. It makes them feel secure if they can talk about something familiar, something close to them. Plus it opens them up.’
‘Precisely. But it also allows you to probe their weak points. Their Achilles heel. Which you will be able to use later on in the interrogation.’
‘Hey, what terminology!’
‘Later o
n in the interrogation when you have to discuss what rankles, what happened, the murder he is suspected of having committed, what makes him feel lonely and abandoned by everyone and what makes him want to hide, you make sure you have a roll of kitchen towel on the table, positioned just out of the suspect’s reach.’
‘Why?’
‘Because the interrogation has come to its natural crescendo and the time has come for you to press the emotion button. You ask him what his children will think when they find out that their dad is a murderer. And then, when the tears well up in his eyes, you pass him the roll. You have to be the person who understands, who wants to help, in whom he can confide about all the bad things. About that silly, silly murder that just happened, as if of its own accord.’
‘Murder? What the hell are you on about? We recruit people, don’t we? We’re not trying to convict them of murder.’
‘I am,’ I said, taking my jacket from the office chair. ‘And that’s why I’m the best headhunter in Oslo. By the way, I’ve put you down for the interview with Lander and the client tomorrow at twelve.’
‘Me?’
I went out of the door and down the corridor with Ferdinand skipping after me as we passed the other twenty-five offices that constituted Alfa, a medium-sized recruitment company that had survived for fifteen years and brought in between fifteen and twenty million kroner per annum, which, after a far too modest bonus had been paid out to the best of us, was pocketed by the owner in Stockholm.
‘Piece of cake. All the details are in the file. OK?’
‘OK,’ said Ferdinand. ‘On one condition.’
‘Condition? I’m doing you a favour.’
‘The private view your wife is having at the gallery this evening …’
‘What about it?’
‘Can I go?’
‘Are you invited?’
‘That’s the point. Am I?’
‘Doubt it.’
Ferdinand came to an abrupt halt and was gone from my field of vision. I continued, knowing that he was standing there with his arms down by his sides, watching me and musing that once again he would not be able to raise a toast in champagne with Oslo’s jet-setters, queens of the night, celebrities and the wealthy, that he would not partake in the modicum of glamour that surrounded Diana’s private views, nor come into contact with potential candidates for a job, bed or other sinful intercourse. Poor fellow.
‘Roger?’ It was the girl behind the reception desk. ‘Two calls. One—’
‘Not now, Oda,’ I said without stopping. ‘I’ll be away for three-quarters of an hour. Don’t take any messages.’
‘But—’
‘They’ll ring back if it’s important.’
Nice-looking girl, but she still had a bit to learn, Oda did. Or was it Ida?
2
SERVICE INDUSTRY
THE TANGY SALINE TASTE of exhaust fumes in the autumn air evoked associations of sea, oil extraction and gross national product. Dazzling sunlight slanted on the glass of the office buildings, casting sharp, rectangular shadows over what had once been an industrial estate. Now it was a kind of urban quarter with overpriced shops, overpriced apartments and overpriced offices for overpriced consultants. I could see three fitness centres from where I stood, all of them fully booked from morning till evening. A young guy in a Corneliani suit and geek-chic glasses greeted me deferentially as we passed and I reciprocated with a gracious nod. I had no idea who he was, could only assume he would have to be from another recruitment agency. Edward W. Kelley perhaps? No one else but a headhunter would greet another headhunter with deference. Or to be precise: no one else greets me; they don’t know who I am. Firstly, I have a limited social circle when not with my wife, Diana. Secondly, I work for a company which – in common with Kelley’s – belongs to an elite, one which avoids the media spotlight, one which you believe you have never heard of until you qualify for one of the country’s top jobs, whereupon you receive a call from us and the name rings a bell: Alfa, where have you heard that before? Was it at a group management meeting in connection with the appointment of a new regional director? So you have heard of us after all. But you know nothing. For discretion is our greatest virtue. The only one we have. Of course, the majority of our work from beginning to end is lies, of the most contemptible kind, such as when you hear me rounding off the second interview with my standard mantra: ‘You’re the man I want for this job. A job for which I not only think but know you are perfect. And that means the job is perfect for you. Believe me.’
Well, OK, don’t believe me.
Yes, I reckoned it was Kelley. Or Amrop. With that suit he was definitely not from one of the large, uncool, un-exclusive agencies like Manpower or Adecco. Nor was he from one of the micro, cool ones like Hopeland, otherwise I would have known him. Although he could have been from one of the large, medium-cool ones like Mercuri Urval or Delphi, of course, or the small, uncool anonymous ones that recruit middle management and only on rare occasions are given the opportunity to compete with us, the big boys. And then lose and go back to scouting for shop managers and financial directors. And greet the likes of me with respect in the hope that one day we will remember them and offer them a job.
There is no official ranking list for headhunters, no status research as in the broker industry, nor are there award ceremonies for the gurus of the year, as in TV and advertising. But we know. We know who the king of the heap is, who the challengers are, who is heading for a fall. Triumphs take place in silence, funerals in deadly silence. But the guy who just greeted me knew I was Roger Brown, the headhunter who has never nominated a candidate for a job he did not get, who if necessary manipulates, forces, levers and rams the candidate in, who has clients who trust his judgement implicitly, who without a moment’s hesitation place their company’s fate in his – and only his – hands. To put it another way, it was not Oslo Port Authority who appointed their new traffic director last year, it was not Avis who appointed their Scandinavian director and it was quite definitely not the local authority who appointed the director of the power station in Sirdal. It was me.
I decided to make a mental note of the guy. Good suit. Knows how to show respect to the right people.
I rang Ove from a telephone box next to the Narvesen kiosk while checking my mobile phone. Eight messages. I deleted them.
‘We have a candidate,’ I said when Ove answered. ‘Jeremias Lander, Monolittveien.’
‘Shall I check if we have him?’
‘No, I know you’ve got him. He’s been selected for a second interview tomorrow. Twelve till two. Twelve hundred hours. Give me one hour. Got that?
‘Yep. Anything else?’
‘Keys. Sushi&Coffee in twenty minutes?’
‘Thirty.’
I strolled down the cobbled street towards Sushi&Coffee. The reason they have chosen a road surface that makes more noise, pollutes more and in addition costs more than normal tarmac is presumably because of the need for an idyll, the desire for something traditional, lasting and authentic. More authentic than this anyway, this mock-up of a neighbourhood where once things were created by the sweat of workers’ brows, where products were crafted with a fiery hiss and the ring of hammer blows. Echoed now by the drone of the espresso machine and the clanging of iron against iron in the fitness centre. For this is the service industry’s triumph over the industrial worker, the triumph of design over the housing shortage, the triumph of fiction over reality. And I like it.
I peered at the diamond earrings that had caught my eye in the jeweller’s window opposite Sushi&Coffee. They would grace Diana’s ears to perfection. And they would spell disaster for my finances. I rejected the idea, crossed the street and entered the doorway to the place that nominally prepares sushi, but in fact just serves dead fish. However, there was nothing you could say against their coffee. Inside, it was half full. Slim platinum blondes fresh from training, still in their workout gear, because it would not occur to them to shower at a fitness centre in full
view of others. Strange in a way, since they had spent a fortune on these bodies, which celebrated the triumph of fiction. They belonged to the service sector, to be more precise, the serving staff who tended to their wealthy husbands’ needs. Had these women been lacking in intelligence, that would be one thing, but they had studied law, information technology and art history as a part of their beauty treatment, they had let Norwegian taxpayers finance years at university just so that they could end up as overqualified, stay-at-home playthings and sit here exchanging confidences about how to keep their sugar daddies suitably happy, suitably jealous and suitably on their toes. Until they finally chained him down with children. And, of course, after children everything is changed, the balance of power has been turned upside down, the man castrated and held in check. Children …
‘Double cortado,’ I said, perching on one of the bar stools.
I watched the women in the mirror with satisfaction. I was a lucky man. Diana was so different from these smart, empty-brained parasites. She had everything I lacked. A caring nature. Empathy. Loyalty. Height. To sum up, she was a beautiful soul in a beautiful body. Her beauty, though, was not of the perfect kind, her proportions were too special for that. Diana had been drawn in manga-style, like those doll-like Japanese cartoon figures. She had a small face with a tiny, narrow mouth, a small nose and large eyes filled with wonderment, which had a tendency to bulge when she was tired. But in my view it was precisely these deviations from the norm that made her beauty stand out, made it striking. So what had made her choose me? A chauffeur’s son, a slightly above-average student of economics with slightly below-average prospects and well under medium height. Fifty years ago one metre sixty-eight would not have elicited the term ‘short’, at least not in most parts of Europe. And any anthropometric history would tell you that only a hundred years ago one sixty-eight was indeed the average height in Norway. However, events had taken an unfortunate turn for me.
That she had chosen me in a moment of insanity was one thing, but it was quite another, and beyond my understanding, how a woman like Diana – who could have had absolutely anyone she wanted – should wake up every morning and want me for another day. What sort of mysterious blindness was it that made her incapable of seeing my contemptibility, my treacherous nature, my weakness when I encountered adversity, my mindless wickedness when I encountered mindless wickedness? Didn’t she want to see? Or was it just guile and skill on my part that had allowed the real me to end up in this love-blessed blind spot. And then of course there was the child that I had so far denied her. What power was it I had over this angel in human form? According to Diana, the very first time we met I had bewitched her with my contradictory mixture of arrogance and self-deprecating irony. It had been during a Scandinavian student evening in London, and my first impression of Diana had been that she was just like the women sitting here: a blonde Nordic beauty from Oslo studying art history in an international metropolis, who did the odd modelling job, was against war and poverty and enjoyed partying and all things fun. It had taken three hours and half a dozen pints of Guinness before I realised that I had been wrong. First of all, she was genuinely interested in art, almost to the point of being a nerd. Secondly, she was able to articulate her frustration at being part of a system that waged war against people who did not want to be part of Western capitalism. It was Diana who had explained to me that industrialised countries’ exploitation of the Third World minus Third World aid made, and had always made, a plus. Thirdly, she had a sense of humour, my sense of humour, a prerequisite for guys like me to get women taller than one metre seventy. And fourthly – and this is without doubt what did it for me – she was poor at languages and good at logical thought. She spoke clumsy English, to put it mildly, and with a smile she had told me that it had never even occurred to her to have a go at French or Spanish. Then I had asked whether she had a masculine brain and liked maths. She had just shrugged, but I had persisted and told her about job interview tests at Microsoft where candidates were presented with a particular logic problem.
