We first contacted Bob last September. His name, position and contact information were found through the diligent efforts of our research department.
 
 Our client, a city of 16000, had given us the assignment to find a Director of Planning & Development. When we called Bob (who had an extensive planning background) he immediately labeled himself "happy" - He said, "I am really flattered that you called me", then he added "but, frankly I am not interested in a move".
 
It's important to explain that when we first contacted Bob he was not even thinking of a job change. Like so many top municipal executives, he had his head down, was working hard and the thought of a move was the furthest thing from his mind. So it's safe to say he wasn't looking at ads or postings on web sites because, to put it simply, he was not in the market.
 
Bob thanked me several times for contacting him, in fact, he was quite gracious. The discussion was about to end when I pressed on engaging him in light conversation about his work and his town then I innocently dropped the "bombshell". I told Bob the name of my client's city. "That's very interesting" Bob said, "my mother lives there. I drive the 150 kilometers sometimes twice a week to visit her - she is getting older and needs me more now than she used to". 
 
It didn't take much to convince Bob to reconsider. With very little encour-agement he got his mind open... suddenly; Bob began to see the possibilities. 
 
To make a long story short, he agreed to meet with my client. They met him, interviewed him, liked him and offered him the job ...and all that happened within a couple of days (we barely had a chance to check his references).
 
The bottom line is this: Bob wasn't looking and he needed to be found.