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High Tech and High TouchHeadhunting, Technology, and Economic Transformation$
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James E. Coverdill and William Finlay

Print publication date: 2017

Print ISBN-13: 9781501702808

Published to Cornell Scholarship Online: September 2018

DOI: 10.7591/cornell/9781501702808.001.0001

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Getting Clients and Job Orders

Getting Clients and Job Orders

Selling Search and Securing Business

Chapter:
(p.23) 1 Getting Clients and Job Orders
Source:
High Tech and High Touch
Author(s):

James E. Coverdill

William Finlay

Publisher:
Cornell University Press
DOI:10.7591/cornell/9781501702808.003.0002

This chapter highlights the relationship between headhunters and their clients. First, it examines how headhunters pitch the value of their services to potential clients – how they persuade them to use a third-party recruiter to fill positions. Second, it discusses how they secure the business of potential clients – how they develop and maintain a roster of companies that will use their services. The chapter shows that organizational “make-or-buy” decisions are less planned than is often assumed; headhunters often convince hiring managers to outsource search to them by touting their accomplishments and questioning in-house search efforts. The chapter also demonstrates that headhunters create openings (and turnover) by lobbying hiring managers to hire their top candidates even if they have no vacancies; their strategies include suggesting the replacement of existing employees who are under-performers.

Keywords:   Job orders, Employers, Hiring managers, Candidates, Online marketplaces

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