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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

(p.23) 1 Getting Clients and Job Orders
High Tech and High Touch

James E. Coverdill

William Finlay

Cornell University Press

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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