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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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Qualifying Clients and Job Orders

Qualifying Clients and Job Orders

Seeking Information, Assessing Risk, and Allocating Effort

(p.46) 2 Qualifying Clients and Job Orders
High Tech and High Touch

James E. Coverdill

William Finlay

Cornell University Press

This chapter examines how headhunters decide whether to invest time, money, and effort in a job order or search assignment. The decision is a two-step process, involving an assessment of both client and job order. Clients are rated according to how much access to hiring managers they provide, how quickly they respond to headhunters, how well they treat candidates, and how much they pay in fees. Job orders are evaluated according to how urgent the need to fill the position is, how clear the job description is, and whether the salary offered and qualifications sought make the search viable. The chapter shows that headhunters struggle to recruit effectively when they are required to work with human resources or talent acquisition departments rather than hiring managers.

Keywords:   Job orders, Job descriptions, Human Resources, Talent Acquisition, Hiring manager, Candidates, Fees

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