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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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Constructing Candidates and Securing Placements

Constructing Candidates and Securing Placements

Sourcing, Qualifying, and Brokering Deals

(p.67) 3 Constructing Candidates and Securing Placements
High Tech and High Touch

James E. Coverdill

William Finlay

Cornell University Press

This chapter examines how headhunters identify good job prospects, persuade them to become candidates, prepare them for job interviews, and convince them to accept job offers. At every step of this process headhunters encounter resistance and rejection from candidates and potential candidates, particularly those who were not actively looking – the passive candidates. The chapter shows that headhunters deal with this problem in two ways. First, they “construct” candidates by finding out whether they have right skills and would be a good fit with the client and by identifying the “wounds” that would encourage them to take a new job. Second, they “prep” candidates for interviews and act as a broker between client and candidate to ensure that an offer is not lost to a counter-offer.

Keywords:   Sourcing candidates, Passive candidates, Social media, Human capital, Cultural fit, Job offers, Counter-offers

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