Its interesting to learn the decision making process for headhunters.

1. Marketing Project on DECISION MAKING PROCESS
For
HEAD HUNTERS
Group 11:
Ayush Srivastava
Deepali Mehta
Khushboo Sethi
Manvee Jindal
Minali Arora

2. Headhunters are "Third party recruiters" or executive search firms that specialize in filling
mid and high level jobs at organization.
Two types for filling
vacancies:
-Full time recruiters
-Outsourcing
On the basis of payment mode, there are two
types of headhunters:
1. Contingency recruiters: These are paid
only if they are successful in filling the job.
2. Retained recruiters: These are paid to
conduct search and screen potential
candidates.
Functions of headhunters:
1. Find candidates who match the
qualifications specified by the clients
2.Negotiating fees and salaries
Popular example:
Aircto
The headhunters India Pvt. Ltd.
Objective of the Project: To study the consumer buying behavior for head hunters.

3. Consumers Decision making
behavior
1.Need Recognition: When
there is vacancy in higher level
position
2.Information Search:
Social websites,networks,word
of mouth
3.Evaluation of alternatives:
Choosing the option which is
most preferable
4.Purchase:
Hiring Agency, Individual
5.Post Purchase Behavior:
Response after the hiring is
done

4. Head Hunters-
MARKET SEGMENTATION
LOCAL
NATIONAL
INTER
NATIONAL
MULTI
NATIONALS
CLIENTS

5. TARGET GROUPS
PROSPECTIVE CANDIDATES
POSITIONIING
CUSTOMER PERCEPTION
• Suite and senior level specialists
• Customized approach
• Best in industry Research base
• Most wide-spread network
MARKET STAND
• Best connected with companies
• Trusted profiles
• Confidentiality
• Accountable for their profiles
CANDIDATE PERCEPTION
• Biggest corporate network
• Transparency in role
• Brand trusted among corporate circle

6. Decision Making = f( Domain Knowledge,
Process Senior Management,
Existence in Market
Post Sales Service
Social Review)
Questionnaire:
Methodology:Questionaaire
(Structured)
Sampling: Quota
Sample Size: 20

8. FINDINGS & RECOMMENDATIONS
RECOMMENDATIONS
 The preference for headhunters is rising, but still there is a need to increase marketing efforts
to capture more sales. These efforts can be either through online / offline methods
 As domain knowledge is important factors for the firms, headhunters must make sure that
domain knowledge of the role/industry of the client is very strong before approaching
 The top management of the headhunter are the face of the agency and must enhance their
interpersonal skills to attract clients
 It was ascertained that LinkedIn is a major source to reviews of the agencies and thus
headhunters must make sure that their reviews on LinkedIn are above average.
 All the firms unanimously chose post sale service as a major factor affecting their buying
behavior ,thus the headhunters must ensure the quality of post sale service to attract sales
 Headhunters must provide dynamic content i.e. content of relevance as per the requirements of
the different clients
FINDINGS
 Majority Of The Population Prefers To Fill The Vacancies Through Headhunters
 Majority Of The Firms Look At The Domain Knowledge Of Head Hunters While Hiring
 Majority Of The Firms Make Their Decision Of Hiring The Head Hunter On The Basis Of Number Of Years
Of Experience Of The Respective Agency
 The Quality Of The Top Management Of The Agency Is One Of The Most Important Factor For Majority Of
The Firms
 LinkedIn Is The Mostly Used Site For Reviews Regarding A Headhunter
 Post Sale Service Provided By The Headhunter Was One Factor Considered By All The Firms Before Entering
Into Any Contract.

9. FACTORS
AFFECTING THE
DECISION
MAKING
PROCESS
PROMPTNESS OF
SERVICE
DOMAIN EXPERTISE
QUALITY OF TOP
MANAGEMENT
PRICE(ASSUMPTION)
POST SALE SERVICE
NUMBER OF YEARS OF
EXPERIENCE

10. Post Service Feedback Form
How did you find the candidate selected for the job role?
1. Excellent 2. Average
2. Very good 3. Below Average
How knowledgeable was your recruiter about our company?
1. Extremely Knowledgeable 2.Very Knowledgeable
3.Moderately Knowledgeable 4.Not at all Knowledgeable
How prompt was our company in replying back to your emails and follow-ups?
1. Very quick 2.Somewhat quickly
2. Not at all prompt
Overall, were you satisfied with the recruiting process at our company ?
1.Extremely satisfied 2.Moderately satisfied
3.Neither satisfied nor dissatisfied 4.Slightly dissatisfied
5.Extremely dissatisfied
What can we do to improve the recruiting process at our company?
-----------------------------------------------------------