What do headhunters do? A qualitative inquiry into the job of executive search consultants

Introduction Many job openings, especially at the senior executive level, are filled with the help of headhunters (also known as executive search consultants). Although the economic importance of the executive search industry is well documented, research has largely neglected the headhunters themselves. Objective This study aims to provide a systematic understanding of headhunters’ work by examining what headhunters do, what characterizes successful headhunters, and what makes their job unique. Method We conducted a qualitative job analysis based on grounded theory-inspired interviews with headhunters and other stakeholders. The interview data were analyzed using inductive content analysis. Results The analysis resulted in a detailed description of the headhunting process and the knowledge, skills, abilities, and other characteristics required for success in this role. For example, the findings highlight that headhunters face specific ethical challenges that arise from their intermediary position between organizations and candidates. Conclusion These findings help the personnel selection community better understand the work of headhunters and provide a foundation for future research on executive search and its role in personnel selection.