In this case study, Paul, a consultant in a recruiting firm, is carrying out an assignment for SUB, a company searching for its new CFO. It shows the formation of the business relationship between Paul and his client. This is the first time that Paul has been hired by the CEO of SUB. Paul has established a shortlist of candidates for Mr. Smith, the client, to consider interviewing. The case describes a meeting between Paul and Mr. Smith. The two will recap on all the candidates in view of organizing interviews at SUB. Their conversation along with presented documents shows that the client is deciding whether or not to meet the candidates on the basis of considerations that are not purely professional ones. A French version of this case is available.
CERDIN, J.L. (2011). Paul: recruiting a chief financial officer (CFO) for SUB. ESSEC Business School.