Application 2-2Matt Winger is a new business development representative for TechSourceStaffing. TechSource is a recruiting company that handles the candidate recruit-ing process for technology and engineering firms. TechSource develops relationshipswith talented engineers and information technology specialists; companies turn toTechSource when they are looking for a strong pool of potential employees to fill openpositions in their firms. Companies become TechSource clients when they see the value(Continued)(Continued)of partnering with a firm that can provide recruiting expertise, great talent, and add effi-ciency to the recruiting and hiring process.By using TechSource services, companies outsource the recruiting function of thehuman resources department, freeing up those personnel to focus on employee trainingand development, among other things. TechSource offers three different employee options:contract, contract-for-hire, and direct placement. Contract employees are temporaryemployees hired to do a specific job or project, when the job or project ends, so ends thecontract. Contract-to-hire employees are contract employees who can be hired by the clientfirm at the end of the contract if the client firm is impressed by the work of that employeeand has an open position. Direct placement employees are hired full-time t the client firm.Providing three different hiring options allows TechSource offer flexible, customized,wwwwwwwand convenient solutionsneeds.to hiring TechSource isis known for having industry-savvyrecruiters who have developed strong relationships with early-career tech experts andengineers. As the #2 IT and#2 IT and Engineering staffing firm in North America, TechSource servesover 4,500 clients and places over 5,000 IT specialists and engineers each y year.As a new business development representative, Matt is responsible for identifyingprospective clients and converting them to new clients for TechSource services. Forthe past six months, he has been talking to Wendy Harmon, the Director of HumanResources at Starfish Technology. Starfish creates technology and engineering solutionsfor manufacturers of technical products. Headquartered in Chicago, Starfish has beengrowing rapidly and is in the process of opening a new location in Dallas. Wendy needsto identify top technology and engineering talent quickly to meet the needs of this newStarfish location. Because Matt has been meeting with Wendy regularly to learn moreabout her business, they have developed a fairly good working relationship. As a con-sequence, Wendy called Matt to request that he submit a proposal to be considered forthiss opportunity.maMatt is meeting with Wendy tomorrow at Starfish headquarters to discuss theproposal. Also at the meeting will be CEO Sam Riley, CFO Andrea Marker, IT DirectorPete Gomez, and head of Engineering Maria Champion. As he prepares for the meeting.Matt is outlining the features, benefits, and value he can offer Starfish and anticipating thedifferent information needs of the different individuals who will be in the meeting. He isalso trying to determine which role each person is playing in the buying decision process.He wants to make sure he can mitigate the risk associated with this purchase. Matt takesgulp of coffee and scribbles furiously in his notebook-he has a lot of preparation aheadof him, and he is determined to be ready!ich releM1. What stage of the buying decision process is illustrated in this example?2. What is a benefit of TechSource's service offerings?3. How would you describe the group of people meeting with Matt tomorrow?

Organizational buying is layered and involves detailed problem recognition, information search,…

Application 2-2 Matt Winger is a new business development representative for TechSource Staffing. TechSource is a recruiting company that handles the candidate recruit- ing process for technology and engineering firms. TechSource develops relationships with talented engineers and information technology specialists; companies turn to TechSource when they are looking for a strong pool of potential employees to fill open positions in their firms. Companies become TechSource clients when they see the value (Continued) (Continued) of partnering with a firm that can provide recruiting expertise, great talent, and add effi- ciency to the recruiting and hiring process. By using TechSource services, companies outsource the recruiting function of the human resources department, freeing up those personnel to focus on employee training and development, among other things. TechSource offers three different employee options: contract, contract-for-hire, and direct placement. Contract employees are temporary employees hired to do a specific job or project, when the job or project ends, so ends the contract. Contract-to-hire employees are contract employees who can be hired by the client firm at the end of the contract if the client firm is impressed by the work of that employee and has an open position. Direct placement employees are hired full-time t the client firm. Providing three different hiring options allows TechSource offer flexible, customized, wwwwwww and convenient solutions needs. to hiring TechSource is is known for having industry-savvy recruiters who have developed strong relationships with early-career tech experts and engineers. As the #2 IT and #2 IT and Engineering staffing firm in North America, TechSource serves over 4,500 clients and places over 5,000 IT specialists and engineers each year. As a new business development representative, Matt is responsible for identifying prospective clients and converting them to new clients for TechSource services. For the past six months, he has been talking to Wendy Harmon, the Director of Human Resources at Starfish Technology. Starfish creates technology and engineering solutions for manufacturers of technical products. Headquartered in Chicago, Starfish has been growing rapidly and is in the process of opening a new location in Dallas. Wendy needs to identify top technology and engineering talent quickly to meet the needs of this new Starfish location. Because Matt has been meeting with Wendy regularly to learn more about her business, they have developed a fairly good working relationship. As a con- sequence, Wendy called Matt to request that he submit a proposal to be considered for this s opportunity. Matt is meeting with Wendy tomorrow at Starfish headquarters to discuss the proposal. Also at the meeting will be CEO Sam Riley, CFO Andrea Marker, IT Director Pete Gomez, and head of Engineering Maria Champion. As he prepares for the meeting. Matt is outlining the features, benefits, and value he can offer Starfish and anticipating the different information needs of the different individuals who will be in the meeting. He is also trying to determine which role each person is playing in the buying decision process. He wants to make sure he can mitigate the risk associated with this purchase. Matt takes gulp of coffee and scribbles furiously in his notebook-he has a lot of preparation ahead of him, and he is determined t to be ready! ich rele M 1. What stage of the buying decision process is illustrated in this example? 2. What is a benefit of TechSource's service offerings? 3. How would you describe the group of people meeting with Matt tomorrow?