Although often neglected, the availability of employment opportunities is central to the effectiveness of active labour market policies. Employers play a crucial role in this policy field as they are both clients and co-producers of public employment services (PES). This study focuses on that relationship and reports qualitative research conducted in Tuscany (central Italy) from a street-level perspective. The findings show how public job-brokers manage this asymmetrical relationship and develop specific strategies to obtain employers’ cooperation and accomplish the PES mandate. The strategies identified here involve language adaptation, curricula “creaming”, and control of the bureaucratic procedure. These are shaped through a variable mix of four components that will be defined as relational, perceptive, technical, and tactical. This study contributes to the debate on activation policies, analysing in detail how PES frontline workers interact with employers, dealing with market logic in the public encounter.
