A Team Moves Over Drinks

Recruitment of Nine ERP consultants

Our client, a Big-5 consulting firm that had already cooperated with us closely for a while, was on the lookout to strengthen its capabilities in the ERP area. When we heard a rumor that a certain ERP team leader with a competitor was interested in moving, we contacted him immediately. Due to project engagements and promises of income raises made to the individual at his firm, he couldn't consider any move at that moment. He also did not immediately recognize our client to be a better option than his current employer. "Big-5 firms are all the same." he said. Half a year later we got wind of another rumor that he was in advanced talks with a third consulting firm. We urgently contacted him to reopen talks. It was almost too late: he and indeed everyone in his team had already received verbal offers. We urged him to meet with our client again and to give his team members a chance to evaluate this other option. Hectic conferring between us and our client set in, and a double approach was decided: counter and exceed the other firm's offer; and organize group meetings with staff members at similar age and experience to create familiarity. This was in pointed contrast to the one-on-one encounters favored by the other firm. Those involved only a couple of senior figures who were reported to be cold and distant. After several encounters at the clients' office, we arranged for a big get-together in a bar in Roppongi. All candidates were given their offers just before the fun started. The client made sure that an impressive range of senior people (including a global director) joined this evening in addition to all the younger staff. It was a smashing success and several offer letters were signed on the spot. Some of the staff members thanked us for so stubbornly pursuing them and introducing them to this great company - "they are so much nicer than the other guys," we were told. Nine ERP consultants joined our client in the following months.

The Fruits from Seeding New Ideas:
Recruitment of an Underwriter, Financial Services Conglomerate