Overcoming the Usual Obstacles

Recruitment of a Leader, Telecoms Group,
Big-5 Consulting Firm

The client, a large global consulting firm, had invited bids from several search firms, both local boutiques and global companies. After reviewing the information available, we conducted a feasibility check by talking to our contacts in industry and finance. The client needed a leader who could build the practice and top-level client relationships. Rather than a systems consultant, a strategy consultant was required. Our proposal mapped out our approach and timing issues. After winning the assignment, we began more intensive discussions with industry leaders, investment bankers and equity analysts. Information from prior work also yielded some leads. Within one month, a long-list had been constructed and sent to the client who knocked off a few names that were familiar and unsuitable. We contacted all individuals left and met with them for preliminary talks. One problem encountered was the lack of appeal a Big-5 firm held for strategically oriented consultants - at first sight. We were able to overcome this objection in several cases by presenting the potential of the position to build something unique from scratch and the growing strength of our client in the strategy area. Our talks yielded a short-list of three candidates. Negotiations with the top candidate who emerged rapidly after the first round of meetings commenced. At one crucial stage there was a misunderstanding between client and candidate concerning compensation that jeopardized the recruitment. We were constantly in touch with both client and candidate, and detected the problem by comparing both sides' statements. In our experience it is often these small hick-ups, hard to detect when monitoring is sloppy, that can sour a relationship and derail the deal. After detection, the miscommunication was quickly corrected. The candidate accepted the offer and joined four months after commencement of the search.

Acting on Inside Information:
Recruitment of a CFO, Large Investment Bank

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