Resources and Mentality for Successful Search Completion

Retaining an executive search firm entails a significant financial commitment from you. Employing a retained executive search firm buys you the confidence that your search assignment will be completed successfully. Non-completion of a search costs you big dollars in fees paid out and time lost because the needed executive was not there.

At the outset of every search, the objective of the client and the search firm are in concert - successful completion in as short a time as professionally possible. It sounds simple, but then why do search assignments fail? Why does a search consultant lose interest in your project after you have paid the entire fee, yet the search is incomplete?

Our years of experience in the business indicate that there are few valid reasons for a search to go uncompleted and no valid reason whatsoever for a search consultant to lose interest. The key is to ensure that the objectives of the search firm are the same as yours. Consistent results are achieved by a search firm that operates with an attitude of absolute commitment to personal service and quality.

When selecting a search firm here are the clues to look for:

• Low volume market strategy: a situation where your business is important to the search firm and won't get lost among other bigger searches.
• A 100% completion mentality, and track record.
• A high level of participation in each search by the firm's principals.
• A "we are all in this together" attitude.
• A guarantee that the search consultant will be dedicated to the project until successful completion.
• Sufficient financial resources and control of overhead such that a high volume of new business is not an absolute must.

When these elements are in place, and the goals of the client and consultant are consistent, you can be assured that the search consultant's performance will match the promises made in selling you the business.