Case Studies

Assignment for a Global Product Director

Brief: A global leader in online trading needed a CPO to help an International business with product teams in 6 countries transition from a traditional Waterfall development environment to a digitally driven, Agile, consumer-focused organisation with product at the heart.

Method: As this was a confidential brief we combined an anonymous advertising campaign with a highly focused direct search to present a shortlist of four candidates with a combination of sector experience and the ability to drive digital transformation. A candidate from a Tier one consulting organisation with significant experience implementing Agile globally supplemented the shortlist; this candidate was in the personal network of the Consultant running the search and not known to the market in general.

Result: Of the shortlist of five candidates, three were taken through to the final interview stage and a board presentation. The successful candidate was the industry outsider recommended by the Search Consultant and the Client was sufficiently impressed with another of the candidates they created a supporting role for them.

Assignment for a Global eCommerce Director

Brief: A high profile global manufacturer of technical sporting equipment needed a visionary eCommerce Director to report to the CEO and establish a pan European D2C strategy, without alienating an established retail channel that included specialist fitting centres and franchises.

Method: As confidentiality was absolutely key a direct search was the only appropriate method; as the Client has a very limited pool of competitors our counsel was to also include candidates who had successfully conceptualised and implemented international multi-channel strategies in politically complex environments, either for vendors or retailers, as well candidates with Tier 1 strategic consulting experience.

Result: Working with an extremely narrow brief, we presented a shortlist of five candidates including from direct competitors, similar consumer-goods manufacturers and one from a Tier 1 consulting firm and a leading pure-play eCommerce business. The successful candidate was appointed within six weeks of the briefing.

Assignment for a VP Marketing

Brief: Two high profile online travel retailers merged creating the need for a VP Marketing to set the strategy and vision for EMEA as well as make key decisions on brand & team integration, market messaging, customer segmentation and alliances.

Method: As confidentiality was no issue we combined advertised selection with a specific direct search and focussed networking campaign. Given the complexity of the merger, timing and candidate management were key challenges as there were numerous stakeholders across three continents, a protracted interview process and political agendas that needed to be successfully navigated.

Result: We successfully placed a candidate from a direct competitor which included steering the candidate through an aggressive counter-offer campaign.

Assignment for a Chief Business Officer

Brief: To attract a range of Director & Chief Business Officer level candidates across Product, UX, eCommerce, Trading, Payments and Marketing to work for a start-up online marketplace serving one of the planet’s wealthiest regions.

Method: As the start-up is confidential and the region has no recognisable talent pool with the skills on the scale needed, we ideated and launched a highly focussed a direct search campaign, targeting leading online retailers across Europe and selling the idea of relocation. Road mapping the process was key as we were working across numerous geographies and timescales; at our recommendation, Skype was used for all initial stages to manage costs prior to flying candidates out for assessment days.

Result: First placement within four weeks  (relocation from Canada) and a further three placements successfully made.

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