Understanding USPs of Top Executive Search firms in India

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DATE OF STUDY – 18th April 2014

ObjectiveThe objective of this assignment is to analyse the unique selling proposition of top ExecutiveSearch firms in India to provide an insight to the management at any executive search firm.

Key Assumptions & methodology –

Top executive firms are identified based on the top ranking given on various websites byresearch agencies. No primary research conducted.

Value Proposition as given are based at the organizational level and/ or service level.

Only selected firms out of Top firms as enumerated on third slide are analyzed

While positioning services for a “competent” Executive Search firm, competencies &differentiators as proposed are based on the analysis of selected firms

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Top Players in the Indian MarketThere are few top executive search firms which have established strong brand name forthemselves and do significant business in India in this space. Essentially, most of them arerenowned global search firms with businesses across the world.

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

Multicultural expertise. Localknowledge. Global perspective (atorganizational level)

Delivering powerful, effectiveproblem solving where it mattersmost — at the highest levels ofleadership (at organizational level)

Key Differentiators

Offers a global perspective recognizingnuances at global level encompassingregional and local markets knowledgethat drive client needs

Partners have the ability andexpertise to make the best decisionsfor their individual markets

Extensive Industry Knowledge

Access to the expertise and marketreach of all consultants

Problem solving approach combinedwith discerning search

Competencies

Uses proprietary technologyplatform that helps it harness itsglobal knowledge and capabilities.

Uses a unified search approachthroughout the organizationmaintaining international standardsConsultants employed are deeplyembedded in their local markets.

Consultants are industry insidersand understand realities of thegiven business and industry

A trusted network of consultantsacross the organization places theinsight and resources of the entirefirm at each consultant’s fingertips.

Uses consulting approach to gaindeep insight for candidates based onstrategic business objectives

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

To tune with the Local, Connected tothe world (at organizational level)

Key Differentiators

Highly effective evaluation model

Accelerated Integration

Competencies

Conducts interviews grounded insophisticated and rigorouslyvalidated leadership Competencyand Potential Model.

Works personally with leadershipteam as well as the executive duringthe integration phase to quicklycultivate interpersonal trust andopen dialogue.

We search for exceptional leaderswho are truly in tune with thevalues and business culture of yourorganization and the markets inwhich they will operate (at servicelevel)

Better Understanding of clients

Holistic Local insight is provided

Tap into the international pool

Develops close working partnershipswith clients to ensure understandingof strategic issues and searchrequirements.

Through local ownership, emergingregional issues are understood welland important local insights isprovided.

Global Coverage to search for talentand tap into the international poolthrough its powerful network

Industry Specialization

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

Drawing on deep industry andfunctional knowledge, we provideinsight into executives who best fitour clients' unique organizationalneeds and have access to the mostsought-after leaders.

Key Differentiators

Identification of truly viablecandidates

Competencies

Follows a professional anddisciplined search process thatensures that it is more than justmatching technical requirements.

Brings the right specialized industry,functional and geographicknowledge and expertise

Access to exceptional global andlocal talent

Expertise to select ideal candidatesthrough rigorous assessment ofcandidates

With more than 60 concentratedareas of expertise, consultantscollaborate with colleagues aroundthe world

Expansive view of nearly 3 millionleaders in every function and sectorof business.Uses range of tools and proprietarytechniques to conduct arigorous assessment of candidates'track records, knowledge and abilitiesmost relevant to the position.

Global consultants have extensiveindustry and sector expertise.

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

Key Differentiators

Robust approach to executive searchto get the best fit

Competencies

Expertise in Research that is India-centric with a strong globalorientation.Expertise & Knowledge Orientation

Depth and Maturity

Exacting & sophisticated researchcapability of its talented researchteamGlobal knowledge and expertisecomes from its Global PracticeGroupSenior partners with significantbusiness experience guide clients witha long-term orientation

Follows Context Driven Approach tounderstand externally and internallyclient’s special history, businesscontext, strategy, role demands,organizational imperatives, culturalcharacteristics and other factors

Entrepreneurial Structure – ContextDriven Approach – Global Network

What differentiates TRANSEARCHand translates into meaningfulbenefits for our clients is how weensure ‘fit’

In-depth sector experiencecombined with a unique approachcalled Orxestra© Method to talentacquisition allows TRANSEARCH tobuild winning relationships withboth clients and candidates.

Uses a suite of proprietary assessmenttools to map the organisation’spresent and “needed” culture.

The TRANSEARCH Scorecard providesa clear and measurable method todefine success in a specific role.

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

Key Differentiators Competencies

Understanding and analysing teamsthe candidate joins—and the specificcontributions made by each memberProvides a self-guided framework toanticipate the critical stages the newexecutive moves through.

Uses an innovative business practice

called Accountability MeasureTM

Uses Proprietary methodology todefine role specific leadershipcompetencies.

Our searches are not chance drivenbut are founded in the infalliblestrategy of 'relationship building' and'robust knowledge base'.

Provide highly accountable businessServices for reliable service

Engages in post closure engagementwith client

EARGTM - a diverse group of associateswith deep expertise in their respectivesectors.

Proactive long relationship basedservice for best results

Superior research capabilities State of art technology and access toadvanced knowledge databases &platforms

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Understanding Value Propositions, Key Differentiators and related Competencies

Value Proposition (Organizational/ Service Level)

Key Differentiators Competencies

Supported by an experienced,matrixed research organization andcomprehensive referencingresourcesCultural assessment services measurean organization’s current and/ordesired culture, and provide insightinto culture fit

Proprietary database providescollective cross-sector, global andsenior-level network of contacts

Bespoke & boutique/ Managelimited number of engagements andoffer best in class expertise, coupledwith deep local market knowledgeand intuition (Organizational Level)

Best in class specialized industry,functional and geographicknowledge and expertise

Rigorous approach to referencingprovides a 360 degree perspective ofthe candidate

Evaluation of leaders and candidatesagainst industry benchmarks.

Personalized access and focus to theclients

Engagements are personalized andbespoke

In-depth understanding ofleadership competencies andspecific industries enables us toidentify individuals who possess theright leadership skills and industryand role-specific expertise. (ServiceLevel)

Best in class research expertise

Deep local market knowledge andexperience in India

Research team each having between 5-15 years of experience.

Experienced consultants with Indiancentric industry knowledge andextensive networks

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Positioning a competent Executive Search firm’s offerings

Competencies Key Differentiators Value Proposition (Service Level)

Should have a robust network ofconsultants working across the globe

Should offer the benefit of a single pointof contact for personalized HR services

Should form and tap availableextensive network to source bestexecutive talent at global or regionallevel

Should provide personalized serviceto provide discerning search acrossthe globe

Should have tremendous expertisein talent acquisition approach

Should have unmatched localknowledge of consultants combinedwith global perspective on market,industry, businesses and talent pool

Should establish robust executivesearch methodology, process andconsulting approach to select idealcandidates for the executivepositions

Should form dedicated executivesearch team from the selected“glocal” consultants working withinthe organization and outside

Propriety research data base andresources generated on continuousbasis

Should have globally recognizedresearch capabilities

Should employ best in industryresearch associates and consultants

To bring global leadership capabilitiesin every aspect of the executivesearch; process, evaluation, research,network, service or knowledge; toprovide candidates as unique as theroles demand or as your organization is

COMPETENTEXECUTIVESEARCH FIRM

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ConclusionFor an executive search firm to be a leader in India, it needs to focus on robust talent acquisitionapproach, global network with executives, extensive research and problem solving capabilitieswith “glocal” perspective and high quality & customized service delivery.

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Thank You

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Varun Mittal (AUTHOR)

MBA (DoMs, IIT Roorkee), B.E (PU)

For any suggestions, please contact me at VRNMTTL@GMAIL.COM