Interview with two BNG Partners in Savannah, GA. A review of their search successes .

1. BiS COVER STORY “We have integrity and confidentiality sewn into our underwear.” — Eugen Nees, on Braswell Nees Group’s reputation
gene
Braswell Nees Group finds
high-level executives who fit
BY DARREN MILLER the Bahamas, anywhere really,” Nees fortable “Partners’ Meeting Room” at
said. the Oglethorpe headquarters).
The home at 107 E. Oglethorpe Ave. For the first time in each of their After an exhaustive process often
seems perfectly suited to be a stop on a lives, they chose where they wanted completed in a short period of time,
tour of historic homes. to live, rather than having their career they offer the client a menu of three to
It doesn’t, however, exude a feeling and employers dictate their place of five candidates, each having been fully
one might expect from the headquar- residence. screened and warranting the firm’s
ters of a firm national and global cor- “We both independently fell in love recommendation.
porations call to find the right person to with Savannah,” Braswell said. “I’ve “No client has ever said, ‘I don’t like
fill a high-level executive post. lived all over the world, and Savannah any of them,’” Braswell said.
Passers-by won’t see a sign outside — alongside San Francisco — is the “We have never not filled the posi-
with the firm’s name. There’s no lobby most beautiful city in the country.” tion we’ve been retained to fill,” Nees
with a receptionist. But on any given Nees echoed those sentiments, add- added.
day inside this early 19th-century brick ing that his vow to avoid anything but
house, the ground-floor office is abuzz direct flights for business-related travel A firm future
with activity. quickly fell apart.
Someone may be finalizing a posi- In a world of Facebook, LinkedIn,
tion description and specifications The smaller the better and countless online résumé/job post-
with a client over the phone; searching ing boards, the question arises as to
for possible candidates and research- In the past year, the Braswell Nees why an executive search firm would
ing their backgrounds; meeting with Group has conducted and successfully be needed. The answer is, for high-
a prospective client; or interviewing completed 20 executive searches as level positions at major corporations,
a potential chief executive officer at a many of the major firms flounder. the resources and assessment skills
major company. Many companies that traditionally such a firm brings to a search can be
Stephen Braswell, who also happens used large national recruiting firms invaluable.
to reside in this somewhat hidden His- have, in many instances, turned to “We know CEOs and senior execu-
toric District gem with his wife, Tena, more boutique outfits, which are tives. We know what’s important to
launched Braswell & Associates about able to provide more attention (from them,” Braswell said.
12 years ago. partners rather than junior staff); The executive search business is
The decision to start an executive recommend candidates based on changing dramatically, Braswell and
search firm came on the heels of a 33- original searches (rather than serving Nees agreed.
year career with the Prudential Insur- up previous rejects); deal with a much “It’s much more that just, ‘Go find
ance Company. more limited “off-limits” list (companies us a person for us for this position,’”
After living in many parts of the at which the firm has placed candidates Braswell said. “That would certainly
world throughout his professional life, and can no longer recruit from); and take the fun out of it for us.” Photos by Richard Burkhart/BiS
Braswell’s deep Georgia roots eventu- keep the process confidential (so much The Braswell Nees Group wants Eugene Nees, left, and Stephen Braswell have rooted their executive search business in a relationship-driven, person-to-person model. When they can’t meet in person, they use resources such as Skype, an online calling
ve
ally would bring him and his family to so that there’s no knowledge a search is to do more for its clients than only software, to talk with clients as well as their th partner and Nees’ son, Chuck Nees, in New Jersey.
r third
Savannah, where he has lived for about even under way). recommend candidates, fill positions
a decade. That said, attracting clients starts and get paid.
Three years ago, a chance introduc- with developing relationships and Throughout the process, Nees said, THE BRASWELL NEES GROUP
tion at a cocktail party altered the expanding networks, Braswell said. they really become a sort of consiglieri
course of Braswell & Associates. Nees agreed: “It’s all about who you for the hiring executives. Partners: Stephen Braswell, SAMPLI OF BRASWELL NEES GROUP CLIENTS
PLING
Enter Eugene Nees. know and who you can get to know.” “They really need to have some- Gene Nees, Chuck Nees
Nees, a senior partner at one of the With 65 years of professional experi- one not part of their organization to Location: 107 E. Oglethorpe
world’s leading executive search firms ence in various industries, their Rolodex turn to for advice, impressions and Ave., Savannah (along with
(based, of course, in Manhattan), and is extensive and being added to regu- feedback,” Braswell said. “You really an office in Summit, N.J.)
his wife decided to spend a four-day larly via introductions and referrals. become a confidante, and that’s really Contact: 973-701-6972, Comverse T
erse Technology High Point Auto TriServ Alliance (Atlanta Invesco (Atlanta) GMAC Financial Services Supervalu (Eden Prairie, Avon (New York)
Inc. (New Y City and
York Insurance (Red Bank, and Jacksonville, Fla.) About the company: (Philadelphia) Minn.) About the company:
weekend in Savannah. In order to draw on those resources, what makes it fun — that kind of hello@braswellnees.com
Tel Aviv
Aviv) N.J.) About the company: Invesco Ltd. is one of the About the company: About the company: In Founded in 1886, Avon
It was their first visit and they chose their credibility and reputation must interaction.” Web site: About the c company: About the company: Jacksonville-based group largest independent global GMAC is a global financial business for more than Products Inc. is the
the city as their destination largely be untarnished. Because the business remains rooted www.braswellnees.com In operation f more
for The sixth-largest auto of health plans from eight investment managers services company that a century, SuperValu world’s largest direct seller
because he liked the sound of the word “You have to earn the right to make a in a relationship-driven, person-to- than 25 y years, Comverse insurance carrier in New states that formed in April and owns several was founded in 1919. Inc. is the third-largest of beauty and beauty-
“Savannah.” Before they left, they made call and have people pick up the phone,” person model, Braswell and Nees are WHAT THEY DO provides softwar and
vides software Jersey employs more than 2008 to pursue a six- subsidiaries including Initially formed to provide food retailing company related products. With
an offer on a house. He soon cashed out Nees said. confident they will have plenty of work The Braswell Nees Group is systems enabling servic
ems services 600 people. year, $24 billion contract Invesco PowerShares automotive finance in the U.S. and ranks $10.7 billion in annual
as partner and moved to the Hostess The Braswell Nees Group has done well into the future and might even add an executive search firm that for voice, mess
e, messaging, Braswell Nees Group with the Department of Capital Management LLC, products and services to on the Fortune 100 list. revenues in 2008, Avon
City. so, Braswell said, by demonstrating research. works with top corporations mobile Internet and mobile work: Completed four Defense to manage the Invesco Trimark, Invesco General Motors dealers SuperValu operates more and its approximately
“I had no intention to work again,” sound judgment and appropriate The future of around the world to fill advertising; c converged searches, including government’s TRICARE Perpetual, W.L. Ross and clients, GMAC than 2,500 food and food/ 42,000 associates now
Nees said. “Until I met Steve.” sensitivity. the firm, both men high-level positions. The billing and activ
active director of human health care program for & Co. and Invesco Aim has since expanded pharmacy combination serve customers in more
That meeting, however, sparked the “We have integrity and confidenti- agreed, lies with its process involves assisting the customer m
omer management resources, director of the Southern U.S. region. Distributors Inc., which its business to include stores, more than 875 than 100 countries. The
growth of Braswell’s one-man shop. A ality sewn into our underwear,” Nees third and newest company with the creation of and IP communic
communications. segmentation marketing Braswell Nees Group is the U.S. distributor for mortgage operations, in-store pharmacies, more primary distribution
Comverse has cus
verse customers and two direct reports. work: Completed Invesco’s retail mutual insurance, commercial than 100 fuel centers and channel is direct-
partnership evolved, resulting in the added. partner. Nees’ son, job specifications, searching
in more than 130 nat nations, searches for 19 leadership funds, exchange-traded finance and online serves as the primary selling by more than
creation of the Braswell Nees Group. After a client contracts the firm, the Chuck, was brought for potential candidates,
covers mor than 500
ers more positions, including funds and institutional banking. distributor to an additional 5.8 million Avon sales
search process begins with research: into the fold for his researching their backgrounds, communication servic
munication service executive vice president, money market funds. Braswell Nees Group 2,200 stores. representatives.
Why Savannah? compiling an initial list of possible experience in the interviewing candidates and providers ser
viders serving more chief legal counsel, vice Braswell Nees Group work: Completed Braswell Nees Group Braswell Nees Group
candidates while working with the hir- technology and Chuck Nees presenting the client with than 2 billi subscribers,
billion president of human work: Completed searches searches for strategic work: Completed work: Completed a search
The Braswell Nees Group has no ing company to accurately and clearly telecommunications recommended candidates. and has 90 offices in mor more resources, three additional for president mutual sourcing director and an search for chief pension for a manager in strategic
clients in Savannah. In fact, there are define the position. sectors. He operates out of a New BNG also helps the client than 40 c countries. vice presidents and their funds division, senior vice additional manager for investment officer. sourcing.
really only two potential clients based Then candidates are interviewed by Jersey office. create the compensation Braswel Nees Group
well direct reports. TriServ has president general counsel, strategic sourcing.
in the area. phone, usually by both Braswell and “We are not retiring anytime soon,” package, presents the offer to work: ComCompleted six also signed a contract to senior vice president Source: Company
information comes from the
Typically, only large corporations, not Nees, and references are checked. Braswell said, adding that he’ll con- the candidate and negotiates searches, including do 37 additional searches corporate communications company’s Web site and/or
small businesses, solicit the services of Many are eliminated from consider- tinue as long as the work remains on behalf of its client. executive v president,
cutive vice if TriServ is awarded the and investor relations and other business and financial
chief financial offic and
officer Defense Department three additional corporate information sites
an executive search firm. So why base ation at this stage, while others receive fun.
such a firm in Savannah? the in-person interview treatment “It is a business that having gray hair five direct repor
ect reports. contract. officer positions.
“We can operate from Puerto Rico, (often in the well-appointed-yet-com- pays off,” Nees said.
16 | Wednesday, January 6, 2010 Business in Savannah | businessinsavannah.com | 912-652-0300 Business in Savannah | businessinsavannah.com | 912-652-0300 Wednesday, January 6, 2010 | 17