4. Key steps: to Executive Search Success
Phase I:
Go to Market
4
Define the
Mission
Closing
Meetings
Screen from
150 to top 15
Hunt:
Attack the
Market
Reference
Finalists
Face‐to‐Face
Interview
Assess Mutual
Fit
Micro‐target
Top 150
Create
Interview
Cycle
Rank Finalists
Derive
Success
Factors
Create the
pitch and
profile
PREP client
and candidate
Feedback
Action and
Learning
Advance
Finalists
Write‐up
Assessments
Introduce
Candidate
Panel of 5
Schedule
Interviews
Trial Close
Final
Courtship
Phase II:
Create the Panel
Phase III:
Interview Process
Phase IV:
OFFER and CLOSE
Initial Offer CLOSENegotiate
5. 5
PHASE I: Go-to-Market (day 1-8)
Define
the
Mission
Derive
Success
Factors
Create
Pitch &
Profile
Micro‐
Target top
150
Hunt:
attack the
market
6. At the heart of each role is the mission
Mission entails the main focus of effort that must take place to
actualize the vision. Mission often involves change or transformation:
‐ Components of Mission: scaling, organizing, leading, instilling, building,
expanding, capturing, defining, integrating, winning, innovating, designing…
‐ The mission informs success factors ‐ the 1) core competencies, 2) record of
achievement and 3) interpersonal characteristics that are crucial for this role
in order to succeed.
6
Define the
Mission
7. Success Factors measure the fit
Success Factors are the proof points that ensure the candidate will excel
in the role. They are a collection of core competencies, achievements
and interpersonal characteristics. Examples:
7
Derive
Success
Factors
Competencies Achievements Characteristics
Leadership Building Empowering
Strategy Scaling Collaborative
Execution Innovating Inspirational
Team Capturing Driven
Organizational Winning Mentor
8. Pitch and Position Profile
The Pitch is market‐facing and must engage. Cut through the noise.
‐ Company sizzle: attractors ‐ size, stage, market characteristics, value
proposition, investors, trajectory, wins, awards and press.
‐ Role synopsis: mission, opportunity, key success factors.
Position Profile conveys impact opportunity
‐ Include: mission, purview, reporting relationships, goals & objectives and
success factors.
8
Create Pitch
and Profile
9. 9
PHASE II: Creating the Panel (Day 9-40)
Screen
from 150
to top 15
Assess
mutual
fit
Face‐to
Face
Interview
Write‐up
Assess‐
ments
Introduce
Candidate
Panel of 5
10. Art and Science of Creating the Panel
Match Requirements
‐ .
10
Micro‐Target
Top 150
Face‐to‐Face
Interview
Assess
Mutual Fit
HUNT:
Attack the
Market
Write‐up
Assessments
Panel
of top 5
Engage and Persuade
Apply Success Factors
Culture and Chemistry
Calibrate Alignment
Narrow the Field
