The client was a technology provider to financial services that relied heavily on one bank client. The relationship with this key client was deteriorating. They needed to hire a Client Partner to manage the over $100M relationship and improve collaboration between regional and global teams. The recruiter identified 86 potential candidates, interviewed 12, and hired the Client Partner and a sales resource to strengthen the important client relationship.

1. SITUATION: Our client was a specialist
provider of technology
and processing services to
the financial services and
banking industry. Whilst this
organisation had a number of
key relationships, one bank
accounted for a significant
proportion of the global sales
budget. The relationship with
this client was becoming
strained.
REQUIREMENT: Zander Search were retained
to find a Client Partner to
own and manage a $100m+
relationship acting as a
business leader with full P&L
responsibility. Alongside this,
the global account team had
a history of poor teamwork
and a lack of client focus, so
it was critical to find someone
who could work effectively
with both the regional client
partners and the global lead.
The aim was to create a fully
unified and global client
relationship capability.
SOLUTION: Zander Search began the
process by mapping both
strategic advisory and
technology services businesses
to identify the key client
partners. We also looked for
people with a history and
referenceable track record of
working with the end client.
THE OUTCOME:
This search focused on 86 known client partners,
and produced a long-list of 12 individuals. Because
of the nature of the relationship to be managed,
our client chose to interview all 12 of the long-
list candidates. From this process the client made
2 hires – the Client Partner (original brief) plus a
dedicated sales resource for the account.
CASE STUDY
RECRUITING A KEY CLIENT PARTNER
THE CHALLENGES:
The challenge with this search was the need for
an individual with relevant functional expertise
and industry knowledge, as well as experience
of successfully managing complex accounts.
Additionally we needed to find someone who
could help our client improve internal relationships
between regional client partners.
633 Candidates Identified
436 Candidates Approached
Illustration of the life cycle of this project showing how many
candidates were considered at each stage of the recruitment process.
The bottom section shows which sectors the candidates came from.
29 Client Interviews
8
Candidates
Placed in
12 weeks
BANKING EXCHANGES BROKERS
202 Candidates Identified
145 Candidates Approached
Illustration of the life cycle of this project showing how many candidates
were considered at each stage of the recruitment process.
16 Candidates Shortlisted
32 Candidates Interviewed
12 Client Interviews
2
Candidates
Placed
6 Director
16 Senior Director
Illustration showing the number of searches at each seniority
level during the recruitment process for this project.
16 Executive Director
11
Managing
Director
R E C R U I T I N G W I T H I N T E G R I T Y