Why choose Comhar Partners for your next Retained Search?
By J.
James O’Malley, J. James O’Malley, Managing Director at Comhar Partners, has
been developing HR and talent acquisition solutions for global consulting firms
(including Huron Consulting Group, Arthur Andersen, Deloitte and Lante) since
the mid-90s. Jim has seen firsthand why Hiring Managers are frustrated
by and don’t “get” recruiting. Based on his experience, he addresses the
differences between large and boutique recruitment firms below. It’s his intent
to dispel myths that Hiring Managers hold about recruiting while, at the
same time, ensuring that recruiters who work for firms are free to do their jobs,
which is hiring the “best and the brightest”.
Several
years ago, marketing guru Seth Godin wrote and spoke extensively about why
“small” is the new “big”. He listed a whole host of reasons on why smaller
businesses often outsmart and outsell bigger ones including:
• Small means the founder makes a far greater
percentage of the customer interactions.
• Small means the founder is close to
the decisions that matter and can make them, quickly.
• Small means you can tell the truth on
your blog.
• A small firm is succeeding because
they’re good, not because they’re big. So smart small companies are happy to
hire them.
Let’s
apply Godin’s logic to executive search. The industry is characterized by two
types of companies. On one extreme are a
handful of mega-firms, some of them publicly-held, with big brand names and
revenues in excess of $500M per year. These large firms typically cater to
Fortune 100 clientele and have deep relationships with their boards. It sounds
prestigious to say, “we’re using a big-name firm”, but, unless you’re a Fortune
100 company, your search can get very expensive, lost in the shuffle, and they
will ultimately recruit from you after their hands-off time has expired.
Are you
really dealing with the recruiter who will do your search?
When you engage a boutique, you are dealing directly with the person who will work on your project. In contrast, at big search firms, the search may be directed by a “Partner” but, in fact, a significant portion of the work is done by less tenured associates. These may be people you have never met. Or people with minimal knowledge of your company or your business challenges and goals. As a result, the candidates may possess the functional match to job description but may not have the cultural competence and traits (or what we call “the spirit’) of the job description. This can result in bad hires who don’t fit your corporate culture and perform poorly down the road.
Will you
have access to more candidates?
Executive search firms have an ethical (and usually contractual) obligation not to recruit from clients. Big search firms have significant off-limits constraints, which limits the pool of candidates. As these firms get bigger, this problem also gets bigger. While the big firms are becoming cleverer by defining off limits around a project or client - and not the company they represent - boutiques can access more candidates because they have fewer off-limits companies. In addition, a little-known fact is that candidates that are active on a search within a firm are also off-limits for any other search projects. Large firms can have literally thousands of active candidates throughout the firm at any one time…many of whom are unavailable for your search!
How many
searches is the firm or consultant working on?
A typical
search firm partner may conduct 15 to 20 assignments simultaneously,
overwhelming their associates and research staff. They operate in a “book it”,
“bill it” and “forget it” environment. Unless your search is carrying the
highest fees or is relatively easy to complete, it may be regulated to the
bottom of the pile. In contrast, boutiques typically work on fewer projects,
devoting far more time and attention to each and every search. We recognize
that our partners and associates are performing at their best when they have
3-6 projects at any one time and so we take measured steps to adhere to that.
Boutiques have higher completion rates than big firms. Completion rates at big search firms are well-known to be in the 60% to 65% range. At Comhar Partners, our completion rate is over 90%. There are many reasons that a search does not get completed, not all of them attributed to the search firm. But, with a 90% completion ratio, you know that Comhar Partners selects projects that we know we can complete successfully. It is imperative that we do so since a large portion of our retainer is performance based and at-risk if we do not complete the project.
Does the
firm have in-depth knowledge of your company?
Because boutiques have a business model that enables them to form a genuine partnership with you, they are willing to take the time to get to know you in the hope that this will be a long term relationship and not a transaction. As a result, smaller firms like Comhar Partners usually are better at selling your opportunity and assessing candidates because we know you. Combining our access to talent with our knowledge of your opportunity and applying our proven performance-based assessment -- this is where we combine the art and science of executive search as true consultants in talent acquisition.
How does
the firm add value beyond the recruitment process?
At Comhar Partners we understand that your goal is to create talent management strategies to attract candidates who have the skillset to take your organization to new limits in the future. Our consultants are not only experts in recruiting but can add value after they have found you the right person for the role. They are specialists in Executive Leadership and Cultural Assessment, Compensation Consulting, and providing Interim Solutions. We are able to accommodate and understand the needs and aptitude of each individual, in order to make the most of your potential and use your leadership skills to greatest effect. Whether your organization is looking for a new structure or advisement on compensation consulting, Comhar Partners is for you.
Big
Fish…Small Pond?
If your company plans to do more than ten searches a year, you may have enough leverage to get the attention you deserve from the big search firms. But, if your needs for search are more focused, you will get far more personalized and attentive service from a boutique. Typically, the big firms sell the strength of their network as the major selling point. The reality is that their network is full of previous placements that they are ethically obligated to never recruit again. We start each project with fresh research; by getting the specific names and contacts on individuals currently in the roles you have asked us to recruit for. No old names - new ones.
In Summary
Bigger is not better in executive search. In fact, big search firms face significant obstacles to client service, off-limits and availability of the right candidate pool. Large scale makes it easier for search firms to build their brands, and create their own economies of scale but does it provide value to their clients? Search firms are service providers. When evaluating vendors, look past the false allure of name brands and critically evaluate the quality of service you will receive. Determine the firm’s commitment to your company, assess its process and determine whether the search firm is passionate about serving your company’s needs and providing what you and your company want, not what they want to sell to you.
Don’t
wait. Think big. Go Small.
For more information on our Executive Search Practice, contact us at: jomalley@comharpartners.com