Case Studies
Finance Director, online UK travel company
The Client
PE-backed UK online travel company operating in a complex, fast-paced, data-driven environment and looking to international expansion
The Role
In a company where the CFO was acting as a COO being highly involved in driving the business, an exceptional Finance Director was needed with the ability to step up to CFO level from the outset
Clear ambition to steer the company towards an IPO or secondary PE within 1-2 years, requiring candidate with IPO experience
The Challenge
Highly confidential search – the company name could not be shared until shortlist stage, making it a hard to sell role
Candidate required with not only excellent finance expertise, but also exceptional communication and leadership abilities, plus strong commercial acumen and energy to drive a hyper-growth business
Our Strategy
Extensive market research on comparable companies, identifying strong finance experts with clear leadership and PE experience
The Result
Successful candidate hired with the exceptional skillset needed: top-rate finance skills, natural gravitas, serious drive, outstanding leadership skills, IPO experience, and demonstrated evidence of thriving in fast-paced environments
Proven right choice to be the next CFO and IPO on track to be achieved within timeframe
Director Global Value & Access, Oncology, France
The Client
French pharmaceutical, $4.7 billion revenue company
The Role
Full global Market Access role in the rapidly growing Oncology franchise
Top calibre individual required with both excellent technical expertise and commercial acumen to drive business growth, something rare in expert roles
The Challenge
Experience in all stages of product life cycle from product launch to mature products, as well as Oncology knowledge and experience at global level desired, within a salary budget constraint
Candidates with global level experience difficult to find in countries without pharmaceutical HQ presence
Due to people management responsibilities, candidate required to move to French HQ – a challenge when international remote working post-Covid 19 had become the norm
Our Strategy
French-speaking was not a prerequisite, therefore wide geographic search undertaken across the UK, Eastern Europe, Southern Europe and the Nordics
Drew on strong international network of healthcare contacts with focus on global pharmaceuticals with reputation for recruiting top talent
Selling the company’s focus on developing Oncology franchise as core business and global remit of role
The Result
Excellent Italian candidate hired, with agreement reached to commute regularly initially prior to a full relocation
High-potential, engaging individual with affiliate and HQ level scope, international markets experience and global outlook, deep Oncology knowledge and both pipeline and product launch expertise
Entire Commercial Function for a New Business Unit for a Leading Medical Device Company
The Client
The world’s number one medical equipment manufacturer
The Role
Retained to create the Commercial Function for an entire new business unit: a ground-breaking, multi-million dollar, surgical robot
Highly confidential search to ensure global launch would make biggest impact possible in the market
The Challenge
Working across large number of different markets, coordinating all new hires to be in place for global product launch
Major interview restrictions due to Covid-19 pandemic
New product to market which didn’t yet have FDA Approval needed a convincing sell
Our Strategy
Recruitment parameters significantly expanded and entirely new bespoke virtual interview structure designed to fit with Covid-19 pandemic environment
Dedicated team of consultants worked on entire project to ensure consistent global benchmark while also achieving diversity of talent
The Result
Successful recruitment of 27 Sales Leaders, 29 Marketing and Consulting Executives and 5 Sales Trainers across 3 continents and 14 countries
Client’s prerequisite of a 50:50 gender balance was reached
CEO, UK PE-backed company
The Client
European private equity fund recruiting CEO for specialist UK-based manufacturing SME with European subsidiaries marketing its products internationally
The Role
Business experiencing complicated and sensitive internal upheaval at Board level
Highly confidential search to replace CEO quickly without causing concern in the marketplace or within the business
Required ability to integrate recent European acquisitions as well as increasing sales and profitability
The Challenge
Identifying individuals who had the necessary skills and knowledge of small niche market sector whilst at the same time maintaining confidentiality
PE backers also sought candidates with experience of working with private equity and achieving successful turn-around or sale
Our Strategy
Identified all competitor companies, including major corporates with smaller subsidiaries
Located CEOs or those one tier below with the potential to move into a CEO role, particularly focusing on individuals
Combining experience in large corporates and smaller entrepreneurial businesses
The Result
CEO appointed
Successful integration of subsidiaries and achievement of business synergies
Grown the business, developed new products and expanded into new international markets
Leadership Consulting, UK Aquaculture Business
The Client
UK-based offshore aquaculture business using innovative technology for large-scale shellfish farming
Backed by significant venture capital investment
The Challenge
Family-owned and managed business, very dependent on skills and experience of the founder, particularly in the early stages
Trial phase of novel technology completed successfully
Business facing rapid expansion, generating substantial sales particularly to Continental European markets
Moving to the next stage of growth, the founders needed to assess skills gaps within existing leadership team and develop a business structure to enable continued expansion
Our Strategy
Using a variety of tools, we worked closely with the founders to map existing responsibilities and future business needs
The next step was skills- and competency-mapping, identifying competencies within the family leadership team
Finally, we worked together with our client to develop a management structure that built on existing strengths and recognised the need to bring in additional professionals to fill key gaps
The Result
New management structure implemented
Clearer demarcation of responsibilities of the existing management team, distinguishing clearly between shore-based and offshore roles
Led to the recruitment of a Finance Director and experienced General Manager with relevant industry sector expertise
CEO, PE-backed SME, Switzerland
The Client
International private equity company
The Role
CEO for a long-established Swiss SME
Required turn-around skills and the ability to develop strategy to increase sales and bring new products to market within tight budget restrictions
Ultimate aim was to increase profitability and achieve a successful exit
The Challenge
Confidential search
Urgency to find replacement CEO
Looking for successful sales and marketing experience in a major corporate combined with turn-around expertise as CEO of SME
Detailed understanding of Swiss business culture combined with international experience and mindset
Knowledge of leisure and sports goods sector
Our Strategy
Having successfully handled many searches in Switzerland, we have a well-developed network of candidates and sources in the region
Also conducted international search of candidates with previous experience of living or working in Switzerland
The Result
Successfully introduced select shortlist of candidates whilst maintaining absolute confidentiality
New CEO hired and on-boarded quickly
Business turn-around achieved
Company successfully sold in little over one year
International CFO, Belgium
The Client
International healthcare company
The Role
Global shortlist. Successful candidate had previously been working in South America
Candidates must have the potential to move into international CFO role, but be happy to remain in current role for some time
Very strong people-management skills needed to implement structural changes and potential internal issues
Technical financial accounting background, good experience of US GAAP and working with/acting as business partner to sales and marketing teams
Happy to travel extensively; international outlook; language skills; ideally healthcare or pharma experience
The Challenge
Strict budget controls on salary package, but needed CFO-ready candidates although there was no clear timeline on when promotion might take place
Our Strategy
To search internationally, particularly seeking individuals with relevant industry sector experience who were keen to work in or return to Belgium
The result
Global shortlist including candidate from South America
Successful hire within budget: candidate ultimately promoted to CFO role
Head of Finance, South Korea
The Client
Top 10 pharmaceutical company
The Role
Strategic hire, initially heading up finance in South Korea as part of a programme to bring in very high-potential finance talent
Strong academic background
Language skills
International experience in pharma or healthcare sectors
The Challenge
Experience of working in the Far East and understanding of culture was essential
Needed combination of strong technical finance skills with broad commercial finance experience
Looking for a candidate able to drive change and progress quickly within the organisation
Our Strategy
Global search, identifying combination of pharma and Far East experience
The Result
Candidate hired from Europe, with experience of working in Asia
Promoted from Head of Finance, South Korea to CFO for Japan in under two years
Subsequently further promoted in less than 18 months to regional role with responsibility for Asia and Russia
Global Head of M&A
The Client
Top-tier pharma company
The Role
Advise and execute major M&A activities across the group
Lead a strong in-house team of ten
Very visible: direct report into the group CFO and key member of the investment committee
Potential to have a transformational impact at both divisional and corporate level
Work closely with all BU leaders/franchises
Improve capital allocation and implement a portfolio approach
The Challenge
Global competition for serious players in the M&A market and high financial rewards in investment banking. Individuals from investment banking will have to fit with the corporate culture, possess excellent people leadership skills, navigate the matrix and rely on less support.
Our Strategy
To find an exceptional deal-doer while focusing on soft skills.
The Result
Successful candidate found, combining business and academic, scientific background. Previously at a global investment bank in New York, consistently ranked top of global VP class for four consecutive years. Moved to London to head up European Healthcare for leading investment Bank; promoted at earliest opportunity and built leading European biotech franchise.
Head of Global Shared Services for Accounting, Germany
The Client
Major international media company
The Role
Required the knowledge and experience to develop and implement strategy to integrate global shared services and move to a truly 21st century model
German speaker
Strategic and implementation skills essential
Able to generate buy-in to the shared services project
The Challenge
Challenging location – not an international hub
German language skills and cultural expertise essential, combined with international outlook and experience
Our Strategy
Identified companies internationally that had successfully developed state-of-the-art shared services
Sell the challenge of transforming the company’s archaic systems
The Result
Successful hire within time and budget
Candidate had considerable experience of large-scale SAP implementation
Promoted within 18 months of joining
Global Head of Corporate FP&A, Switzerland
The Client
Global leader in life sciences
The Role
Newly-appointed group CFO working to develop world-class finance function
As part of this process, hiring for a new role: Global Head of Corporate FP&A
Experience of leading financial transformation essential
The Challenge
Global role requiring international experience and mindset
Requires a talented, robust yet diplomatic candidate
Our Strategy
Focus on major corporates with reputation for recruiting and developing exceptional talent
Selling the newness of the role and the opportunity to create a function with potential to have a major impact on business profitability
The Result
Successful candidate had developed career to date in leading corporates
Previously Head of Finance, Latin America
Regional Business Leader, UK and Ireland
The Client
Innovative healthcare services business
The Role
Developing business across the region by devising innovative solutions and negotiating long-term contracts
Complex solution-selling to hospitals and other healthcare providers
Broad understanding of healthcare essential in order to understand clients’ needs, combined with detailed understanding of UK funding frameworks, tendering and contract negotiation
Very strong academic background and exceptional analytical skills
The Challenge
Speed was essential as incumbent was imminently moving to new role
Strong preference for medical doctor or scientific background with commercial experience
High travel content
Very competitive market
Our Strategy
Identify individuals with scientific PhD or MD who have worked either in major strategy firms or leading healthcare corporates, with considerable hospital experience
Use our extensive database of contacts within UK healthcare, built up over 25 years, to network and identify exceptional individuals
The Result
Excellent candidate with considerable UK health sector and deal-closure experience
Previously UK Commercial Lead for leading med-tech group
Head of Finance, Manufacturing and Production Facility, France
The Client
Top 10 global pharmaceutical company
The Role
Good experience of manufacturing finance in healthcare sector
Required gravitas and strong personality
Act as business partner to general manager
The Challenge
Salary level was relatively low in comparison to the necessary experience, driven by location issues
Candidates must be clearly better than a potential internal candidate yet be affordable within the salary restrictions
A difficult location particularly for younger candidates, who often want to work in major cities
Internal recruiters had been searching for several months without success
Our Strategy
To search globally rather than just locally due to the very specific experience needed
Focus on individuals with manufacturing experience in pharmaceutical companies
Identify candidates who, whilst young, were comfortable with a location outside a major city
The Result
Shortlist of six strong contenders submitted within agreed time-frame
Successful candidate hired from outside France, bringing additional international experience – speaks fluent French, English and Spanish
MBA-qualified candidate hired within budget, whole career spent in healthcare with considerable manufacturing experience
Client very pleased, particularly after difficulties experienced by internal recruiters
Chief of Staff to VP Strategy and Corporate Development
The Client
World-leading medical technology company, HQ in Sweden
The Role
Chief of Staff to a very charismatic and successful business leader
Front line role combining corporate strategy and management consulting skills with commercial and operational exposure
Broad scope comprising other key elements such as M&A projects, performance improvement, competitive intelligence, product launches and entry to new markets
Intellectual agility is a must-have, together with the confidence and experience to interact at board level
Fast-track route to become a business leader
The Challenge
Difficult location; over 70% business travel globally
Our Strategy
To select ambitious candidates with broad background from both top-tier management consulting firms and operational companies. Must thrive on extensive travel and the opportunity to learn from a highly respected, demanding business leader
The Result
Successful trilingual female candidate with finance, M&A and strategy experience gained from corporate, investment banking and management consulting. A true high-potential talent, identified as a rising star.
International BD Director, Singapore
The Client
Global hospitals and healthcare financing group
The Role
Healthcare project finance experience essential
Based in Far East, but international role
Requires excellent project management skills
Ability to sell complex solutions
The Challenge
Small pool of candidates with relevant experience and expertise
High travel content
Our Strategy
Use well-developed network of contacts in healthcare and related sectors to identify high-potential candidates
The Result
Combined international management consulting background with entrepreneurial project finance experience in healthcare sector
Record of bidding, winning and closing deals as sponsor and financial adviser in Europe and Far East
Regional CFO, Nordics
The Client
Global luxury goods company
The Role
Superb CFO and business partner role in its fullest sense; right-hand to the CEO of the largest BU of the group
Candidate must be able to execute and champion the regional agenda whilst supporting the finance function at HQ level
Combine local cultural fit with international background
International mobility crucial for future career development
The Challenge
Major company, highly innovative and profitable, yet Finance function not as well-established as their peers. Candidates must be willing to be hands-on at times
Our Strategy
To search globally, particularly seeking individuals with Nordic background keen to return to their roots
The Result
Shortlist presented representing cultural and gender diversity talent
Successful female Swedish candidate from a global FMCG in Middle East
VP Performance Economics, France
The Client
Global pharma company
The Role
Highly visible role with major business impact, reviewing effectiveness in relation to competitors across all major business areas
Using performance economics data combined with commercial expertise to inform strategic planning and business decisions
Requires detailed understanding of business internationally
Newly-created role in a period of huge transformation within the company
The Challenge
An unusual role: senior and highly influential but without profit responsibility or a large team of people
Few comparable roles in other corporates making a straightforward search exercise difficult
Mix of skills and experience essential, combining analytical and technical mindset with strong commercial intelligence and excellent presentation and influencing skills
Our Strategy
Focus on individuals with excellent academic achievement and experience in major strategy firms, to provide the balance between analytical and business expertise
Identify organisations using performance economics successfully and look at relevant individuals within those businesses
The Result
Outstanding candidate with experience gained at McKinsey and two major international corporates
International background, fluent in six languages
VP Finance, USA
The Client
Mid-cap healthcare company
The Role
CFO within the largest region of the Group
Act as trusted advisor to a newly-appointed CEO
Large, diverse finance team with different skills and levels of abilities
Previous incumbent began the process of setting up a centre of excellence; launch date within a year
Superb branded products but operating in a very competitive market
The Challenge
Company very profitable at group level, but US sales had suffered
Our Strategy
To search for finance leaders with proven successful experience of delivering significant improvement to business productivity
The Result
Successful European green-card holder candidate with broad commercial finance experience gained from a number of roles in different locations across the globe. Most recently responsible for restoring growth and profitability to a mature business.
Gender and Cultural Diversity – developing a talent pipeline
The Client
Top 10 pharmaceutical company
The Roles
Career-mobile individuals able to move into senior leadership roles internationally
Part of an on-going initiative to develop a pipeline of talent, particularly very high-potential female candidates
Strong academic background
Language skills
Ideally international experience in pharma or healthcare sectors
The Challenge
At least 50% of all shortlisted candidates to be women
Career mobility: willingness to consider opportunities anywhere in the world
Keen to increase cultural diversity in senior roles
Our Strategy
Maintained emphasis internally on ensuring systems, processes and training focused on promotion of diversity
Set objective of exceeding 50% target for every assignment
The Result
Over a 24-month period achieved 50% or better gender balance on shortlists
HR Services, UK and Europe
The Client
Successful US company making first European acquisition
The Challenge
As part of the acquisition process the company needed to make a European board appointment
Whilst familiar with US salaries and contract terms, the client had no experience of European contracts or salary levels
Our Service
Advised client on UK salary levels and executive rewards, providing research-based evidence on typical remuneration packages
Worked with client to arrive at contractual terms and rewards that met the needs of US rewards culture and UK legislation
Reviewed proposed draft contract, identifying areas of concern representing potential threats to the success of the assignment and advising on necessary changes
The Result
Successfully completed search to hire Commercial Director
Working closely with the investor company and the candidate, ensured that contract terms met all legal requirements and were acceptable to both sides
Offer and acceptance process concluded swiftly and with minimal investment of the client’s time
