Page 10 - KI Insights July 2017

Search Update

KICKOFF: GAME ON!

By Frank Therber

According to the Association of These implications can be as se- ject is to be considered that
Executive Search Consultants, rious as those brought about by “win” for all three parties at the
2015 capped off a four-year peri- a game. Given today’s sports cul- search’s conclusion. Expeditious

od of unprecedented annual ture of “win right now or else,” name generation, aggressive re-
growth in the executive search the outcome of a game impacts cruitment, detailed vetting,
industry, generating upwards of a program or franchise’s post- shrewd assessment, formal can-
$12 billion in revenue. season status, draft pick, and didate presentation, and offer
television revenue, among other negotiation all must occur to
Reflective of the industry’s im-
factors, for years to come. All of reach the ideal ending to a
pact on the economy, clients
these factors impact these or- search. In an athletic competi-
face substantial implications
ganizations’ bottom lines. tion, scoring, strategic decision-
brought about by the work of
making, and fine-tuning a game
their retained firm. Certain ele- In executive search and in
plan – much like fine-tuning a
ments of a search’s granular, sports, there is a critical starting
search strategy – are all neces-
end-to-end process can be com- point for the project. At Kensing-
sary for a positive outcome.
pared to the likes of a game. In ton, we label it as the “kickoff,”
today’s media-driven revenue of course drawing off of the Another understated purpose
world, games themselves can be term used in football games and for the term’s relevance stems
a $13 billion industry, as in the soccer matches. from the effect a search kickoff
case of the NFL. can have on the duration of the
Analyzing the Term’s Relevance
project. A successful kickoff in
Ideally, an executive search cul-
Search’s figurative kickoff com- executive search can often expe-
minates with an impactful place-
mences the search at hand, as
ment possessing the ability, de- dite the project and establish
the literal version does for a positive momentum going for-
sire, and longevity to positively
football game. However, consid- ward into the name generation,
affect revenues, culture, and cal-
ering a couple of underlying pur-
iber of human capital within the target company research, and
poses, the term should be con- recruitment phases.
organization. For all intents and
sidered especially relevant.
purposes, this type of search From an Associate/Principal’s
One subtle reason the term is
outcome should be considered a standpoint, forming a thorough
applicable is because the search
“win” for the search firm, the understanding of the client’s op-
kickoff precipitates a series of
client, and the candidate. eration, culture, and industry
events that will unfold if the pro-
Continued on page 11