The retained executive search business always has been competitive. All search professionals know they are in a daily battle — to win the next assignment, to deliver the results the client expects and to protect and preserve client relationships.
But today, the managers of executive search firms know it’s no longer just a daily battle. It’s become a war of survival.
Search firms must find ways to survive in a marketplace decimated by economic weakness and client uncertainty. There’s considerably less thinking on long-term growth and a lot more how to generate the next sale – finding more leads, getting to the short list faster and capturing more assignments.
They also know they are in an even bigger long-term contest to redefine the search industry business model. A soft economy has accelerated recognition of another hard reality: the current search model is less and less effective in delivering the value clients expect, or the sustained search business profitability that drives their own growth and long-term rewards.
Meeting the business challenges of the executive search industry through experience, insight and thought leadership is the business of RLBenson & Associates.