KORN/Ferry

Executive Recruitment

KORN/Ferry

The Challenge

KORN/Ferry Whitehead Mann the world's largest executive recruiting firm faced a very short deadline to create, deliver and win a gateway pitch (one that would open up substantial opportunities to the winner) at board level to a major financial services City and international institution. The target needed high-level intervention and a totally bombproof solution and had selected a world-class candidate panel to pick from.

Just a few days to build our concept, team and a winning pitch strategy. Only one day to work with the pitch team who could not be together for much that day. A key player abroad now and for the pitch. All set against the heady post-merger moments of reshaping their own amazing offering and with a jostling team of formidable senior talent, all high achievers and not shy on opinions or that comfortable with outsiders shaping their fate.
 

The Solution

In the only day available we convened a core team of two senior players who shadowed me throughout the day. As we met separately with pitch team members to extract key issues I ran consecutive mini pitch skills coaching sessions instantly tailored to the new player presented. We built our case point by point and I also deconstructed my approach after each briefing and deepened the core team’s learning about my approach and thinking to winning pitches. We focused on deepening our understanding of the target’s real agenda-to restore its reputation with the FSA while simultaneously improving governance and leadership-and turning the pitch into a proof of concept meeting themed with dialogue, listening and exploration.

We reduced our deck and leave behind to seven crafted sparse slides. Distilled one deal winner, killer slide of three bullets that proved: we were right for this mission critical task; where the only candidate who could do it with the least disruption to their core activities; and brought into play the payback of our previous work for them and our bridges to FAS opinion formers. Two great phone calls to our not present FSA expert came alive and into the pitch with stunning examples that evidenced our abilities.

We proved we listened by frequently summarising their story to us and offered insightful analysis of their needs and options throughout. We delivered not just a logical case but an emotional acknowledgment of their risks. We connected.
 

How I made a difference?

“Peter - you get to the point; you engage with all personality types; you put the clients first; you empathise and best of all, you encourage and coach the team to make them feel like they can win the pitch and that it is theirs for the taking. You are always willing to flex to meet our needs. There are very few people who could do all of this in a demanding professional services environment. Not really!"

Sarah David Partner KORN/FERRY Whitehead Mann

 
“We handled the pitch better than I would ever have imagined- thank you so much!” Annabel
 
“Peter, thank you, for me yesterday was a wonderful learning experience.” Giles
 
“Thank you so much for your patience and insights yesterday - the team are in a MUCH better place than they could have possibly been otherwise. It was a great learning experience for me - seeing you so skillfully manage the cast of characters and get the best out of them was fantastic.” Amy