partner dr.heimeier - IMD International Search Group

partner dr.heimeier - IMD International Search Group

DR.HEIMEIER
PARTNER
Praxisbrief Nr. 359
Transatlantische Geschäftsbeziehungen
Unsere IMD-Partner in Amerika
Interview mit Dr. Matthias Mohr I
Daubenspeck &
Associates USA
I Seite 4
Seite 8
Alder Koten
Mexiko und USA
I Seite 5
SommerGroup
Chile
I Seite 6
Dasein
Brasilien
I Seite 7
Der internationale Beraterverbund
IMD International Search Group
Sehr geehrte Damen und Herren,
der Ihnen heute vorliegende Praxisbrief steht erneut im Zeichen des internationalen Beraterverbundes IMD International Search Group, dem wir
seit der Gründung unserer Gesellschaft 1989 als
Mitglied angehören. Mit einem Netzwerk von inhabergeführten Personalberatungsunternehmen
rund um den Globus ist IMD mit über 150 Beratern an mehr als 40 Standorten in über 20 Ländern
der Erde vertreten. Über dieses Netzwerk waren
und sind wir in der Lage, unseren Kunden bei
der Auswahl von Führungskräften im Ausland
Lösungen anzubieten.
Erfahrungsgemäß spielen sich die meisten Projekte, die auf unsere Empfehlung hin zwischen Kunden
und Partnergesellschaften stattfinden, im europäischen Raum ab. So hat die enge Zusammenarbeit
mit unseren IMD-Partnern in Schweden, Finnland,
der Schweiz und Frankreich eine ganz besondere
und fruchtbare Tradition. Selbstverständlich ist
es uns ein großes Anliegen, die zunehmende Globalisierung unserer Kunden professionell mit zu
begleiten. Die Führungsspitze des Verbundes ist
deshalb seit Jahren mit Hochdruck dabei, neue
Partnergesellschaften zu identifizieren und zu qualifizieren, sollten diese den hohen Ansprüchen der
IMD-Standards genügen. Im Fokus stehen dabei
Länder im Mittleren und Fernen Osten, in Zentralund Osteuropa sowie in Amerika. Derzeit wird
ebenfalls geprüft, ob sich Gesellschaften auf
dem afrikanischen Kontinent anbieten, da dort
zumindest lokal in einigen Ländern ein großes
Wirtschaftswachstum besteht. Das weitere Wachstum der IMD International Search Group ist also
vorprogrammiert, allerdings mit Augenmaß und
vor allem nicht um jeden Preis. Leider stellt es sich
immer wieder heraus – gerade in Ländern wie
China, Indien oder Russland –, dass dort ein komplett anderes Geschäftsgebaren herrscht und die
notwendige Seriosität nicht gegeben ist.
Wenn wir unseren Kunden einen IMD-Partner im
Ausland empfehlen, möchten wir sichergehen,
dass die Abläufe und die Zuverlässigkeit bzw. die
Beurteilungssicherheit und der Service auf dem
gleichen Niveau sind, wie es unsere Mandanten
hier in Deutschland von uns gewöhnt sind. Es freut
uns daher ganz besonders, Ihnen im Rahmen
dieses Praxisbriefes Gesellschaften vorstellen zu
können, die erst in den vergangenen zwei bis drei
2
Jahren im Verbund aufgenommen wurden und
die schon bewiesen haben, dass sie Projekte aus
anderen IMD-Ländern mit Bravour und hoher
Professionalität abwickeln können.
Richten wir unsere Aufmerksamkeit heute auf
Nord-, Mittel- und Südamerika, indem sich unsere
Partner, die seit vielen Jahren sehr erfolgreich in
den USA, Mexiko, Chile und Brasilien agieren und
die vor allem auch verschiedenste Industriezweige,
öffentliche Einrichtungen und Serviceunternehmen
bedienen, mit einem kurzen Beitrag präsentieren.
Die Kernkompetenz aller ist, wie bei uns, die
Rekrutierung von Führungskräften auf oberer und
oberster Ebene.
Erlauben Sie uns an dieser Stelle noch einen Hinweis
in eigener Sache:
Unser Engagement innerhalb der IMD International Search Group geht seit vielen Jahren über
das übliche Maß an enger Kooperation mit Partnergesellschaften im Ausland hinaus. Neben den
regelmäßigen Teilnahmen an Konferenzen in aller
Welt, Know-how und regem Gedankenaustausch
sind wir seit jeher auch im Vorstand des Beraterverbundes tätig gewesen. So war unser geschäftsführender Gesellschafter Dr. Matthias Mohr in den
letzten Jahren als Vice President Operations and
Finance im Board von IMD tätig. Im April dieses
Jahres wurde er auf der Mitgliederkonferenz in
Kopenhagen einstimmig zum neuen Präsidenten
des Netzwerkes gewählt. Herr Dr. Mohr erhielt
damit das Mandat, die IMD International Search
Group als Verbund von Premium-Partnern für
internationale Suchprojekte erfolgreich in die
Zukunft zu führen. Dazu ein Interview mit ihm,
durchgeführt von unserem brasilianischen Partner,
am Ende dieses Praxisbriefes.
Wir wünschen Ihnen eine interessante und aufschlussreiche Lektüre und stehen Ihnen selbst­
verständlich jederzeit zur Verfügung, sollten Sie
mehr Informationen über unsere IMD-Partner in
den jeweiligen Ländern wünschen.
Herzlichst
Ihr Team von
DR. HEIMEIER & PARTNER
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Daubenspeck and Associates, Ltd. is an international retained executive search firm. Based in
Chicago and founded in 1982, Daubenspeck and
Associates is led by our founder and president, Ken
Daubenspeck, a partner in the IMD International
Search Group. We are specialists in retained executive search, with expertise in international, cross-­
border assignments and culture fit. For over 35
years, culture has been the vital lens through which
we view each search assignment, and as such, we
are highly sensitive to both the organizational and
regional culture of our clients.
We partner with our clients to come to a true
understanding of their business, industry, organizational and regional culture, and then provide indepth analysis and counsel as to how a high-level
candidate will help to influence, impact, and build
upon the organizational culture in place.
Through visits and intensive research, we immerse
ourselves in the local culture of the regions we are
recruiting to in order to acquire deep knowledge
of the societal rituals, customs, communication
dynamics, and laws that will influence a candidate’s
experience and ability to adapt. For us, culture is
not simply an industry buzz word; it is the most
influential factor in determining whether a domestic
or expatriate candidate is capable of integrating
with our clients’ companies in diverse regions such
as the Middle East, Eastern Europe, and Asia
Pacific. Daubenspeck and Associates’ international
reach, structured search process, and attention
to culture fit differentiates us from other search
firms and has benefited our clients in all practice
areas, including energy, higher education, human
resources, financial services, information technology,
industrial, consumer, business and professional
services, and non-profit.
From the organizational development and recruitment for entirely new universities, to international
searches for highly esoteric and difficult-to-find
subject matter experts, to the C-suite level recruitment of chief information officers and the talent
build-out of entire information technology departments and organizations, to the staffing of public
and government relations, and protocol and
diplomacy experts; our recruitment experience is
diverse and we have executed hundreds of search
assignments for our clients worldwide. While
our 100% search completion rate, 83-day search
average, and 98% two-year retention rate are all
well above the industry standard, they are not the
benchmarks by which we measure our success.
We judge our performance based on the long-term
impact that our placements have on our clients’
organizations; the candidates we place stay with
our clients for an average of eight years.
We consider it a privilege to help our clients with
their most important asset – the people who collectively comprise the organization. We view each
assignment as more than a simple business
transaction; rather, we consider it an opportunity
to positively influence the performance and trajectory of both organizations and individuals. When a
project goes well, it is good for the employer and
the employee. When it does not, it is difficult on
the employer, but devastating for the employee. It
is for this reason that we take our assignments
and the consultation and advice we provide very
seriously. We never forget this when we provide
our service. It is not just about completing an
assignment – it is about insuring that the individual
we recruit for our client is successful, accomplishes
that which was intended by the assignment, and
remains well past any guarantee. ■
If you need any more information please see the contact on
our website or write to:
Ken Daubenspeck | Founder and President
Daubenspeck & Associates
180 North Stetson, Suite 1935
Chicago, Illinois 60601
USA
4
Tel. + 1 312 297 4100
[email protected]
www.daubenspeck.com
From the foundation of Alder Koten, the team
has focused on shaping organizations through
a combination of research, executive search,
cultural & leadership assessment, and other talent
advisory services. The key to our client service is
our seamless integration of industry and functional
expertise with tools and capabilities to support execution on a global scale. The firm’s headquarters
are located in Houston and it has offices in Guadalajara, Monterrey, Mexico City, and New York
with a team of 26 consultants. Being part of IMD
International Search Group, gives Alder Koten’s
clients, global execution capability in their talent
agenda. We have worked repetitively with IMD’s
Partners, as we can trust they can deliver constantly,
and build trust with our clients.
Our approach to executive search is based on a
thorough understanding of the strategic, cultural,
financial and operational issues our clients face.
Our executive search engagements are targeted
and focused on the specific requirements of the position including industry and functional experience,
skills, competencies, cultural fit, and leadership
style. Our executive search process is rigorous.
We take a disciplined and structured approach to
identifying potential candidates that meet the
position requirements including subject-matter,
functional and regional expertise. We use our high­
level professional networks, industry know­ledge,
and internal research resources to achieve results
in every executive search engagement.
One example of our consultants, who brings a
strong knowledge of the cultural impacts of
European companies operating in Mexico and
USA, is Jorge Davalos. Jorge was born in México
and worked in the UK for almost ten years as a
consultant, which gave him his British Citizenship.
He also worked in Barcelona and Madrid. He lives
in Houston and is the Managing Partner of the
Houston office. Cross country executive searches
are one of his strengths as well as the other team
members which he works with.
We have Just arrived from our latest IMD meeting
in Madrid, which was filled with sharing best practices with our IMD Partners; this practice increases
our operational excellence and customer-centric
processes which again create trust. We look forward
to meeting again in Belgium and Brazil in 2015.
Alder Koten is now focusing on the 2025 strategic
plan ahead of us. This plan has IMD Partners at the
center in order to keep delivering on global assignments, and achieve the success for our clients and
the IMD Partnership. ■
If you wish to contact us, please write or call us at:
Jorge Davalos | Managing Partner
Alder Koten Houston
Tel. +1(713)893-1630 ext 802
1790 Hughes Landing [email protected]
Blvd. Suite 400
The Woodlands, Texas 77380
USA
Alder Koten Mexico
Río de la Plata 441, Interior 2C
San Pedro Garza Garcia, N.L.
Mexico
CP 66220
www.alderkoten.com
5
In September this year we are celebrating 20 years
in the market; it’s an important occasion that we
want to share with all our friends from IMD.
not only about fulfilling our clients’ requirements,
but about tracking and following up on the placements, so the bond that unites us today is solid.
Founded by Executive Director Rodolfo Sommer;
SommerGroup has 3 other distinguished partners:
General Manager-Sebastian Pedraza, Customer
Service Manager- Ximena Rodriguez, and Admini­
stration and Development Manager-Tomas Guridi.
Today we have a consolidated group of active
clients from relevant and important industries,
some which are companies with significant market
share and that operate in highly competitive and
changing industries, concentrating on:
■ Fuel / Energy
■Telecommunications
■ Consumer Products
■ Transportation /
■Mining
Distribution
■Retail
■ Public Services
■ Financial services
From our beginnings in 1995 until today we have
been able to recognize the fierce competition that
was emerging in this dynamic market and how this
reality became a powerful challenge to differentiate
ourselves. We were a group of young professionals,
who tried to break into a fairly consolidated industry in Chile, where our entering the market had
an edgy look. So we created an identity which
distinguished us from the rest: starting with high
quality work, and achieving the perfect fit between
the candidate-position and culture, with a path
marked by the experience.
We started with customers who trusted us and
time took charge to show the current position of
our company. Along with Executive Search, we
gradually incorporated new and innovative services
such as, Executive Assessment, Senior Prospective
Identification and the latest service, Onboarding
Programs which we pioneered in Chile.
Within our growth process, we look at the year
2011 with great pride, we became members of
IMD; this has allowed us to have partners with a
global presence and today Rodolfo Sommer is the
Director of Onboarding & the South America Region.
Today after 20 years, we are proud to show results
that certify our experience and customer satisfaction:
a)Closing Process: The total of the searches have done, 97% of the vacancies have been filled with success.
b)Warranty: Of all the required searches, we had only 2% of the guarantees exercised.
c)Satisfaction Survey: Overall Customer Satisfaction regarding the experience of working with
SommerGroup: 97.2%.
d)Tracking Survey: Customer rating regarding the suitability of the candidate job profile and organizational culture: 100%.
e)Onboarding Satisfaction Survey:
Onboarding processes satisfaction: 100%.
100 %
97 %
100 %
100 %
Satisfaction
Survey
Tracking
Survey
Onboarding
Satisfaction
60 %
40 %
More than planning to be a successful business, Dasein Executive Search has always focused on being
an organization that can add value to people. As
we analyze Dasein’s timeline, it is clear that the
construction of this solid firm did not happen by
accident, but rather through many steps and decisions taken by the founder Adriana Prates.
Throughout the last 20 years, together with her
team, Adriana anticipated trends and offered solutions to the market by considering the following
Dasein is committed to client’s success and excellence. The commitment of Dasein is to find and
present the right people to client companies, contributing directly to reach results and improve the
technical and behavioral pattern of their team.
Our challenge has always been to meet the needs
of our clients. Finding the key talent that fits the
organizations culture and needs became a matter
of life or death for many companies.
For Dasein, the right person in the right place is a
concept that no longer matches the expectations of
such a competitive market. Instead we believe in
the right moment in a person’s life matched with
the right moment in the life of the company. It is in
this aspect that Dasein understands people in their
exact dimension of potentialities and possibilities,
seeing both the present moment and the future
aligned with the expectations of the company and
the executive.
All this would not have been possible without our
excellent teamwork, partners and loyal customers.
Thank you for being a fundamental part of our
history: past, present and future. ■
Celebrating 20 years in business is for us an act of
gratitude to all those who work with us, support us,
and believe in our endless transformational capacity to face challenges, uncertainty and new rules
that appear every day with the ability to perceive
that the complexity of new times brings a new
world full of opportunities! ■
If you need any more information please see the contact on
our website or write to:
If you need any more information please see the contact on
our website or write to:
Rodolfo Sommer | Executive Director
Adriana Prates | President
2 %
Closing
Process
Exercised
Warranties
Sommer Group
Hernando de Aguirre 268, of. 601
Providencia - Santiago de Chile
Chile
6
Dr. Heimeier & Partner and Dasein have therefore
had a chance to start co-operating and we at
Dasein are grateful with the outlook to improve our
participation on helping German companies in filling executive positions at their Brazilian subsidiaries.
factors: people, technology and respect for the
uniqueness of the client. This was only made possible through Dasein’s core values which translate
everything into a way of being and acting with:
responsibility, loyalty, discipline and perseverance.
Efficiency, empathy and a results-oriented approach
determine the success of finding executives who
will make a difference in an organization. This is
what generates trust, credibility, leadership and
productive capacity. Thus choosing an Executive
Search consulting firm is one of the most important
steps to take in order to compose a team that is
balanced, aligned and with the highest performance.
20 %
0 %
Each of our valued customers is very important to
us. With them we have experienced changes: in
their industries and their internal structures, and
ourseleves in our constant quest to adapt and
anticipate the dynamics of the market and the
Executive Search industry. We continuously care
97,2 %
80 %
Dasein is a German word which means “being
there” or “presence”. In German, Dasein is the
vernacular term for “existence”. At Dasein Exe­
cutive Search we work to understand people and
companies and their power as agents of change.
Since 2014 Dasein has been a member of IMD
International Search Group. The partnership with
IMD in addition to bringing excellent perspectives
for new business reinforces once again that we
have taken the right path by having our work in
line with the best executive search practices in the
world over time. Currently besides being IMD
partners and AESC members, we also participate
in the AESC new associations committee representing Americas, an honor which has been granted to
only two companies in Brazil.
Tel. +56 2 2899 3900
[email protected]
www.sommergroup.com
Dasein
Av. Raja Gabáglia, 3117
116 São Bento, Belo Horizonte
MG Brazil.
Tel. +5531 3291-5100
[email protected]
www.dasein.com.br
7
Executive search in the global market
Interview with Dr. Matthias Mohr,
President, IMD International Search Group
Interview by Adriana Prates,
President, Dasein, Belo Horizonte, Brazil.
“What really matters is: Are you the number one for your client?
To become the number one for your client you have to excell
in relationship management, long-term commitment, passion,
professionalism, judgement and deep insight in the respective
industrial markets. Most of all, you have to have the ability to
listen, to ask the right questions and to understand what makes
people successful.” Dr. Matthias Mohr
ADRIANA PRATES: What is your assessment of
the global market for executive search given the
fact that the Internet has been taking an increas­
ingly stronger leading role in the recruitment
process?
DR. MATTHIAS MOHR: I strongly believe that
the Executive Search market will continue to be
robust and successful. Notwithstanding the countless technical advances throughout the last years,
e.g. Internet Platforms and all kinds of social media,
which make a lot of things easier in our daily
routine, I am convinced that personal face-to-face
interviews will remain to be the essence of the
selection process our clients pay us for. How else
and better can one evaluate and judge as to whether
both sides fit together? Selecting the right Executive who is able to do the right job at the right time
cannot be done via Social Media and other platforms, since business is always about people and
how they turn their competences, leadership skills
and personal strength into action.
AP: Which qualities/features made you stand out
and contribute to your being elected president of
IMD in 2015?
MM: I would not say that I am the epitome of a
“typical” German, since I have spent many years
abroad, having lived, studied and worked in New
Zealand, South Africa and the UK. However, I believe that I am still very German when it comes to
diligence, straight forwardness, reliability and the
ability to simplify complexity. Those personal traits
combined with cultural awarness, humor, modesty,
open-mindedness and a successful track record as
an Executive Search consultant of international
scope, may have ultimately given the impetus for
my election.
AP: What is your main goal as a president of
IMD?
MM: I would like IMD to be the business partner
of choice for our clients around the globe. So, I do
not really care about the official rankings of Executive Search firms, where the biggest players are listed.
To me this is a mere numeral account of size, i.e.
numbers of offices, consultants and turnover. What
really matters is: Are you the number one for your
client? To become the number one for your client
you have to excell in relationship management,
long-term commitment, passion, professionalism,
judgement and deep insight in the respective
industrial markets. Most of all, you have to have
the ability to listen, to ask the right questions and to
understand what makes people successful. Then
you are in a position to act as partner, mentor and
enabler for both clients and candidates alike. I
intend to enthuse all my fellow members to follow
that train of thought (apart from following our
official rules of conduct, of course).
AP: How can Brazil more specifically benefit
from having Dasein as an exclusive representative
of IMD in Brazil?
MM: Brazil will certainly continue to prosper and
to grow, and will become an even bigger economic
power to reckon with in the future. I am sure that,
despite the occasional economic down-swings and
political challenges on a domestic level, your country
Belo Horizonte, Brazil
8
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has all it takes to become one of the main players
in the global economy. The saturation and increasing lack of competitiveness in other markets is
Brazil´s chance to make the difference, with all the
talents and the zest for economic prosperity your
country has got. This is why we not only rely but
also depend on Dasein as an exclusive Partner who
will find and select the right talents and Executives
for IMD clients from around the world in the
Brazilian market. Dasein thus mirrors the energy
and innovation level of a country that harbours
millions of business opportunities. Exactly what we
want and expect.
AP: The IMD conference in the second semester
of 2016 will be held in Brazil. What are your
expectations for this event? Which countries can
we expect to be represented by IMD members?
MM: First of all, the conference is a great chance
and a more than valuable platform for Dasein to
introduce itself on its home-turf and to thus convey
the message to all the other IMD members that
there is a trustworthy and professional partner in
Brazil. Secondly, as in all the other meetings, I
would want the individual partners to not only
elaborate on possible business opportunities but to
also strengthen their personal relationship. There is
no better sales argument but to tell your client that
you know your IMD in person! Thirdly, I want the
meeting to be a place of learning. We are all from
different markets and cultures, we operate with the
same vision, however, partly with different instruments. A best practise you can learn from Brazil or
Chile may just make the cut in your own market.
Ultimately, I want all the members to have a good
time, enjoy their stay and have a lifetime experience they can bring home to their organisations.
Since Brazil is such a wonderful country with lots
of other things to do but business, I expect a solid
attendance rate from members around the world.
AP: How do you see the possibilities of strength­
ening trade relations between Brazil and Ger­
many?
Daubenspeck & Associates
[email protected]
www.daubenspeck.com
MM: Dasein has already done an excellent job for
one of my Partners and her client from Germany.
Brazil is a focal point of German Industrial Investments, all our global players are there, even our
politicians meet on a regular basis (just recently our
chancellor was visiting Brazil). So I trust that our
partnership with Dasein will have a prosperous and
rewarding future. We certainly count on it.
AP: Based on your experience, what is the profile
of the executive who can overcome cultural
barriers and become a sought-after employee in
important companies from around the world?
Alder Koten
[email protected]
www.alderkoten.com
MM: Unfortunately, there are not too many Executives whom I have met who are able to do just that,
because they are sometimes caught in their own
little microcosmos. The main thing is to accept that
other people are different. You should be in a position
to embrace the cultural difference in your mind and
in your heart. This will give you an openess for
understanding – the ultimate key. Also, an Executive
should not take him- or herself too serious. Acting
bossy and aloof has never helped. Today´s real
leaders are able to inspire and motivate others by
example. They are enablers who have the gift to
empower people around them and to tell a talent
when they see one. Apart from their technical skills
and relevant experience, it is their personality that
counts. A personality that represents empathy,
cultural awareness, wit , mental substance and
intellect. To run a successful business a true leader
should always be prepared to gather people who
challenge him and who are always inquisitive. This
keeps the Executive going and helps to delve into the
depth of a foreign culture. And, very simply, if somebody likes what he does, others will follow suit. ■
SommerGroup
[email protected]
www.sommergroup.com
Dasein
[email protected]
www.dasein.com.br
“The main thing is to accept that other people are different.
You should be in a position to embrace the cultural difference
in your mind and in your heart. This will give you an openess
for understanding - the ultimate key.” Dr. Matthias Mohr
10
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DR.HEIMEIER
PARTNER
DR. HEIMEIER & PARTNER
Management- und Personalberatung GmbH
Member of IMD
Stuttgart I Frankfurt I Düsseldorf
www.heimeier.de
Die Richtigen für Ihren Erfolg
Mit jeweiligem Hauptsitz in
Amsterdam
Auckland
Bogotá
Boston
Chicago
Helsinki
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Madrid
Mailand
Malmö
Melbourne
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Santiago de Chile
Stuttgart
Warschau
Zürich
DR. HEIMEIER & PARTNER
Management- und Personalberatung GmbH, Member of IMD
Albstadtweg 4, 70567 Stuttgart, Telefon +49 (0) 711 780 76-0, Telefax +49 (0) 711 780 76-78
Feldbergstraße 21, 60323 Frankfurt am Main, Telefon +49 (0) 69 97 20 88-0, Telefax +49 (0) 69 97 20 88-70
Mörsenbroicher Weg 200, 40470 Düsseldorf, Telefon +49 (0) 211 559 22-0, Telefax +49 (0) 211 559 22-55
E-Mail [email protected]