Hiring Search firms based on most recent experience

The most common question I seem to get when talking to a potential business partner about an executive search they need to conduct is, "What have you done recently in this space?". In other words, if they are contemplating a Chief Marketing Officer search for an internet company, they want to know that I have recently completed several similar searches. It's a logical conclusion, but quite honestly, it doesn't matter.

My advice to companies looking for the right executive search partner is to hire the firm based on their ability to passionately represent your company in the marketplace. Hire firms with the right process and service model that makes sure that you are getting the maximum amount of attention. Hire firms that are smart and knowledgeable about your industry and, most importantly, have integrity and good business sense.

Some of the most successful executive searches I have completed were searches where we hadn't recently done any kind of similar search. We drove a disciplined process, broke down the markets and key executives, sourced the best executives in the industry. I think sometimes if a company hires a firm on their recent experience, that firm gets lazy. They go back to the same executives they talked to in the last 3 to 18 months. They don't do the work. They don't do this because they become complacent and, quite frankly, are probably just not that good.

In short, hire the firm that will be the best extension of your business in the marketplace, and that you trust their judgment the most. It's very logical to ask about recent similar work they have done, but if they are really good at what they do, it just won't matter.