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Case Studies
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Information Builders
Kirti Lad, principal consultant in Harvey Nash’s London office, co-ordinated the pan- European search. The assignment began with a sales recruitment exercise in the UK before extending to cover very senior roles across Europe and Asia-Pacific, including regional sales directors, professional service directors, alliances directors, and culminating in the appointment of the new VP EMEA. Kirti used Harvey Nash’s global network to execute on a local basis, working with Information Builders’ local managers in different countries. As well as providing knowledge about how the European marketplace works, how the competition is structured and the nuances of doing business in different European countries, Harvey Nash helped raise Information Builders’ European brand presence by association. Over the past two and a half years Harvey Nash has recruited around 20 people for Information Builders, and the key challenge, which has been consistent, says Anat, has been to find “‘A-class’ players who would fit into our entrepreneurial culture.” However, as the business has built critical mass in Europe hiring has grown easier: Information Builders’ profile is higher and the new management structure makes its growth potential more obvious. “All the hard work by Kirti and her team has taken us to the next level,” concludes Anat.
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Information Builders is a US firm that provides enterprise software for large businesses. Three years ago it sought help from Harvey Nash to recruit a number of senior executives and sales people in order to boost its presence in Europe. “We needed a recruitment consultancy on board who had thorough knowledge of the European market and who could do a thorough professional search in order to target the right people,” says Anat Yaron, director of Human Capital Management.