When PowerPoints Fail: The Power of Authentic Connection in Executive Search
- Marion Heil
- 27. Juni
- 2 Min. Lesezeit
Aktualisiert: 12. Sept.
I had to laugh at myself in a pitch meeting recently. There I was, halfway through my polished presentation, when I realized - I was boring even myself! I heard myself ramble on about competency matrices, organizational alignment, and technical references – and suddenly I thought: „Will this really make the difference?". Executive Search 101 reminder: technical expertise only matters when it resonates!
Executive Search 101 reminder: technical expertise only matters when it resonates.
Finding Common Ground
So I pivoted - set aside my carefully crafted slides and asked about the client's and my shared passion for horseback riding. Suddenly, we were both animated, sharing trail riding experiences and laughing about the culinary adventures from riding trips to Ireland and France. And then we discussed what really mattered and where the client wanted the company to go over the next few years.
The True Cost of Misalignment
It reminded me of another experience where a client chose a lower-priced competitor - only to call us six months later when that search stalled, as he trusted us to get the process back on track. What I've learned is that while we can articulate our technical excellence and track record, the real connection happens when we truly understand what success looks like for them personally, and when the personal fit is right. The true cost of a failed search isn't measured in fee percentages but in opportunity cost and organizational momentum.
The real connection happens when we truly understand what success looks like for you personally, and when the personal fit is right.
Choosing the Right Partner
My deepfelt counsel to clients considering executive search partners: look beyond fee percentages, technical excellence and track record – yes, they matter to a certain extent – but above all, trust your gut in deciding who you'd most enjoy working with, whom you naturally connect with, and who you feel will best represent your company's values and culture to the candidate market. The right partner makes all the difference.
Look beyond fee percentages, technical excellence and track record – trust your gut in deciding who you'd most enjoy working with and who you feel will best represent your company to the market.
The Spark That Matters
Sometimes my clients think I'm a bit obsessed with this "gut-feeling thing." But I've seen technically perfect matches with all the right references fail because the heart wasn't in it. Remember that spark in someone's eyes when they talk about the role? Worth ten perfect résumés. And that same spark needs to exist between client and advisor too - then you have the perfect basis for success.
ABOUT THE AUTHOR
Marion Heil is the founder and managing director of Board+CEO Advisors. She is based in Vienna.
