Peter DAutry

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What do you do ?

Peter DAutry posted an article on - Oct 20, 2009, 12:51 pm
The wrong answer for service professionals is your professional category, in my case "headhunter". It is the wrong answer because people have preconceived notions about headhunters and what they do, ...
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Talent is attracted, not recruited

Peter DAutry posted an article on - Oct 17, 2009, 6:33 am
In "The Talent Advantage", Alan Weiss and Nancy MacKay explore some of the myths of Corporate Recruiting. They offer the key insight that competing with pay and benefits is silly and expensive. It is...
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Selling Executive Search: about benefits versus solving problems

Peter DAutry posted an article on - Oct 2, 2009, 8:33 am
Search consultants trying to win search mandates by selling "benefits" are unlikely to gain much business. Two fundamental human motivations are pain, avoiding loss and pleasure, seeking reward. The ...
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KFY results, Q1 2010 Fiscal Year

Peter DAutry posted an article on - Sep 16, 2009, 8:03 am
Korn Flakes Q1 ended on 31 July. The facts: - Year to year revenue dropped 39%, to 123.3 Mio USD from 217.5 Mio USD, compared to Q4 FY2009 revenue grew net 4% (excluding results from an acquisition e...
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Economic confidence on the rise

Peter DAutry posted an article on - Sep 1, 2009, 3:38 am
Several economic key indicators point to an economic turnaround. The conference board in the US reported that consumer confidence jumped 14 percent between July and August. The Index has more than dou...
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HR and the meat market

Peter DAutry posted an article on - Aug 13, 2009, 7:29 am
Last week, few minutes into a presentation to a prospect, I was asked by the HR of a GSM operator if we could send them some of the more "interesting CV's" we have in our database. They would then...
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The Pitch. What's your point ?

Peter DAutry posted an article on - Aug 13, 2009, 6:57 am
Like with accounting and law firms, some Executive Search firms present their service in a monotone, vague and generic communication. No proof, no evidence, lot's of adjectives. "Professional", "C...
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Executive Search and the meat market

Peter DAutry posted an article on - Aug 11, 2009, 9:18 am
Some buyers create an image of Search Consultants in a single dimension, effectively turning them into a commodity. They can then proceed to buy executive search on price (as search consultants all se...
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An apple a day keeps the doctor away.

Peter DAutry posted an article on - Aug 10, 2009, 2:40 pm
3 one thirds In an ideal world, spend 1/3 of your time to marketing, 1/3 to sales and 1/3 to execution to avoid an imbalance in too much or too few business (though my boss would take the notion of t...
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About pricing

Peter DAutry posted an article on - Aug 10, 2009, 9:45 am
A carpenter could explain his bill as follows: 10 USD for hammering 90 USD for knowing where to hammer The same ratio applies to the executive search consultant. The 90% of the bill will be situate...
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Heidrick & Struggles reports its second quarter results

Peter DAutry posted an article on - Jul 28, 2009, 6:21 am
28 July, HSII announced its Q2 results . The world's premier executive search and leadership consulting firm does honor its name: they are struggling. A loss ? Is the pope a virgin ? The company ...
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Perception is reality

Peter DAutry posted an article on - Jul 28, 2009, 4:09 am
Search consultants and buyers of search services have one major thing in common: the former offers something invisible that the latter wants to buy. This something is called a service. It is invisibl...
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Buy and deliver the consequence, not the service

Peter DAutry posted an article on - Jul 27, 2009, 7:06 am
A plumber offering to replace tubes and pipes, a lawyer proposing to write contracts or a doctor claiming present a diagnosis will loose out quickly to plumbers proposing to plug your leaks quickly, e...
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Be a Picasso

Peter DAutry posted an article on - Jul 13, 2009, 12:14 pm
The famous painter Picasso, so the story goes, was dining at a fancy restaurant in New York. A fan feeling prominent enough to introduce herself to Picasso did exactly that. Blah blah blah blah blah, ...
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Korn Ferry 2009 Fiscal Year close

Peter DAutry posted an article on - Jun 30, 2009, 4:20 am
The company announced its Q4 results and they are worse than analyst expectations, as I predicted earlier. A recent restatement made the loss a tad easier to bear, but still, it's not well at the ...
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