The Search: The Research Process & Candidate Development


Our Process	Why We're Different	Biographies	Examples of Our Work
Publications	Presearch Report	Behind the Scenes	For Candidates

Major Components of a
Private Executive Search:

• Presearch
Management Profile

• Position Definition/Performance Criteria

• The Search - Research
and Candidate Development

• Candidate Presentation
& Interview Comments

• Candidate Reference Comments

• Industry Salary Data

Private Executive Search

A Look Behind the Scenes

The Search
The Research Process & Candidate Development

To develop candidates, in addition to using our file of people known to us from previous assignments and our broad referral network, we extensively research your industry, and contact the best people in it. Working closely with you, we develop a list of 100 or more target companies who would be the most likely employers for the people who would be best qualified for your position. We then identify these people and contact them directly. All these contacts are handled by the principals, rather than research associates.

Research

In this assignment, we researched companies that design and manufacture electronic systems used in military applications. We contacted 238 prospects, prescreened 47 in telephone interviews, and interviewed 11 candidates before presenting five finalists to the client for interviews. Below is a sampling of the research that was developed during this assignment:

Bath Iron Works Joseph Fortin Phone: 207-443-3311 Director of BDG Program 700 Washington Street Bath, ME 04530 7,300 employees; DD-21 Destroyer Program DD651 Arleigh Burke Class Aegis Destroyers; LDD-17 Amphibious Vehicles Notes: "They told me that he is the most senior person on this program."	Litton Applied Technology James Leverton Phone: 408-365-4747 VP Business Development PO Box 7012, 4747-T Hellyer Avenue San Jose CA 95150 Defense Electronic Systems, Radar Warning Systems Notes: Sue Drescher is his assistant. "They said he was the only one in business development."
Boeing Helicopters Frank Lake Phone: 610-591-2864 Director of Business Development PO Box 16858 Philadelphia, PA 19142 Notes: "They said Mondays are the best times to call; reports to the VP/Business Development."	Lockheed Martin Air Traffic Management Roger Boyd Phone: 301-640-2535 Director Program Management 9211 Corporate Boulevard Rockville MD 20850 Notes: "on vacation 7/25 to 8/6."
Compact Amherst Systems Robert Cockrello Phone: 716-631-0610 VP Marketing 30 Wilson Road Buffalo, NY 14221 Signal environment stimulators for testing EW systems Notes: "also oversees program management."	Newport News Shipbuilding & Drydock James Kaltenschnee Phone: 757-380-2000 Business Development Manager 4101 Washington Ave. Newport News VA 23607 18,000 emp Notes: "They said he reports to Division General Manager."
DRS Technologies Inc Christopher Tofallos Phone: 973-898-1500 Director of Business Development 5-T Sylvan Way Parsippany NJ 07054 Over 1000 employees Manufacturer of Defense/Aerospace Electronics Products Notes: "We have 4 div.--each has own Business Development Director."	Raytheon Co./Equipment Division William (Bill) S. Berry Phone: 401-847-8000 Head of Mine Neutralization Systems 1847 West Main Road Portsmouth RI 02671 2,700 emp; $1-billion sales Sonar Equipment, Oceanographic Systems Notes: "Reports to Dan Smith, VP/General Manager."
General Dynamics Armament Systems Russell Klein VP Programs 128 Lakeside Drive Burlington VT 05401 802-657-6000 Manufactures Gatlin Guns 700 employees "frequently in Washington, DC."	Sierra Technologies, Inc Joe Tomasino Phone: 716-631-6200 VP Program Management 485 Cayuga Road Cheektowaga NY 14225 750 employees Electronic Systems for Airborne & Ground Based Applications Notes: "Reports to president - out until July 14."