The Search Experience

Kilpatrick International Executive Search Newsletter June 2012

Contents: FMCG Business Intelligence ProjectCase Study SAP Basis Specialist Case Study HR Manager of the month Social Brand Intelligence Candidate of the month Useful Information Press Review

FMCG Business Intelligence Project

This spring we had the opportunity of We enjoyed delivering the project as we had to complete the puzzle with the information obtained from all the candidates we met. The process was difficult because of the short timeframe imposed by our client. We delivered the project in 12 working days, even though this implied a deep effort of the After a brief with the HR Manager, where he explained us the goals of this project and the expected results, we agreed to deliver a business intelligence project and offer them the information needed from the FMCG industry, where they activate. The objective was that of obtaining a better overview on their business and on the best practices from other similar companies. The issue in their organization was that they were near of losing the leader position to second place in the market, so they wanted to prevent that and increase the company efficiency and turnover. The business intelligence project implied mapping of two major companies as follows: A global overview on the companies, departments practices; In depth overview an d and on best the sales, c h ai n practices Miruna Nedelcu Talent Acquisition Specialist Compensation & Talent Works International Bucharest marketing departments su p pl y structure and best We enjoyed delivering this project and see that the information transmitted by Talent Works International will improve our clients performance and helped him consolidate its position as a leader in the FMCG market. As our client found the results of our business intelligence project critical for their business, the company will adopt several measures after the better understanding of the competitors organization and best practices. Not only will an organizational redesign happen, but also a change of the sales and logistics strategy. Talent Works International consultants. After meeting many candidates from the target companies, we put together all the information needed by our client, so the board members could have an in-depth overview on how the competition is organized and is approaching the market.

meeting a significant client from the FMCG industry in need of a strategic change. As we presented them services projects our Talent the the Works business most International intelligence interesting.

sounded

adopted by the competitors in this strategic structures; HR policies and Benefits practices; The competitors employees perception on our client;

SAP Basis Specialist Case Study

In November 2011 we were engaged by an IT company to Source 3 SAP Basis Specialist positions. Because the company was The candidate selection was made by expanding its branches and needed to hire more candidates with similar profiles, the project was a Resourcing through Talent Works International. This type of project involves mapping and approaching all the candidates suitable for the job in the By the end of the project we received 30 resumes and 3 people were hired. Also, our client now has a candidate data-base available for him if he decides to further The project was managed by two Talent Acquisition International The project Specialists and the of Talent Works were candidates the and develop its business. Thus, through this Resourcing experience project, level of our client received extremely useful information regarding the the professionals occupying the same function in different companies and a salary benchmark for this position. The project was successfully delivered and the client was happy with the Resourcing service provided by Talent Works International. companies chosen together with the client but also in other companies which have this profile in their organization. telephone interviews and the pre-screening included the verification of technical abilities and similar professional experience but also the motivation to make a career change together with their salary expectations. and 120 potential candidates.

sourced exclusively through direct search. included attraction identification, selection of approaching,

suitable candidates by telephone discussions. Direct interviews, negotiation and hiring of the candidates were exclusively the clients attributes. Through the brief with the client companys representatives, we established the candidate profile, both from a technical point of view and the motivation of the candidates to join this company. The technical requirements and budget for the position were very strict an d set thi s con sti tu ted f ro m th e challenge for the project as they l i mi t ati on s the beginning. Through process the we direct search 51

Florentina Barbulescu Talent Acquisition Specialist Talent Works International Timisoara

The Project in Numbers: Length: 15 days 51 Targeted Companies 120 identified candidates 30 Resumes Received

identified

companies, in various locations 3

Ana Maria Sperneac HR Manager of the month

Once youve met Ana, you will for sure recognize a natural ability to communicate with people and acknowledge her social intelligence. She has a very interesting professional summary for a 29 years old HR professional: shes been part of the academic world, which helped her cultivate her curiosity for human behavior and organizational psychology, she has worked in recruitment consultancy and she has consolidated her HR business partner and management experience in two well known multinational IT companies: Siemens IT Solutions and Services and OCE Software. company policy but also with the full respect to the candidates seniority, helped us meet the hiring objectives in time. In her role, she is very positive and decisively contributing to a very good working climate in the company. (Adrian Ivan, department manager). Ana possesses excellent communication skills and she uses them in order to create a positive but focused on goals work environment. The psychology background, personal expertise and human inter-relation skills make her a very good coach, creating the premises for employees development. Ana has a very good understanding of the business needs and is committed to being a HR Business Partner. (Liviu Enciu, department manager).

She can definitely play the role of the strategic HR partner, with a great overview on the IT business and the needs of the IT services business in relation to the HR department. She is mainly focused on finding HR solutions to support the growing of the companies she worked for and she is focused on teaching organizations how to build healthy environments for their peoples development. Ana believes that successful Ana is the perfect illustrator of a strong companies are the result of leading role essence kept in a small bottle. She is a true models and of the unconditioned belief in HR professional, especially oriented on the peoples potential and their human relational part of the Business Experience: ability to create added value field. She has a surprising through hard work and energy and remarkable 6 years experience in HR creativity. adaptability that she uses in her (expertise in IT) daily work . 4 years experience as HR In her current job she is mainly (Alina Gafu, Training BP in multinational involved in supporting the Coordinator; Marketing and companys management team Communication Manager). companies and in acting as an HR Management organizational coach and partner Kilpatrick is for sure the Certified trainer for leaders. consultancy partner that I have chosen for all the very Field of Expertise: We thought that its best to challenging job openings. I am leave the appreciation on Anas especially happy with their Recruitment & Selection work with the colleagues she deliverables in terms of Performance Management works alongside: candidates quality and in terms HR processes design & set of response time. Working with up (HR processes in Her internal customers and Kilpatrick is also a pleasure from mergers) colleagues: the human interaction point of Training design & delivery view and the concept of taking Very good negotiations skills People and Organizational care of your customer is fully and impressive ideas regarding illustrated by them. Development the package proposal for the (Ana Maria Sperneac HR HR strategy candidates, in line with the Manager) 4

Social Brand Intelligence

Digital technologies are tactical facilitators and enabling practices which have evolved significantly in the last years, becoming one of the major challenges faced by businesses. The social networking and goes through an groups and communities and this will

increase the spread in the market area of the brand. There will be a strong, positive, authentic and trustworthy influence, which will catch the attention of the searchers. Excitement is contagious. If people in the audience sense you liked something, they are more likely to like it too. The social media thus created will stimulate peoples thinking, the social knowledge and will conduct to debates and healthy discussions for Digital Era realities. According to careers expert, Joshua

evolution

influences

people,

even

though they may not know how to, or may not choose to, search for information there. Conversations about brands, products and services are increasingly woven into the interactions of social networks as a mean to connect though with people others, arent and these asking conversations have great influence even consciously about brand opinions. The Social thing offers individuals and organizations opportunities and challenges that they need and must respond effectively. In that way, all network areas across all sectors will have an impact on the market. Lets dig deeper. Social media definitely influenced heavily consumers in making decisions. And consumers influenced each other fare more directly and dramatically. They will believe more in the advice given by other

Waldman, social media can be seen as a very useful and complex tool: There is information about a person available online to anyone who works hard enough to find it. Its better to tame the lion, by feeding it, he says. Translating this statement into the market area, we are convinced that there will always be searching lions to be lured. This means that consumers will identify through all digital means available, advantages and disadvantages that they need to know in order to gain a reaction about a product. Becoming your own consumer can increase the influence to social market deep into the actual better. needs, emphasizing your the benefits and Informing consumers

consumers because they are sharing the same searching experience and they follow a purpose. In that way, consumers who express themselves broadly are having a stronger impact on the market. If the consumers will share their experience, the easier will the interaction be between

presenting them a product by articulating its benefits will soon create a gate to other happy consumers who, later, will do the market job for you. Continued on the next page >>> 5

And, how is that possible? Well, because all the consumers searching for the same as your happy consumer did, will want to identify with a similar purchasing behavior. And so, the decision will be hardly influenced by the related experience. On the other hand, it is well known and tested that a bad experience shared on the social networking has much more impact and remains longer on the market than a good experience. The rise of social network has allowed consumers to stay more connected to each other and closer to the market, sharing a brand or information about a product as part of their everyday social lives.

In this context, Social Media must be used to understand brand sentiment, listen to customer needs, and co-produce products. Social media is often focused on what brands can do on the different social media platforms and how they can develop online communities. Thats important, as thats where most of the brands customers are spending a lot of their time. Knowing how to reach those customers and knowing how to allow for positive influence to take place matters.

Mihaela Lupu Researcher Kilpatrick International Executive Search Timisoara

Candidate profile of the month

Personal data: Name: D.S. Address: Bucharest, Romania Motivation: D. is very motivated by joining a multinational company with strong values. She is actively looking for a new challenge due to the fact that her current employer is in the military industry and considers the corporate environment as sharing her values and work style. Short summary of actual experience: D. is a smart and very dynamic individual. She is a strong and highly adaptable person. The company she works for is a male dominated company, with a strong military environment, D. being the only woman employed there. If at first, within Interactive she only had to do manual testing for army software for NATO, due to her technical abilities and her desire of being as involved as possible, she soon started to create the test cases, scenarios and design for software. For her superior communication skills, her desire for constant improvement and previous professional experience we highly recommend D for an IT Consultant position. Computer skills: Testing; Microsoft SQL Server; DB2; Information Architecture; COBOL; C++; C#; Eclipse; ADO.NET; PL/SQL; Business Intelligence; Customer Engagement; Microsoft Office suite; Windows server; Windows

*If you would be interested in meeting our candidate please feel free to contact us to set a meeting. 7

Useful Information
Threshold for VAT exemptions in Romania Council Decision authorizing Romania to increase the threshold for the special VAT exemption regime for small enterprises to EUR 65,000. More details here. Angajatorii sunt obligati sa asigure conditii Concediu medical in timpul concediului de odihna. Un salariat a carui incapacitate de munca a survenit in timpul concediului sau anual platit are dreptul de a recupera ulterior perioada de concediu cu o durata echivalenta aceleia a concediului sau medical, considera Curtea Europeana de Justitie intr-o hotarare emisa minime pentru mentinerea starii de sanatate a salariatilor in perioada de canicula, precum alternarea perioadelor de lucru cu perioadele de repaus in locuri umbrite sau asigurarea a cate 2-4 litri de apa de persoana, informeaza Inspectia Muncii intr-un comunicat publicat marti. In caz contrar, angajatorii risca amenzi de pana la 2.500 de lei. mai multe detalii aici. pe 21 iunie cu privire la un litigiu de munca din Spania. Mai multe detalii aici. Amenzi de pana la 2.500 de lei pentru angajatorii care nu iau masuri de protectie a salariatilor pe timp de canicula

Press Review
Ursus Breweries targets 35% increase on flavored beer segment with launch of Redds Cranberry in Romania Local brewery Ursus Breweries, owned by SabMiller, hopes to see its Redds sales volume up by 35 percent this year, with the recently launched flavor beer Redds Cranberry contributing to the increase, Gabriela Cretu, Global Brands Director SabMiller. More details here. Romanias largest energy company Hidroelectrica to keep number of employees, assets during reorganization The reorganization of state-owned energy company Hidroelectrica, which recently became insolvent, will ensure the same number of employees and the same volume of assets, according to the recent agreement between the Economy Ministry the main shareholder in the company and the judiciary administrator. More details here. French retailer Kiabi wants to sell all its stores in Romania French clothing retailer Kiabi has eyed a market exit from Romania, where it has been active for the last three years. The retailer is looking to sell its existing six stores in the country, according to Yann Le Blay, company director quoted by Mediafax. The drop in the 2011 turnover is the main reason behind the planned pullout. More details here. Carestream Health enters Romanian market with office in West Gate Health solutions provider Carestream Health has entered the Romanian market with a new local office in Bucharest, at the West Gate Business Park, Jones Lang LaSalle announced. Canadian company Carestream Health has operations around the world in medical imaging equipment and other healthcare solutions. More details here.

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