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Harding & Co, Sales Training for Executive Search

Sales Training & Coaching for


Executive Search

Individuals who enter the executive search business come from all walks of life and professions. What they have in common is strong motivation, communication skills and an affinity to help others succeed. New recruiters learn from watching others who have been successful but receive limited mentoring because of the high engagement nature of the business and the compensation structure typically drives leaders to focus more outside on clients than inside to train others. To expedite sourcing from associates, global and boutique executive search firms have turned to Harding & Co’s business development programs that combine industry best practices with coaching on market tactics and discipline for success. Associates become motivated to increase their outreach when they see strong receptivity and engagement from their clients. ROI typically occurs within less than one year for executive search firms.

Here’s what happens when Harding & Co helps professionals navigate the BD Maze . . .

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Kyle’s Story…“I hate to pester clients”


Kyle was a Vice President of a boutique executive search firm. He had reached a plateau in his revenue and was not sure how to improve, but recognized that he needed to contribute more to sustain the business over time. Kyle was hesitant to call clients and prospects for non-project related conversations. Having sat on the client-side as a human resource executive, he hated the pestering consultant calls and did not want others to feel the same about him.

Participating in Harding & Co’s six-month program, Kyle learned the business development process for professionals and worked on his skills at cultivating stronger client relationships and disciplined outreach to grow and maintain his network. Understanding the process gave Kyle the confidence to implement greater outreach as illustrated by this email from Kyle to his Harding & Co coach six months after the program ended. 

  • “I did not want to take a trip to Seattle a day after a long weekend to visit a client for whom my project was already completed – but due to your advice/training I did.”

  • “I did not want to extend the trip even longer by adding on three other companies and another city – but due to your advice/training I did.”

  • “I did not want to find the time to follow up every two weeks for a month – but due to your advice/training I did.”

After the first six months of Harding & Co training, Kyle originated three new clients and five new searches. Two years following the training, Kyle was promoted to Senior Vice President and wrote, “. . . I had my best year in total BD work. . . I increased my BD total fees brought in by a huge +61% over last year! And my total fees including non-BD work is up 39%!"

 
 
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