Performance management process for Executive search firms: search quality, candidate care and mentoring
Placements are the headline number, but they hide a lot. A review cycle that also reads search quality, candidate care and mentoring shows the real contribution of each person.
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Share your requirementsWhy performance management process matters in executive search firms
Many search firms review consultants on fees placed and little else. A consultant who ran a thorough search that failed through no fault of their own looks the same as one who was idle. Researchers are barely reviewed, and associates wait for a partner to say something kind.
A more useful cycle reads several things. Were long lists complete and honest? Were candidates kept informed? Did the client feel well served? Did the person teach a junior? Each is judged from the search record and short feedback from client and team. The conversation twice a year includes pay, but also the next skill to build and the next search to take.
How to set it up
1. Choose four things to read
For example placements, search quality, candidate care and help given to juniors. Define each in a sentence.
2. Collect evidence during the half year
Use the search records, client feedback after each stage and a short note from the team. Collect as you go, not at the end.
3. Meet each person twice a year
Talk through the evidence, causes of any failed search and the next goals. Keep it to an hour and write down what was agreed.
4. Include researchers and coordinators
Give them the same kind of review with measures that fit their work, such as accuracy of mapping and speed of first calls.
5. Link results to learning and pay
Feed the outcome into learning plans and pay decisions. Your performance management process notes should be short and fair.
Check these first
Before changing anything, find out what is true today. These take an afternoon and use your own records.
- Ask two consultants how they were last reviewed and what was said.
- Check whether any review mentioned candidate care or client feedback.
- See whether researchers were reviewed at all in the last year.
- Look at whether goals set at review were checked at the next one.
GullyHR can do this with you. Read how we approach performance management process in general, or share your requirements and we will tell you where to start.
Questions owners ask
Look at what the person controlled: mapping, candidate quality, communication and advice to the client. A search can fail for reasons outside their hands, and a review should say so.
Yes, briefly, at agreed stages. A two question call after the shortlist and after the close is enough. Use it as one input, not the only judge.
Also at least once a year, by peers and sometimes by senior staff. Partners shape the culture, and leaving them out sends the wrong message.