1. OUR HUNTING
INSTINCT IS TRULY
SECOND NATURE
330 HIGHLY QUALIFIED Glasford International is one of the fastest growing and most
successful executive search organisations, and our success is a
CONSULTANTS AND reflection of our distinctive personal style. Our extensive network
reaches talent in all corners of the world. Our people share the
RESEARCHERS IN same values and visions, and we adhere to the same rigorous
OVER 50 OFFICES methodologies. This places us in a position to perform highly
effective cross-border and local searches, but most importantly,
IN 35 COUNTRIES. to deliver superior results to our clients time after time.
Visit us @ www.glasford.com
Austria, Belgium, Brazil, Chile, China, Czech Republic, Denmark, Estonia, Finland, France, Germany, Greece, India, Ireland, Italy, Japan, Latvia, Malaysia,
Netherlands, Norway, Poland, Qatar, Russia, Singapore, Slovakia, Spain, South Africa, South Korea, Sweden, Switzerland, U.A.E., UK, Ukraine, USA and Vietnam
22 The Grapevine | March 2009

2. NETWORK PROFILE GLASFORD
International search profile
Glasford International
How do you encourage the
about different cultures - and doing the Glasford International name and it is
sharing of assignments across business together! the Board’s clear intention to encourage
partner businesses? more Partners to make this transition.
All Glasford International Partners operate How are partner businesses However, Partners who do currently use
independently in their geographical branded - are they allowed to their local brand name also feature the
regions, so this provides us with strong retain their identities or are they Glasford International identity in their
local expertise in each country. To satisfy marketed under a single brand? various marketing material and follow
our clients’ global hiring needs, it is critical Some time ago we considered the issues our corporate style guides for conformity
that partners share international assign- of single and dual branding and created purposes. Irrespective of which branding
ments. Being able to support our clients a model that maximised the benefit of model they adopt, our Partners are proud
with strong local expertise whilst offering the global Glasford International brand to be part of Glasford International and the
a much wider reach also makes us think whilst allowing partners to retain their association definitely makes them stronger
and act globally. Additionally, Partners strong local trading names. Members in their local markets.
benefit from sharing assignments through of Glasford International are under no
a fair fee sharing model. The idea of obligation to change their business How is the network structured?
supporting and helping all parties involved trading name and many retain their local Glasford International Holdings BV is
is one of the founding principles of our trading names. However, they can elect the holdings company which has a full
organisation. Glasford International is to use the Glasford International brand financial reporting structure. Member
much more than a global business as their domestic trading name should companies pay an annual membership fee
network; it’s a network of friends sharing they prefer to do so. Today, about one and the company has a structure that is
knowledge, thoughts and ideas - learning in four Partners have decided to adopt comprised of Board Directors, Shareholders
March 2009 | The Grapevine 23

3. NETWORK PROFILE GLASFORD
and new Partners. Directors lead functional of independently owned companies.
committees that are made up of members, The networks have been established to
all of whom focus on developing the primarily drive, support and benefit each
group’s business performance, which other. Thus, I feel that there is a greater
ultimately benefits all members. The supportiveness in networks than the
accountability for searches depends on corporate rivalry prevailing in single firms.
which country leads a project and acts as There is also a far greater willingness to
the contact person for the client. There learn from each other in the networks. I
is an agreed fee split for cross-border believe networks are more flexible and
assignments. A small percentage of the can react faster to changes in customer
fee is payable to Glasford International requirements and regional or cultural
Holdings BV and the balance is split challenges.
between the involved countries by using
recommended guidelines that have been Where have your biggest areas
designed to reward all parties fairly for the of growth been, both in terms of
workload involved. geography and sector?
Ten years ago Glasford International
What is the greatest challenge you was a European search organisation
face in managing an international represented in five countries. Today we are
network of firms? one of the fastest growing organisations
Managing an international network of in the world, with representation in thirty-
independent firms means managing five countries. Being represented in most
different people, different cultures and European countries, we have experienced
different expectations. That’s what our biggest growth in Asia-Pacific and
makes this task so exciting. To have the the Americas. There will be even stronger
opportunity to involve people from all representation in the Americas, Australia
over the world and get them to work and Africa in the near future. We are
together on global business development specialised across multiple business
activities, marketing tools or how to sectors. Globally most of our clients’ core
establish a knowledge management business is in Manufacturing and Process
system is one of the most fascinating Industry, ITC and Electronics, Finance and
responsibilities I have ever experienced. FMCG. In some regions we are also strong
Two very important factors for success in Healthcare/Pharmaceutical, Automotive
are, firstly how to involve people and and Transport sectors
secure their commitment and, secondly,
how to get everyone thinking globally
and believing in opportunities, not in What do you look for in a
risks. For me, this makes the whole thing potential partner business?
really enjoyable. We seek Partners that are committed to
our common values, methodologies, ethics
What are the benefits of search and to providing the highest standards of
networks over single firms with David Buchberger
professionalism. Our partnership is based
multiple offices? Chairman
on trust and respect for each other, as
Glasford International
There are several benefits with networks. professional executive search consultants
Having worked in single firms operating and also as individuals. Every partner takes
globally, I realise that the level of responsibility for each other and helps
motivation and support for each other Glasford International grow, not only as a
in different parts of the world is much global executive search network, but also
lower in single firms than in networks as network of friends.
24 The Grapevine | March 2009