Clients like to be sure that they will be working with the right executive search consulting firm before they decide to sign the contract and get started. We work hard to provide prospective clients with as much information as we can about the outcomes we achieve, our work flow process and how our current clients feel about working with us.
Yesterday I was speaking with the founder and owner of competing firm. Always a good thing for any professional services provider to do. This firm is doing excellent work and has a following of clients that we aspire to here at KULPER & COMPANY. She said to me. “Keith, we have 97% repeat business from our clients. The unique way in which we work is what makes that possible. We guard our process closely and do not speak about it with other firms”.
I think the magic formula for any successful professional services provider is to know why they are successful and to learn from others, too. Some firms guard their process like the Coke people do their secret formula. Why give it away? Right?
A long time ago, I was in the presence of one of the most successful operators of hospital systems in the New York/New Jersey area. Ron DelMauro was then the CEO of St Barnabus Hospital in West Orange, NJ. We were talking with him and his CFO about their plans for growth. Ron said, ” Keith, if any hospital system calls wanting to know why we are successful at St Barnabus we are happy to share our approach with them ; we are an open book. Our secret is not our process, it is all in the execution.” Over the years, since that initial meeting with Ron, he has gone on to form the St Barnabus Medical System—comprised of many hospitals in the NJ NY region. He continues to be a top operator, highly successful, well-liked and highly respected; he is a big guy who is truly “big”.
I believe that the most successful people in business and life are like Ron—they are open and willing to share their time and wisdom with people who call upon them; they share, teach, help and then share, teach and help some more. My hat is off to Ron. I have told and re-told this story about him many times because it so profoundly influenced my professional approach.
So, if you are interested in knowing how we do what we do here at KULPER & COMPANY….we will be glad to explain it to you; in fact, we are happy to do so. We always learn from others when we share information about our search practice; talking shop and collaborating is interesting, enlightening and fun. Our goal is to be considered by our clients as the best search firm with whom they will ever work–and that translates to 100% repeat business for us. So, if you are a fellow practioner of executive search consulting and are curious about how we do what we do please call me anytime; I will be glad to share our approach with you and perhaps learn something new, too.