Business Case Studies

1. Executive Search
Business Case Studies and
Reference List
Orlando Moreno
omoreno@hotmail.com
408.656.2498
omoreno@hotmail.com 408.656.2498 1

2. Contents
 List of reference projects
 Business Case Studies
Generic Project Description
 Executive Vice President, Professional Appliances
The Electrolux Group
 Chief Marketing Officer, Chief Information Officer & Chief Technical Officer
Türk Telekom
 Chief Executive Officer
Swedish Space Corporation
 Chief Executive Officer
SP Technical Research Institute of Sweden
 Marketing Manager
Cervera
 Chief Financial Officer Sweden
Warner Music International
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3. List of reference projects
Astelit LLC - Chief Business Development Officer
Cervera - Chief Marketing Officer (see Business Case Study)
Electrolux - Executive Vice President Professional Appliances (see Business Case Study)
Expekt.com - Chief Financial Officer and Director Human Resources
IKEA System B.V. - Chief Information Officer
Inteltek, Turkey - Chief Technical Officer
Kuusakoski - Chief Executive Officer
Grundfos Sverige - Chief Executive Officer
Netadmin - Chief Executive Officer
PacketFront - Vice President Development
Polytech - Chief Executive Officer
Power Wave - Vice President of Sales
SEKAB - Deputy Chief Executive Officer
SiRF Technology - Chief Executive Officer
SmartTrust - Chief Executive Officer
SP Technical Research Institute of Sweden - Chief Executive Officer (see Business Case Study)
Stille AB - Chief Executive Officer
Sun Microsystem - Director Client Solutions
Swedish Space Corporation - Chief Executive Officer (see Business Case Study) and HR Director
Tarkett - Chief Marketing Officer
Transmode - Chief Executive Officer
Türk Telekom - Chief Marketing Officer, Chief Information Officer, Chief Technical Officer (see Business Case Study)
Vasallen - Chief Executive Officer
Warner Music International - Chief Financial Officer, Sweden (see Business Case Study)
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4. Generic Project Description
Client’s Situation/Challenge
 Company/Business unit in need of considerable change and/or
 Business environment in considerable change and/or
 Management team in need of improved team work and efficiency and/or
 Lack of confidence from key customers and/or
 Weak business orientation and business mind set among management and/or
 Requirements on substantially improved performance
Sight Executive Group's Method
6-12 week client specific process, including all of
 Extensive Company- and Function Analysis including interviews with both internal and external stakeholders
 Detailed Demand Description and Profile
 Detailed and rigorous Executive Search Procedure
 Rigorous in-depth assessment of all short-listed candidates
 Extensive references check (in-depth background check when needed)
Examples of Achievements
 Recognition and understanding of the requirements in a changing business environment
 Improved understanding of specific customer needs and expectations
 Re-engineered strategies and processes based on market requirements and expectations
 Insight among the individuals of their own capacity and driving motives
 Strong management team with self confident team members
 Improved business focus and profitability
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5. Case Study, Global Executive Search
Executive Vice President, Professional Appliances
The Electrolux Group
Turnover for Business Area 25 billion SEK. 25.000 Employees worldwide.
Customer need
Electrolux grown to No 1 Global White Goods Manufacturer, primarily by over 400 acquisitions during 30 years.
No assimilation of company culture or assimilation of manufacturing methods and synergies in the production of components.
Professional Appliances consisting of strong local Brands, company cultures and management teams.
Over 150 small production facilities. Strong need for focus on Electrolux Core Business, Brand and Change Leadership.
Method
In-depth Company- and Function Analysis. Interviews with the stakeholders in the Group Management and the Business Area.
Visits to Key Facilities in the US and Europe. Global Recruitment. 12 week process. 330 CV’s collected.
Preliminary Experience interviews with 25 Candidates in London, Frankfurt, Conegliano and Stockholm.
8 people- long listed. Four Executives short listed. One Executive employed for the challenge and another employed
to lead Electrolux White goods International as Senior Vice President.
Results/Achievements
Powerful leadership to drive Change of attitude and Focus in Business Area. Focus on Core Business to mainly Food Services.
Divestment of Non-Core Operations. Effectiveness of Manufacturing and production of common Components.
References: Michael Treschow, former CEO of Electrolux and chairman of the Board of Ericsson and Unilever.
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6. Case Study, Global Executive Search
Chief Marketing Officer, Chief Information Officer & Chief Technical Officer
Türk Telekom, Istanbul, Turkey
Turnover 5,5 billion USD. 41.000 employees.
Customer need
Türk Telekom (former government owned PTT) with new 55% owner Oger Group is transforming in to a commercial and
international operator, from a national fixed line PTT. Need for an international and assertive top Executive Team.
Method
In-depth Company- and Function Analysis with the Groups Executive Committee. Global Executive Search.
Targeted 87 Turkish ex-pat Telecom professionals in the US and Europe.
Interviews with twelve long listed Executives in Silicon Valley, New York and Istanbul. Extensive in-depth assessments
with seven short-listed candidates. Four Executives recommended.
Results/Achievements
Four well known and truly international Turkish Executives recommended and accepted by Türk Telekom’s Board of Directors.
References: Dr. Paul Doany (Chairman of the Board), Professor Metin Ercan (Member of the Executive Committee)
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7. Case Study, Executive Search
Chief Executive Officer
Swedish Space Corporation
The company is fully owned by The Swedish Government. Turnover 400 million SEK.
Locations in Sweden and Germany. Business within Space Systems and Satellite Operations.
SSC is the leading company in Sweden within Aerospace. It is organized in four divisions that are highly competitive
on the global Aerospace arena. Known for their technical expertise rather than business orientation.
Method
In-depth Company and Function Analysis. Interviews with the Board, the Management Team and the Unions (20
people). 8 week process with a search scoop of 60 people in the Aerospace-, Industry- and Telecommunication
business. Preliminary Experience Interviews with 16 people. Eight Executives long listed. Four final candidates short
listed and presented for the Board. Sight Executive conducted in-depth selection assessments on the final
candidates. One Executive was employed.
Results/Achievements
Implementation of a new business oriented culture which has - in a short time - given the company a much more
stable commercial platform. More focus on new business development by establishment of a new Sales Function for
SSC. The International scoop has broadened to a global scoop. The organization is more focused and motivated than
before and SSC is currently expanding into new countries.
References: Chairman of the Board of SSC, Olof Rydh, former Director General, The Swedish Export Credits
Guarantee Board.
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8. Case Study, Executive Search
Chief Executive Officer
SP Technical Research Institute of Sweden
Turnover 1 billion SEK. 850 employees. Four subsidiaries and 17 locations in Sweden.
The company is fully owned by The Swedish Government with its Headquarters located in the town Boras on the Swedish West
Coast. SP develops and disseminates technology to assist the development and competitiveness of industry.
This is to improve safety of society, to support sustainable development and to help protect the environment.
Method
In-depth Company- and Function Analysis. Interviews with all the Directors of the Board, selected members of the
Management Team, key personnel and representatives of the Unions (18 people).
Visited the Headquarters and some of the other locations. 10 week process with a search scoop within the Academic world and the
Industry. 70 people identified. Interviews with 20 of which 10 were long listed. Four final candidates were presented. Sight
Executive conducted in-depth selection assessments on the final candidates. One Executive was employed.
Results/Achievements
Implementation of a new organizational structure that more focuses on the commercial aspect of the business.
Start of a process to establish a stronger Brand recognition on the Swedish and European markets. A new Sales function
implemented in the Management Team. Start of projects for Cultural Change. Focus on SP’s international potential in
different projects. This will lead to a more focused and motivated organisation.
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9. Case Study, Executive Search
Marketing Manager
Cervera
Turnover 720 million SEK in 2005. 300 employees in Sweden.
Customer need
Cervera has grown to one of the largest retailers in Sweden with 53 outlets with a range of products within glass, porcelain,
cutlery, lighting and furniture. Cervera is selling the strongest and most well known brands on the Swedish market and
represents suppliers like New Wave Group (Orrefors/Kosta Boda, Sagaform and Sea Glassworks) Iittala Group (Rörstrand,
Höganäs, BodaNova, Arabia, Hackman, Iittala) and Anders Petter. Strong need for focus on Cervera Core Business and to
reinforce the brand with extensive marketing and sales activities.
Method
In-depth Company- and Function Analysis. Interviews with the stakeholders in the Group Management Team and the
Business Area. Visits to Key Facilities in Sweden. Six week process. 40 CV’s collected. Preliminary Experience interviews with
14 Candidates in Stockholm. Eight people- long listed. Four Executives short listed. One Executive employed for the
challenge.
Results/Achievements
Implementation of a new market driven organization. Focus on store marketing, the range of products and to build the brand.
References: Lars Hesselman former Executive Vice President Cervera, Ragnar Bohman Chairman Cervera.
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10. Case Study, Executive Search
Chief Financial Officer Sweden
Warner Music International
Warner Music Group worldwide revenues 2006 USD 3.5 billion. 4.000 Employees worldwide.
Customer
Warner Music Sweden is part of Warner Music Group and one of four major record labels. The company is active
within music and entertainment and also operates publishing and distribution companies.
Strong need for focus on Core Business, transforming into the digital age and establishing strong leadership in the
financial department.
Method
In-depth Company- and Function Analysis. Interviews with the key personnel in the Group Management and the
Business Area. Visits to Key Facilities in Sweden. Six-eight week process. 25 CV’s collected. Preliminary Experience
interviews with 14 Candidates in Stockholm. Eight people long listed. Three Executives short listed. One Executive
employed for the challenge.
Results/Achievements
Powerful leadership to drive Change of attitude and establish a strong financial unit on a Nordic basis. Focus on
refining ways of reporting, to ensure better financial control and monitoring of the different business areas.
References: Jonas Siljemark CEO Nordic Warner Music International.
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11. Orlando Moreno
omoreno@hotmail.com
408.656.2498
omoreno@hotmail.com 408.656.2498 11