Major Components of a
Private Executive Search:
Look Behind the Scenes
Position Definition/Performance Criteria
We recommend building the position from performance
criteria, which are achievement-based, rather than duty-based. During
the presearch interviews, we ask the question, “What will this person
need to have achieved two years from now for you to look at him or her
as superior?”, and build the criteria from the answers to this question.
An excellent Vice President of Business
Development & Marketing …
Builds and manages a superior team. This person
identifies outstanding people at all levels, and mentors, matures and
grows them. He or she is an excellent manager of managers, and knows
how to help a manager lead his or her group.
Manages people while handling projects on his or her
own. Because we are a small division, this person takes on and
completes some projects on his or her own, while at the same time
managing other people who are involved in a wide variety of other
Is both strategic and tactical. Has developed a marketing strategy and
implemented it; has marketing and program management working
Understands the military procurement process, both domestically and
internationally. Is comfortable partnering with the major primes,
working with the Department of Defense, with foreign governments, and
with foreign primes. Is knowledgeable about military procurement
contracts and the bid process.
Is strong technically. The VP/Marketing understands the unique
technology of our products. He or she is technically curious, and
enjoys being involved in the development of cutting edge technology.
Understands our manufacturing and engineering capabilities. This person
is working with our engineering and manufacturing staff to develop
products that not only have strong market potential, but are also
Works with other departments on a non-hierarchical basis. He or she is
working well with our engineering, manufacturing, and finance staff as
a peer, and has gained the respect of everyone in the organization.
Determines the direction we go next. (What is there beyond our