Dick Patton Practice Group Leader, Boston
Chief Marketing Officers
The best CMOs are full strategic partners to their CEO who demonstrate the vision and skills to leverage sweeping new technologies and master dynamic emerging markets.
The marketing function is experiencing a revolution. Digital media have vastly increased the number of consumer touch points, Big Data makes it possible to know and predict consumer behaviors and preferences with remarkably nuanced precision, and many of the best growth opportunities are in dynamic but unfamiliar emerging markets. The ends of marketing remain the same: Build your brand. Create consumer awareness. Earn trial, repeat purchase, preference, and advocacy. But the revolutionary changes in the means of marketing make the CMO role exponentially more complex.
Cutting Edge Perspective
The consultants in our worldwide CMO practice are themselves former marketing executives with direct and personal knowledge of the function. We are in constant contact with great marketing executives worldwide, and we stay closely attuned to the cutting edge of marketing leadership.
Our consultants work with you to develop a detailed profile of your ideal candidate. Indeed, an important part of our role is helping you rethink the very concept of “ideal candidate.” As we work with you to develop your CMO candidate profile, we help you weigh not only the immediate challenges of the role, but also the rapid evolution of the marketing function, your company’s changing strategic objectives, and the corresponding opportunities to productively tap more diverse perspectives. Significantly, we can also help you assess leadership potential – using a unique methodology that helps you anticipate how your rising leaders will perform in new and more demanding executive roles – to help you create more accurate and reliable leadership development and succession plans.
Personal, Global Search
When the candidate profile calls for external search, our CMO consultants personally and confidentially engage their local and global relationships and Egon Zehnder colleagues to identify candidates prepared to meet your needs. All of our consultants are motivated via our equal partnership structure and fixed-fee pricing policy to work on your behalf. The power of this trusted network places the insight and resources of our entire firm at each consultant’s fingertips, making our solutions richer and more responsive, and creating tangible and enduring business impact for our clients. Your search consultants are supported by a dedicated team of researchers who simultaneously run your requirements through relevant segments of our database, which continually tracks top executive and director talent worldwide. Through this rigorous process, we closely examine candidates who demonstrate a potential match, analyzing critical incidents in their careers for insights into how they might navigate the challenges they would face in your targeted role. Because there are many different paths to becoming a great CMO, we are careful to seek out candidates with a diversity of backgrounds and experience – including holding P&L roles, leading entrepreneurial growth, and working in global markets.
Our consultants approach the best-qualified candidates personally and discreetly. We seek out the rare few marketing leaders who are prepared to serve as the overall integrator of the marketing function in all its modern complexity, and who demonstrate the broad competencies required to perform far beyond the traditional brand custodian role as a valued strategic partner in the C-suite.
Deeply Productive Conversations
As our consultants move deeper into conversation with interested, well-qualified candidates, we conduct interviews grounded in our sophisticated and rigorously validated leadership Competency and Potential Model. Our evaluation encompasses far more than the customary professional track record check and referencing. We methodically surface the candidate’s full range of capabilities, personal tendencies, and behavioral characteristics, gain penetrating insights into their readiness to perform in the targeted marketing leadership role, and assess how smoothly candidates would integrate into your organization and culture. We also invite candidates to envision themselves in the role, helping them gauge the fit on a personal, professional, and cultural level.
Our consultants develop trust-based relationships with candidates, gaining a close understanding of their requirements and concerns. So as the search progresses toward the hiring phase we are ready to serve as problem solvers and facilitators. Our fixed-fee policy ensures that we can play this sensitive role with no conflict of interest.
Our value add does not end with a successful hire. For newly appointed senior executives, the first few weeks and months in the role are critical. They must quickly understand the organization’s culture, set the right priorities, and establish credibility with colleagues and stakeholders. Our Accelerated Integration service speeds your new executive’s journey to full impact. We start supporting executives well before “Day One” in a new role – ideally, as soon as the appointment decision is made. Working in collaboration with the hiring manager and the HR manager, we help your executive build an accurate and insightful picture of the upcoming integration challenge, making the keys to leadership success vividly clear and crafting a plan to hit the ground running. We also work personally with the welcoming leadership team as well as the executive to quickly cultivate interpersonal trust and open dialogue. Through the first 90 days, our consultants gather and distill candid feedback on the first impressions the executive is creating during the initial integration. We meet one-on-one with the executive at regular intervals – creating “islands of time” to allow them briefly to set aside all-consuming operational priorities, reflect on progress, identify and prioritize early wins, and calibrate their approach as needed.
We pride ourselves on the fact that most of our client relationships are long-term. We earn your loyalty by being consistently effective, energetically responsive to your needs, and tenaciously committed to your ongoing success. Our goal across all our services is to help you make better people decisions for critical roles, systematically increase your leaders’ readiness to take on bigger challenges, build a sustainable talent pipeline, and ensure that your leadership teams have the diverse strengths required to create competitive advantage.