And, much like consumers expect instant delivery, alongside in depth knowledge provided by a subject area expert on that product, Ellis notes that the “days of the generalist headhunter” are over, as clients demand a certain depth of knowledge.
“Platforms like LinkedIn have increased the visibility of candidates,” Ellis explains, “so, if you’re working with a generalist, as a client you have to ask: ‘what level of access will they have to top talent that we don’t’ have ourselves?’
“We are only human, and there is a limit to the number of relationships that a person can physically manage, so a Search or Interim consultant has to decide where those relationships should be focused.
“It’s through deep relationships with senior leaders in a specific function or industry that you can access the best talent but crucially get access to the insight and understanding that has been developed by that consultant.
“That’s the real value clients are looking for.”