My Darling Candidates: Tales of a Headhunter

Working as a headhunter, I have got to know a lot of people, I’ve worked with quite a few companies and I’ve made some good friends. It’s an enriching line of work and one that gives you a slightly different perspective on life: you are focused on people’s values, what makes them tick, their hopes and plans. Dealing with people means that every day is different, that you continue to learn and that each day is more fun than the previous one, even if the sector itself is not moving in such a positive direction in terms of business. It is my pleasure to share with you here some (if not all) of my experiences with candidates over the past couple of years, dusted down especially for the occasion: Read More »

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Ideas for the economic debate: a selection of Spanish tapas

Some of the reflections put forward on the Spanish crisis are both headline-making stories in themselves and at the same time generators of debate. Their profundity is such that a high level of knowledge and analysis is required to know if they are valid and true or if their implementation would achieve the desired results.

Two economists, Raghuram Rajan, Professor of Finance at the University of Chicago, and Michael Pettis, Professor of Finance at the Guanghua University in Beijiing, were interviewed by two different Spanish newspapers (El País y La Vanguardia). After a lengthy introduction in which they analyzed the international economic situation, they were asked about the Spanish economy. For me it felt like having to eat a pudding when you’re already full from a three-course meal. Read More »

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Business Intelligence Services: THE FUTURE?

In spite of some authors who regard Intelligence Services as something linked to the interests and security of a state, as something developed within a secret society, what is definitely true is that the activity of companies and executives themselves implies using certain elements which are absolutely connected to intelligence, beyond what we could understand as mere information management.

I believe we should take Business Intelligence as the management of the relevant information for the sake of a company, which could also affect its continuity –this is; its security. It is the management of specific and confidential knowledge which is linked to the company and the own executive’s competitiveness.

Obviously, competitive intelligence implies big amounts of strategic intelligence, meaning by this, the management of an executive in the search for solutions or possible alternatives which are posed in the different strategies that a company can adopt. It also means that our executives must analyse all possible scenarios including all possible risks and threats that can come up so they can get competitive advantages. Interestingly enough, the so called “case method”, which is taught and practised by several Business Schools, is just a simplified version of Strategic Intelligence, although in a standard layout. Read More »

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Corporate Social Responsibility. What kind of world do we want for our children?

I have been leafing through the typical Fashion and Luxury magazines while I was on the plane today. After that, I have had the feeling that we are not going the right way. It was a feeling that had to do with the way we are teaching our kids, which does not seem to be the right one. It is not that these magazines are not alright or the fact that what they sell or propose is unsuitable or out of the point in the hard times we are going through. What is wrong is to take this idea as a way of living; and that is worrying. This is why I have come up with some ideas from a conference given by Bernardo Kliksberg.

We speak about companies’ Corporate Social Responsibility (CSR) a lot. Most of the times, our points of view merely show a “tactic” or “marketing” approach towards CSR, while other times, our points of view are pretty strategic and our own company missions involve being socially active. However, we speak very little about this CSR applied to managers at other companies.

In spite of this, recently, people speak a lot about the values and the ethics which are supposed to move managers. In fact, it is a good sign that the current Dean at Harvard Business School, who was named just a few months ago, is Nitin Nohria  who has been a strong defender for over two decades of a way to manage businesses ethically and responsibly. At his appointment, he stated “It’s hard to deny that to some extent society’s trust in business has taken a hit. As dean, one of my great hopes is to restore the trust lost, innovate in curriculum, innovate in research, and usher in a new century of innovation that would usher in a new sense of business’s role in society”, making clear reference to the extremely greedy practices that many managers who had attended the best business schools had practiced in the last years. Read More »

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JOHN MANAGER. Confessions of a Spanish executive.

I am self-indulgent; I think I am the ideal executive although my bosses are not. It is not a question of false modesty, but I know I am with the winner team.

I am deeply optimistic about the crisis; I do not know why we have to worry so much. I admit that I feel optimistic when my company goes well and I feel pessimistic when my company goes badly. I could be a man or a woman and / or work for a big or a small one and I am sure my opinion would not change. I like to work for a company which lets me make decisions and, although the money is not the most important thing, if I am not well paid, I get demotivated. Most of the times, I believe that changes which are produced in my company are not properly planned and are badly communicated and that is why I spend a long time encouraging my team when I am not encouraged and I spend little time doing so when I feel my bosses are motivating me.

When I feel integrated in my company, despite the fact that I usually travel more, I get better results and I feel less tired. But when I feel stressed, very busy, when I do long hours or when I take work home, I get worse results and I am in a very bad mood, although I am aware that, in order to achieve my goals, I have to lengthen my working day. I am concerned about the fact that we meet too often and we sometimes meet unnecessarily. At least, when meeting are called on by me, I start and finish on time, because when I am called for a meeting, timetables are never respected and I do not understand why. Read More »

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Civil Servants. New Civil Service Management or “Please, come back tomorrow”

What is the public administration purpose?  Why is the current situation with civil servants happening in Spain?  What will happen with this economic sector in the future?

I have just taken part in the Seminar of High Management at University (Jornadas de Alta Dirección Universitaria) organised by the Innovation Department of Universidad y Empresa, under the slogan “People management at University”. We had to provide our point of view about people management in private companies for an audience composed by managers and deputies from Catalonian universities. Our tablemates, the Human Resources & Organisation Manager from The Council of Barcelona and the Director of the Public Administration School of Catalonia, both expressed their approach to the issue from a ‘public’ point of view. So far, I had not had the opportunity to have a deep look at the civil servants collective and their problem. Not even now do I see myself able to provide you with a clear answer for the aforementioned questions but I do realise that we have got a problem we need to solve and, if public institutions and their employees do not make a step forward by themselves in order to perform a 21st Century Civil Service, the private labour collective will have to ask them to do so and help them get it. Read More »

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How much is my brand worth?

One of my clients has sent me the main three brand assessment researches in the market:

The Brand Finance® Global 500 – 2010, carried out by Brand Finance. www.brandfinance.com

 Top 100 Most valuable global brands 2010, carried out by Millward Brown Optimor. www.millwardbrown.com

 Best Global Brands 2009, carried out by Interbrand. www.interbrand.com

He wanted to know what my opinion about the assessment methods these companies use in order to carry out their ranking was and he wanted to see if he could apply those methods to the landmark brand of their company. I do not want to judge which one of the three methods used there was the most reasonable. I prefer to highlight a method which I believe to be easy to apply to all these kinds of activities, although it may not be the most appropriate for him.  It consists of estimating the worth of a company with a brand and the worth of a similar company selling the same kind of products without any brand. This allows us to find out about the current overpricing being paid by clients to that particular brand, together with the current worth of the extra sales volume caused solely by the use of the brand. Read More »

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We are friends, not just partners. Chinese investment in Spain.

My first business experience with a Chinese company has been completely satisfactory –the four days we’ve been with them in Shanghai and Beijing making contacts and looking at some business opportunities have been very beneficial. After meeting personally and seeing how they behave as hosts, I have learnt three things: 1. The word “business” has its own dimension for them, 2. You have to do things step by step and, 3. We are not partners, but friends.

During these last few months, we had realised that the Chinese companies had started to show their interest in Spain and we have been able to prove that through this business travel. The reasons for this are unclear: from the interest of big Chinese corporations to invest in South America and analyse the European market using Spain as a launchpad –which will drag other smaller companies as well, up to more modest companies looking for investment alternatives. The latter is precisely the kind of company which has attracted our attention the most. They obviously have a growing domestic market and they would not need –not yet, to look beyond their borders. According to our model, these small and middle-sized companies should not come up in such an early stage of the future spread of Chinese companies through the world. Read More »

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Peter Pan’s Black Swan and the DIG model

I refer to the already-classic “Hidden in Plain Sight”, by Erich Joachimsthaler , http://www.vivaldiblog.com , a book which told us that, after many years of work and experience, whatever the size of the market or kind of organisation and company, the brightest, best and unbeatable opportunities are there, just before our eyes. It is just that we usually cannot see them or cannot take advantage of them. In order to do this, we have to leave behind the most usual suppositions and managerial practices common nowadays and we must focus on the DIG model, demand-first, innovation and growth.

So far, it seems pretty easy, but what I currently see –more and more often, unluckily, is that most of us, managers are afraid to see what we have in plain sight and sink into pre-conceived dogmas and, very often, into management orthodoxy. The consequence is that that there is a clear lack of new ideas and projects. Why? Because most of us focus market and business in exactly the same way: the way it should be and the way that is expected from us. Read More »

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The crisis from Banco Santander

Alfredo Saenz, CEO of Banco Santander is one of those bankers who you would trust your money because you really feel you can rely on him to give you your money back and even having earned an interest. At the conference organised on May 12th by Esade Business School, I found him self-confident, showing his composure, speaking in a really straightforward and clear way at the end of his talk.

To give you an example of what I mean:

“Banks are not ONG’s and if they forecast problems to get their money back, they do not lend that money. The same goes for entrepreneurs; if there are no guarantees, they do not lend either.”

Due to the crisis, productivity has risen. This has happened because the least productive and least skilled members of the workforce have left the labour market. What has been lost in Spain so far have just been “junk jobs”.

At the first stage of his talk, he went over the reasons which led to the current crisis. He talked about policies such as the one which applied low interest rates, used by western economies even in periods when there was an economic growth. According to him, this is precisely what led to an excessive settling down of finance, both in the public and in the private sector. Spain, the UK or the USA –among others, were spending more than they could afford, while China and Japan were financing this spending. This trend finally burst because these countries got too deep into debt and this debt was not guaranteed by the value of the assets that neither the public nor the private sector of them really had. One of the triggers which caused this situation was the high risk subprime mortgages issue. Read More »

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