Case Study

Head of BD, Desalination Company, UAE

The Brief

This organisation is a world leader in the design and supply of water/wastewater treatment and water desalination systems. Within this increasingly competitive and complex business environment, the introduction of new technology and the establishing of new business streams were key to the continued success of the company.  Carmichael Fisher was mandated to identify a head of business development who was both technically astute and commercially minded. This candidate would be tasked with carrying out a top to bottom review of the existing business, identifying new geographies, new industries and products for the growth of their chemical business.

The chemical business was small in comparison to the main water/wastewater parent company. However, with ambitious growth plans the client was determined to attract the talent from the more established chemical organisations. It was key to identify candidates with the drive, knowledge and skills to undertake a new venture without the support of a "brand" name within this market.

The Approach

Carmichael Fisher consultants carried out an extensive brief taking exercise with a number of executives wtihin the company. The client felt that the skills sets that it was looking to attract would be based overseas. We agreed target areas of Australia, South Africa, UK and United Sates. Our research team in conjunction with the managing consultant prepared a target list of established international competitors currently holding a large share of the market. Having taken the time to understand the culture of the organisation and bought into the company's goals we were able to promote the organisation and to generate interest from individuals already within this sector who were not only capable but keen to undertake a significant challenge.

The Result

Our search found a number of individuals throughout Europe and the United States that were capable but felt would struggle within the Middle East market. The successful executive was located in the UK. He was an honours graduate in chemical engineering and a principal within sales and business development. He possessed operations and technical management experience in all sectors of the industrial water treatment and chemical industry. This individual had been referred to us through an international network of contacts. He had already gained professional international exposure in the European, American and emerging markets. Of added value  to the client was that he had spent a number of years previously working within the Middle East. Whilst this was not part of the original remit our consultative approach throughout the research process led ourselves and the client to believe that this exposure would indeed be beneficial on this occasion.