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A Good Defence

By Dennis Tanke, Senior Consultant

Region: Germany

Sector: Management

THE DEFENCE SECTOR IS ALWAYS AN INTERESTING PLACE TO WORK IN. I’M LUCKY IN THE FACT THAT I HAVE A LOT OF EXPERIENCE IN THE SECTOR; HOWEVER, FOR THOSE NEW TO THE INDUSTRY, IT CAN BE QUITE CHALLENGING. THERE ARE MANY INS AND OUTS AND DIFFERENT HOOPS TO JUMP THROUGH TO SECURE THE RIGHT PERSON FOR THE ROLE.
FOR THIS PARTICULAR COMPANY, WE NEEDED TO EMBARK ON AN EXECUTIVE SEARCH FOR THE HEAD OF SALES. AGAIN, THESE KINDS OF SEARCHES ARE RIGHT UP MY ALLEY. THIS PARTICULAR CLIENT NEEDED A “CHANGE OF PERSPECTIVE” FOR THEIR ENTIRE ORGANISATION WITH NEW LEADERSHIP AND WAS OPEN TO NEW AND AGILE MANAGEMENT SYSTEMS.
AS A RESULT, I CONVINCED THE COMPANY TO BROADEN IT HORIZONS QUITE A BIT. WHEN WE STARTED THE SEARCH, WE DIDN’T LOOK ONLY WITHIN THE DEFENCE INDUSTRY. WE BROADENED THE SCOPE OF THE SEARCH TO INCLUDE THOSE IN THE TECH SECTOR, AS WELL.
WITH OUR GOALS IN MIND, WE APPROACHED MANY DIFFERENT CANDIDATES FROM THE DEFENCE AND TECH SECTORS. ONE INTERESTING ASPECT OF THE SEARCH? THE LIFE STORIES FROM MANY OF THOSE WHO CAME FROM THE DEFENCE WORLD; A LOT OF THEM INCLUDED VERY “LIFE OR DEATH” TYPE EXPERIENCES.
WE QUICKLY FOCUSED ON SOME DIFFERENT CANDIDATES WITH DEFENCE BACKGROUNDS DURING THE SEARCH. NOT ONLY DID THEY HAVE THE RIGHT MINDSET FOR THE POSITION, BUT THEY ALSO HAD EXCELLENT TECHNICAL KNOWLEDGE (WHICH WAS A MUST FOR THIS JOB).

The clients loved all our recommendations, but in the end, we chose a candidate who had no experience in the defence sector at all. During the assessments, the candidate showcased a different perspective and a suitable mindset that aligned very well with the leadership abilities needed for the company—now and in the future. Everything worked out exceptionally well in the end, with a happy client and candidate.

Dennis Tanke, Group Director
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