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Key Differentiators andValue for Money

(Executive Search: Case Study)

DRH - Talent Search, Brazil / Rich ProductsCorporation, Brazil

IRC Global Executive Search Partners

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The CompanyFounded by Robert Rich Sr. in 1945, Rich Products Corporation (Richs) is a supplier and solutions providerto the foodservice, in-store bakery and retail marketplaces. Its products include non-dairy toppings andicings; cakes and desserts; pizza, bakery products; breads and rolls; shrimp and seafood; appetizers andsnacks; BBQ; meatballs and pasta; and gluten-free and all-natural items.

The company has 50 locations in six continents, 8,000+associates worldwide, and $2.9 billion annual sales.

In January 2012, Richs transitioned from its previous dualbusiness group structure, (North America and International),to one organization consisting of ve regional business units:U.S./Canada, Asia/Pacic, Latin America, Europe/Middle Eastand South Africa.

The HR ProfessionalDaniela Arruda Bianco joined Rich do Brasil in May 2004.Her previous experience includes Human Resources (HR)coordinator, and HR consultant, at two other Brazil-based

companies. She has an MBA Business Administration, Fundao Getulio Vargas, 2006 2007.Daniela is HR Manager at Rich do Brasil, based in So Paulo.

The ChallengeRichs in Brazil is a growing market, and the company needs to recruit food service professionals.However, the food service industry in Brazil is relatively new, and qualied, management-level people,with relevant food-service experience, are very hard to nd.

Danielas experience with recruitment agencies was previously unsuccessful, as she explains: They dontknow the food-service market here in Brazil, because its fairly new, and so they go to other markets tond candidates. In general, that doesnt work, it doesnt t our company skills, values or culture.

She was increasingly frustrated in paying out a lot of money for something that did not yield results.

That was when her Vice President mentioned he knew Hamilton Teixeira (DRH - Talent Search (DHR)managing partner) through a close friend, and that he provided successful executive coaching.He suggested to Daniela that it might be worth approaching the boutique-style rm.

DRH is a Brazil-based executive search rm, and a member of IRC Global Executive Search Partners, aglobal network of retained executive search rms.

First impressionsDaniela was initially unconvinced.Because of past experiences, I was not very optimistic that this other rm would work out, she explains.But, I was willing to give it a try and from the very beginning, when I rst met Hamilton and his team,it was immediately different, very open and communicative.

Key Differentiators in Exceptional Executive SearchPositive rst impressions, in-depth assessments and rigorous follow-up creates value for money

in successful Executive Search for billion-dollar companys (Richs) expanding Brazil division.(DRH-Talent Search (IRC-Brazil), a member rm with IRC Global Executive Search Partners)

Daniela Arruda Bianco

Richs Human Resources Manager, at Rich

do Brasil, based in So Paulo.

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Starting with the essential step of gathering information for the job description, when Hamiltoninterviewed Daniela and the MD, she realised DRHs approach was very different.

They are very assertive in nding out, and documenting the prolequalications, probing very deep into our company to fully understand it. And,critically, to know the person who will be managing the new recruit. Its not justme in HR saying that the boss is like this, wants this instead, Hamilton listenedto the person himself. This was a very positive rst impression.CommunicationDanielas condence in the new search rm was growing.

Communication is key and DRH has a very different approach from othersearch companies Id worked with. They treat the search as a project

management, with a calendar, dates, deliverables, timelines this is very good!

DRHs professional and unique approach reassured Daniela that her recruitmentsearch would be kept on time, and she would be notied at all stages. In turn,this enabled her to react, analyze and respond quickly to her own directorsquestions about how the search was progressing.

Key DifferentiatorsThe search was for a Sales Director a new role in Richs Brazil market.

For the rst time, we had difculty in choosing a candidate, as they were all so great, Daniela says.That was really good problem and the kind of results I expect from a professional executive searchcompany.

She realised that DRH had taken time to thoroughly understand the company, the market and the position and presented the best of the best. Out of four possible candidates, she felt that two were outstanding:in fact, we delayed a little to decide on the best person who had just completed a year with us, andeverything is working ne.

Another pleasant surprise for Daniela was the coaching component of DRHs executive search process.It is makes a big difference to the end result. As this was a new position, there were potentialdifculties with tting in with other managers, adapting to the company and Hamilton worked with meand the director to resolve any possible situation. It was perfect!

ConclusionDaniela says DRH has convinced her that hiring an executive search company can be successful.

DRH continues the process well after other companies would have simply considered the position lledand their job nished. With DRH, they not only nd excellent candidates, they also work to make sure thecandidate is integrated with the company, making sure the t is correct for more than six months.Its very different.

Richs now has ve open positions with DRH.

As Daniela concludes: I believe Teixeira, and his team at DRH, provides the best solution Im looking forin executive recruitment service. Its just another kind of conversation.

Hamilton Teixeira

DRH Managing Partner

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ABOUT DRH-Talent Search IRC Global Executive Search Partners - BrazilAt DRH - Talent Search (DHR) we offer a personal touch where clients and candidates can talkto the partners, not just to consultants. We concentrate on a single objective: nding theoutstanding candidates that t the professional and cultural needs of your organization, and willcontribute signicant value over the long-term.

ABOUT IRC Global Executive Search PartnersWith a growing roster of leading executive search rms across Europe, the Americas, Africa, Asiaand Australia, IRC Global Executive Search Partners has more than 250 accomplished executivesearch professionals. Ranked among the worlds 15 largest retained search rms, IRC GlobalExecutive Search Partners has been providing consistent and high-performance executive searchsolutions to its clients for the past eighteen years.