Now more than ever technology development and procurement of services has become solutions-based. Our clients face the challenges of an evolving marketplace that requires them not only to be agile developers of technology, but to be cognizant of how their technology can also be wrapped in a service. Other clients remain technology-agnostic, driving their clients to customized solutions which may include technology development, managed services, professional services, off-shoring or some combination of these. Globalization of the service providers (off-shoring), more demanding requirements on the provisioning of services through complex service level agreements, and changes in the way the companies think about technology acquisition have combined to create an environment where leaders must develop organizations that can respond to these complex and evolving business opportunities.
Click below to view how we've helped a wide spectrum of technology and service organizations:
- Technology Companies
This group includes the broad range of companies that develop, market and distribute technology to end users or through complex distribution channels. Sectors represented include data and telecommunications networks; hardware; internet services; software; and telecommunications networks and infrastructure. This segment is broad and at Lochlin Partners our focus is on the recruitment of game-changing executives in the fields of general management, finance, human resources and marketing.
- Government and IT Services
Companies in this group are heavily regulated businesses operating under the strict guidelines of federal and state contracting rules. New and recurring revenue opportunities typically are derived through a formal RFP process. Government contractors are growing organically and through consolidation, with most of the major firms aggressively pursuing M&A strategies. Generally, these market areas tend to recruit from within the federal services or government markets, with CEO, COO, CFO, sales and business development roles generally requiring such “inside” experience. We’ve seen a heavy orientation toward IT services, systems integration, insourcing, outsourcing and consulting.
- IT Services and Consulting
A category that touches almost every other in this list. It is dominated by companies like Accenture, CSC, IBM, and Hewlett Packard. Globalization is a marketplace reality and not only do companies in this space compete with off-shore service providers in Asia, Eastern Europe and the Americas, they are challenged to respond by defending their own off-shore capabilities. The senior ranks of these firms tend to be filled with a mix of “homegrown” professionals who have worked their way up the pyramid and outside talent brought in to enhance the team’s skill set.
- Management Consulting
This category is also dominated by a few distinctive firms. McKinsey, Booz & Co., Bain, and Boston Consulting Group represent the top players whose strategy work and new market development is conducted for C-level management or board-level clients. Partners tend to be highly compensated, hard to reach, and often have preconceived notions about other firms in their space. They are also hard to recruit, especially when it comes to negotiating terms and conditions for transition.
A number of firms in this group (IBM, HP, Dell, CSC, etc.) take on “non-core” functions for clients. These functions often fall under IT headings—system maintenance, data center administration, desktop support—but can also include call centers and other operational processes. The marketing pitch almost always involves some variation of “better performance, lower cost” and clients have been more receptive to outsourcing as a way of trimming budgets.
- Human Resources
Select firms in this group like Towers Watson provide professional services to their clients in the areas of staffing and recruitment, compensation and employee benefits, training and development, interim management, risk management and outplacement, among others. It seems incongruous that HR consulting firms would ever look to executive search firms to fill senior roles, but it happens. In our experience, they welcome the outside perspective and the time and effort we can commit to the search process.
- Business Services
This growing field encompasses a number of business functions that clients often choose to let “someone else worry about.” Accounting, finance, travel, and general office management are the most popular functions that business services firms offer. As in the other categories, success and growth in the industry has led to shortages in experienced, skilled executives to help clients and manage the business. Lochlin Partners can help.