The faces behind the InX Strategy & Consulting team
Our strategy and consulting team have worked closely with some of the world’s leading global consultancies and independent management consultancies for many years. Through our four practices of - Strategy and value creation; Operations, supply chain and procurement; Human capital advisory and Technology consulting – the team connect organisations with game-changing strategy consultants across all functional strategies of the value chain.
InX Brand Manager, Becca Boulton, sat down with the team (virtually due to the team being based in the UK, US and Australia) to dive deeper into their areas of focus and understand exactly how they successfully deliver these.
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Alex O’Neill - Managing Partner
Matt Lumb - Associate Managing Partner, Europe Lead
Marc Lesner - Partner, Americas Lead
Julian Wakeford - APAC Lead
Charlie Pitt - Delivery & Research Lead
Maxime Charrin – Senior Partner
Stephen Haigh – Delivery & Research Lead
Becca: Thanks for setting some time aside to talk to me. It’s exciting to see the InX Strategy & Consulting team grow and hear your future plans. Firstly, can you tell me a more about your role and what you’re responsible for?
Alex: In my role as Managing Director, I have full accountability for the management of the global team across all areas of the specialism - Strategy, Operations, Human Capital, Digital & Technology). In addition to this, my personal recruitment focus is Exec Search for Partners and Senior Partners for Strategy and Value Creation in the UK.
Matt: My team and I are London based with a European Remit. We work on many roles including:
Human Capital (full seniority)
Supply Chain and Operations (full seniority)
Procurement (full seniority)
Technology (full seniority)
Strategy (experienced hires only)
Julian: I am based out in Australia and I lead our Strategy & Consulting recruitment team across APAC. I have a particular focus on Strategy Partner & Partner-1 hires, however we also cover Operational Consulting including Human Capital, Procurement and Supply Chain.
Marc: I am based in New York and I’m responsible for leading executive search for consulting firms across the Americas. I lead a team who support clients with senior level consulting mandates (Director and Partner level hires). I personally focus on Strategy & Operations, Marketing, Pricing & Sales and M&A Consulting with team members focused on areas including Corporate Finance, Supply Chain & Procurement and Human Capital Consulting.
Maxime: I’m the Market Leader for France and Middle East operating across Partner and Senior Partner mandates in the Strategy Consulting space. I have recruited individual Partners but also have helped clients recruit Partners with entire teams. We also have initiated a broad range of M&A conversations with a variety of our clients.
Stephen: I am responsible for the delivery of our search mandates for clients; overseeing the research and resourcing team; and I personally lead head hunting and retained search mandates for Partner-level searches. I have 17 years' experience as a headhunter in the consulting sector, with an established network of Partner-level contacts throughout Europe, Middle East and Asia.
Charlie: Working closely with our Strategy & Consulting Partners, I lead research & delivery efforts across our consulting client base in Europe, the Middle East, Africa, Asia, North America, and South America; at the Partner level and below. My role covers the full suite of consulting functions including Strategy and M&A, Human Capital, Digital Strategy, Data & Analytics, and Supply Chain & Operations.
Becca: So why InX? What makes the team stand out from other executive search firms?
Charlie: Our teams operate with an "inch wide, mile deep" mentality to ensure that we are consistently operating with the deepest level of expertise providing us access to a network of exceptional professionals that may not otherwise be accessible.
Alex: Our depth of specialism in function and geography is unmatched. Our Partners are genuine experts in their market, with a narrow but deep network of exec talent granting them an ability to influence positive engagement with searches where others cannot.
Marc: Whilst other search firms take a time and materials broad-brush industry approach, we base our work on successful outcomes, utilising an analytical research-centric methodology, based on our deep-rooted understanding of the consulting market. Each of our partners is further specialised in a particular area of consulting, for example, strategy, digital, corporate finance etc. and therefore truly understand the nuances of the network in which we operate in.
Matt L: I would say one of our standout points is our sector knowledge! [Read part two of the interview to learn more about industry trends] Not only do we all keep on top of industry trends, but we also then ensure we then break down the sector and ensure we have specific specialists. For example, I am a Human Capital, Consulting expert. I know of two other recruiters that do it in the UK, total!
Maxime: We believe in a more pragmatic approach to executive search with a higher focus on helping our clients engage in conversations with candidates they want to hire vs the traditional mapping model with a longlist or shortlist of candidates who might or might not be interested in engaging conversations. Our approach is unique because the Partners and Senior Partners are fully invested in the process from start to finish and more hands on. I would say we operate like a boutique firm with much more agility, and we pride ourselves on having a timelier approach to client delivery.
Julian: We have been cultivating relationships with Senior Partners / leaders for many years and while inevitably any search will include candidates that are actively seeking a new role, ours will also include those who wouldn't have typically considered a new role; however given the deep relationships they have with us, they are far more likely to engage in a conversation. This approach gives a far broader and more accurate representation of the market giving us an edge as any prospective client knows they are assessing the entire available market.
Becca: You’re a global team which logistically can be difficult. How do you as a team work together?
Julian: With offices in London (covering UK & Europe), New York (covering the Americas) and Australia (covering APAC), our global team holds regular meetings to ensure we are aligned from both Management Consultancies that could be looking to hire in multiple geographies and/or disciplines, but also on candidates who are interested in moving internationally.
Alex: Our consistent, quality focused approach means that our clients know that whoever they engage with, they will get results. We support each other through network sharing and introductions which means that we can connect world class talent with any of our clients at any point. It’s a competitive advantage and brings maximum value and ideas to our team members and our client base.
Becca: You’re dealing with business leaders every day, some looking for roles and some looking to hire. What would be your advice to those looking to hire at the moment?
Julian: Make the most of a 'quieter' market to speak with potentially suitable candidates. When times are good, everyone is looking to hire - stand out from the noise.
Matt: Invest in tougher conditions, let you hires acclimatise in this market and then watch them ride the wave back up as the market improves.
Alex: The cookie cutter approach to consulting Partner hires is a thing of the past. We have seen a wave of unsuccessful integrations following the rapid growth of 2022, so investing the time into robust business plans and carrying out quality referencing has never been more important.
Charlie: When hiring exceptional talent, select a search partner who thoroughly understands your organization and acts as an extension of your brand. Ensure they grasp your company culture, values, and goals, and have a proven track record in your industry. Effective communication, efficiency in the hiring process, and the potential for a long-term relationship are crucial.
Marc: There has never been a better time to hire top talent in the market. Premiums paid in 2021/2022 no longer apply and there continues to be dissatisfaction with structure and leadership within some of the larger firms.
Stephen: Look beyond brand names, job titles, and revenue numbers. Sometimes individuals in highly reputable brands have been carried by the brand name rather than their own achievements. Whereas individuals in boutique firms and lesser-known brands have had to work harder to develop client relationships and deliver market-leading engagements and insights.
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Whether you’re looking to strengthen your leadership or you’re a senior professional looking to make a real difference for an organisation, get in touch with our Strategy & Consulting team to find out we can help you.