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finance       business transformation       interim       financial services

Orange

Global Telecoms Provider


Business Development Directors – United Kingdom and Belgium


Background

Orange Business Services, formerly Equant, is a major French owned Telecommunications organisation. It is a national carrier of telephony in France and overseas and also competes on a consulting level with the major IT outsourcing organisations.


The Contract

An exclusive and retained contract was awarded by the head of Professional Services to search within the major IT consulting firms for an individual to help develop OBS within the professional services community. A copy of the Assignment Specification is available on request. The contract was commissioned on 27th October 2007.


Duration of Contract

The timescale of the process is outlined within the contract. The retained search and selection process and timing of events is put together specifically for each client, depending upon client and candidate availability, and any other commitments. In general, the process will take eight weeks on average to complete.


The Services

Axiom developed a targeted listing of potential individuals with agreed companies, within the consulting and professional services arena. The research team was briefed with an assignment brief, a script developed for calling candidates and the research commissioned.  One full time consultant and three researchers were appointed to deliver the assignment.


The Requirement

The client was looking to move away from pure selling of networks, telephony, LAN’s/WAN’s and infrastructure, to developing a more rounded consultancy and service offering. In order to do this it was felt necessary to employ individuals which had knowledge of the chosen client base, specifically financial services and retail clients, and who could provide a consultative sales pitch to clients about the added value of a service contract, and not just the selling of the equipment. These individuals needed to be well versed in discussing the business needs of the client and not just proposing a straightforward sell but providing a business solution to their needs.


The Solution

The research work generated a number of suitable candidates within the geographic areas of Belgium and the UK. Interviews were conducted locally in Brussels and in London and the combined shortlist put through the AxiomSmart process of verbal, numerical and abstract reasoning and in addition psychometric profiling


The Outcome

Two individuals were appointed, one in each country, who came from within the IT consulting arena and the Telecoms sector respectively. Both individuals were fluent in French and English and had experience of the retail and financial services marketplaces.