Winning the Mandate in the New Era of Business Development

Hunt Scanlon Media’sWinning the Mandate in the New Era of Business Development

May 6th, 2026 - 11am ET

As the executive search market becomes more competitive, “doing a good job” is no longer a differentiator. The real challenge today is winning the business.

Business development in search is evolving. While relationships and reputation still matter, firms are being pushed to operate with greater precision, stronger preparation, and a more structured approach to engaging clients.

At the same time, AI and new technologies are rapidly changing how search professionals work behind the scenes—enhancing efficiency, improving client deliverables, and reshaping how firms position themselves in competitive situations.

Join Ezekia, in partnership with Hunt Scanlon Media, for a discussion on how leading firms are adapting their business development strategies to stay ahead. This session will explore how search professionals are leveraging technology to augment their work, while continuing to differentiate through insight, judgment, and relationships.

Moderated by Anthony Harling, Founding Partner of Harlschon, the panel will feature Annabel Edo of Ackermann International, James Brocket of Calibre One, and Jodi Kaelle of MontaRosa.

This session is designed for executive recruiters, search firm leaders, and in-house talent professionals looking to strengthen their approach to business development and stand out in a crowded market. A live Q&A will follow the discussion.

Topics to be discussed include:

What has changed in winning mandates over the past few years.
Where AI is driving real impact in search—and where it is not.
How firms are using technology to improve preparation, delivery, and client engagement.
Why relationships, judgment, and advisory remain critical differentiators.
How to stand out against internal talent teams and competing firms.
What search professionals must do today to remain competitive in an AI-driven landscape.

Moderator

Anthony Harling is a Career Transition Coach working with CEOs, senior executives and directors planning the next stage of their work life journey. He is a Founding Partner at Harlschon Consulting and a former executive search partner.

Anthony began his executive search career with Heidrick & Struggles and held a number of practice leadership positions in the firm’s London office. He was later Co-Founder at Archer Mann, a boutique search firm working across different functions and regions predominantly with private and family-owned companies.

Anthony has a degree in German & Spanish from Bristol University and an MBA from Cranfield School of Management. He speaks fluent German and passable French and Spanish.

Panelists

Annabel has over 10 years of experience in the Executive Search and Selection sector. Throughout her career, she has successfully led senior executive search projects across various industries, aligning recruitment strategies with organizational goals.

Her experience also includes defining global strategies, implementing strategic growth initiatives, managing corporate services in international offices, structuring merger and acquisition processes, and optimizing financial policies to improve profitability.

James is a co-Founder and Managing Partner of Calibre One and co-leads the firm’s activities in the EMEA region, based out of London.

With over 20 years of experience, his major focus has been on recruiting at Board, and C-level for businesses headquartered in Europe. He works closely with the private equity community and is a trusted advisor to a number of funds. He has also managed a vast number of leadership assignments for US companies across the EMEA region.

Jodi Kaelle is a global executive search and board advisor focused on companies in moments of significant transformation—when leadership quality directly determines trajectory and outcome. As Co-Founder and Managing Partner of MontaRosa, she has led 500+ C-level and board placements across North America, the UK, and EMEA, building leadership teams for organizations navigating sponsor-backed growth, M&A integration, succession, and IPO readiness. She is known for disciplined judgment, cross-border execution, and a clear-eyed approach to leadership assessment— identifying operators who can perform under pressure, not just present well. Her background spans Bank of America (Montgomery Securities) and Heidrick & Struggles, as well as international development work at the World Resources Institute and service as a Peace Corps Volunteer in Cameroon.

She also advises early-stage companies creating next-generation solutions with global impact, and serves on nonprofit boards focused on economic development, youth empowerment, and reproductive rights.

9 Reasons to Attend

Come virtually network with hundreds of talent leaders and executive recruiters

NETWORK with talent professionals
ENGAGE in high-level debate
MEET the experts and influencers in executive talent and recruiting
DISCOVER the latest trends in executive recruiting
GAIN valuable market intelligence
LEARN what your competitors are doing
DEVELOP your knowledge in executive recruiting
CONNECT with peers in the recruiting ecosystem
UNCOVER potential new customers