Winning the Mandate in the New Era of Business Development

As the executive search sector becomes more competitive, firms are under increasing pressure to differentiate how they win and retain client mandates. An upcoming webinar hosted in partnership with Hunt Scanlon Media will examine how leading firms are evolving their business development strategies to meet these demands. The discussion highlights a broader shift toward more structured, data-informed approaches that complement traditional relationship-driven models.

May 4, 2026 – As competition intensifies across the executive search landscape, firms are rethinking how they originate and win new business. Success is increasingly tied to a more disciplined, insight-driven approach that goes beyond traditional networking and relationship management. In this environment, firms that combine data, technology, and market intelligence with strong client engagement are setting a new standard for business development.

Leading firms are becoming far more structured and proactive in how they approach business development, according to Max Woolger, head of growth at Ezekia. “Historically, it was largely relationship-led, but in today’s market that’s no longer enough,” he said. “Firms are investing in better visibility of their networks, tracking interactions more closely, and using data to identify where opportunities are likely to emerge before they become active mandates. It’s a shift from reactive to much more intentional, insight-led engagement.”

“The firms that consistently win mandates are those that combine strong relationships with clear, demonstrable insight,” Mr. Woolger said. “Clients expect more than a good track record – they want evidence of market knowledge, access to the right talent pools, and a clear point of view. The most successful firms are able to articulate this consistently and back it up with data, rather than relying purely on personal connections.”

So how can recruiters balance personal chemistry with more structured, data-driven business development processes to stay top of mind with clients? “Relationships still matter, but the most effective recruiters support their instincts with structure and information,” Mr. Woolger explained. “That might mean tracking previous interactions, understanding client hiring patterns, or identifying trends across the market. This allows them to stay relevant and engaged in a much more consistent way, rather than relying on ad hoc outreach or memory alone.”

“Technology and relationship intelligence are becoming central to how firms scale business development,” Mr. Woolger said. “The ability to capture, organize, and surface insights from across the firm’s network enables a more strategic approach. It allows firms to move beyond individual, relationship-led activity and create a more consistent, repeatable process across the business – without losing the personal touch that remains so important in executive search.

Upcoming Webinar

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, tomorrow 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.

Free registration … Click here to sign up!

Moderator

Anthony Harling is founding partner of Harlschon and a former executive search partner. He is a career transition coach working with CEOs, senior executives and directors planning the next stage of their work life journey. Mr. Harling began his search career with Heidrick 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.

Panelists

Annabel Edo is director – global head of corporate development at Ackermann International. He has over 10 years of experience in the executive search and selection sector. Throughout her career, Ms. Edo 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 Brocket 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. Mr. Brocket 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 U.S. companies across the EMEA region.

Jodi Kaelle is a global executive search and board advisor focused on companies in moments of significant transformation. As co-founder and managing partner of MontaRosa, she has led 500+ C-level and board placements across North America, the U.K., and EMEA, building leadership teams for organizations navigating sponsor-backed growth, M&A integration, succession, and IPO readiness. Ms. Kaelle 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. 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.