Interview with Dr. Philip Wenger, Managing Director of expertalis GmbH (Germany), and Mattijs Kropholler, Chairman of Penrhyn International and Managing Partner of Maes & Lunau based in Amsterdam, Netherlands. This discussion was held during Penrhyn International's most recent AGM, held in Brooklyn, New York, May 31 - June 2, 2023.
First row from left to right: Dr. Philip Wenger (expertalis, Germany), Jonas Hedin (Coleman Lew Canny Bowen, USA), Shana Plott (Coleman Lew Canny Bowen, USA), Mattijs Kropholler (Maes & Lunau, Netherlands), Cynthia Labonté (Leaders International, Canada), Greg Gabel (Coleman Lew Canny Bowen, USA)
Second row from the left: Bhavishya Sharma (Athena, India), Marco Di Falco (Dotto Research, Italy), Harry Van de Kaats (Maes & Lunau, Netherlands), Tori Best (Fish Nankivell, Australia), Ramon de Kok (Maes & Lunau, Netherlands), Yanouk Poirier (Leaders International, Canada), Luce Nordon (Agora Search, France), Michael Herst (Osprey Clarke, UK)
Mr. Kropholler, when and why was Penrhyn International founded?
The network was founded in 1978 – 45 years ago. At that time, executive search as a global service was still in its infancy stage. At an IBM conference, some consultants met and discussed the idea of working together since each of them had search assignments for different countries, but just not the deeper knowledge of each market. You have to remember that this was the time before the Internet, databases, and so on. So Penrhyn International ultimately began as a group of friends who decided to form a network and do business together.
And when did you yourself become a member of Penrhyn?
We joined in 2005. As a headhunting boutique based in the Netherlands, we were getting more and more requests from clients who also wanted to hire us internationally. As a consequence, we needed a larger, international network. Then we came across Penrhyn International and were pleased that the organization already had a global presence and members on every continent. Two years ago, I was elected Chairman of the Board. I really enjoy working with my international partners, and over time the network acquaintances have become friends
In how far does Penrhyn International differ from other global headhunting networks?
One of the most important aspects of Penrhyn is that, although we are well connected globally, we are still relatively small – we are represented in 11 countries. And we do appreciate that number, even though there are certainly three or four countries that still need to be added. But we deliberately want to keep the network manageable, because that's the only way to actually get to know each other and build a relationship. And that is the basis for a functioning collaboration.
Another point is the fact that the membership consists of small boutique firms in which the partners and owners are still personally responsible for their customers and for maintaining quality standards – a fact that is very important to us. expertalis, for example, is relatively small with two partners running the business. But they have very high standards in executive search, and their methods and procedures are well developed and established. These are the perfect conditions to fit into the Penrhyn community.
But surely that also means that Penrhyn has certain expectations of its members?
Absolutely, and this is exactly the question we discussed at this year‘s conference: How can we engage as members to constantly evolve the network and take it to the next level? An important aspect of Penrhyn's membership selection, in addition to quality standards, is that the respective candidates seek a network through which they can actively help their clients internationally. And that doesn't mean sitting back and waiting for a project to come to you. On the contrary, you have to have international ambitions with your company because you want to serve your customers with a global network. That is the basic purpose of Penrhyn International.
Mr. Wenger, can you tell us why expertalis chose to join Penrhyn International?
To give you a simple answer: Because I am convinced that with Penrhyn we have found the right partner to successfully conduct headhunting internationally. The network is managed in a highly professional way and has a unique track record. Before joining Penrhyn, we had already gained some experience with other global headhunting networks. What we found in Penrhyn are trusted members with a long track record in their respective markets and with the highest quality standards when it comes to supporting their clients.
And what are your expectations as a new member of Penrhyn International?
Well, the bottom line is, of course, business: we want to serve our German customers in the best possible way when they have international vacancies. And our Penrhyn partners around the world naturally have a much better understanding of their local markets than we could ever have. So with Penrhyn, it will be possible to fill international positions for our customers with a perfect fit, be it a technology specialist in Europe, a CFO position in the U.S., or even a manager position in Australia. And of course, we are very ambitious when it comes to helping our Penrhyn colleagues find the right managers and specialists in Germany. In my opinion, a business relationship is never a one-way street. And if both sides as well as the customer can benefit from the Penrhyn network, it's a win-win-win situation, so to speak.
Mr. Kropholler, you have already indicated that Penrhyn only works as an organization if all members are really motivated.
Yes, and our members generally show a high commitment on their own account. But as I‘ve said before, we also openly demand that they proactively collaborate. Otherwise, things just don‘t work.
Dr. Wenger: For me, it's always about mutual trust. When I bring a long-time customer into the network, I want to be able to fully trust my international colleagues personally and professionally. That is the foundation of any successful collaboration.
Mattijs Kropholler: And because of this it's so important for members to get to know each other personally, because that's the only way to build up trust and form a relationship.
Looking back the past few years have been quite challenging in many respects. What future challenges do you see with regard to the international recruiting market?
Mattijs Kropholler: Actually, I prefer to think in terms of opportunities rather than difficulties. Technological innovations in particular can be a threat, but they can also be a great asset. For example, the introduction of LinkedIn has significantly changed the international headhunting market. In the past, only larger companies had databases for international assignments. Today, every company has such a database, and it's called LinkedIn. If you use this network to find the right candidate, you can theoretically work for the Spanish market even though you’re based in Germany. What you then lack, of course, is the so-called "high touch" that you need to really select the right candidate. And for that, you have your Spanish colleagues and experts at Penrhyn who can help you filter out the best person for the job.
Also, new developments are constantly emerging, artificial intelligence or gaming are only two developments that will play an important role in the search for executives in the future. As long as the human touch remains high, you can use all technologies that are available. And this is where we make the difference for our customers.
Dr. Wenger: From an economic perspective, I‘ve had the doubtful "pleasure" of witnessing three economic crises: the bursting of the start-up bubble in 2002, the Lehman and real estate crisis in 2007, and most recently Covid and subsequently the war in Ukraine and the associated higher prices and cost of living. And yes, at least in Germany we are currently feeling the reluctance to invest, especially among our medium-sized customers such as the mechanical and plant engineering sector. At the same time, I am looking positively to the future, because this investment backlog will have to be resolved by 2025 at the latest in order to remain competitive internationally. In addition to that, there are entire industries such as the drive technology and the energy sector that are in the process of reinventing themselves. And this will certainly lead to a whole new demand for managers and specialists. I strongly believe that as long as we maintain our high standards in finding the right candidates, we will continue to be successful.
Mattijs Kropholler: And if I may add: The Covid crisis was a major challenge, but it also had a positive impact because of the introduction of new technological solutions. Today, we can have meetings with clients and business partners all over the world without having to travel. Of course, the onsite face-to-face interview still provides the highest quality, but technology definitely makes the search for executives more efficient.
Dr. Wenger: I believe that hybrid work is the key to success. You should utilize the available technologies, but then also have face-to-face meetings and conversations with candidates to be able to make the right decision for your clients.
Amsterdam, Netherlands, 29 March 2023 – Penrhyn International, one of the world’s leading global networks of retained executive search firms, has added a new member firm in Germany. With offices in both Düsseldorf and Stuttgart, expertalis holds more than 25 years of market experience, with international clients in various industries.
Chairman Mattijs Kropholler says “Once again, Penrhyn is represented in Germany by the joining of the executive search firm expertalis. Two experienced executive search consultants and their research team, have made their mark in the profession in Germany. Immediately after their joining they have started collaborating with our members. We are proud to announce their membership of our network and look forward to working with them on various prestigious assignments coming up.”
Mattijs Kropholler, Chairman of Penrhyn International
expertalis - Headhunting with Passion
Managing partners Markus Lorch and Dr. Philip Wenger have been actively involved in headhunting for more than 25 years. Willingness to deliver and fast response times are what they stand for. They deliberately commit themselves personally to every search. Doing everything to ensure that a position is filled with the ideal candidate is also what characterizes their entire team.
Philip Wenger (left) and Markus Lorch (right),
Managing partners of expertalis
Dr Philip Wenger has a broad candidate and client network plus in-depth expertise in filling executive and specialist positions across many industries and functional areas. In his doctoral thesis at the Freie Universität Berlin, the graduate in administrative science dealt in detail with mismatch issues when filling positions in corporates.
Markus Lorch is your competent partner in all matters concerning executive search. Recruiting high-caliber candidates for specialist and executive positions has always been the domain of the administrative scientist. He is convinced that a good headhunter brings people together with a truth-worthy and transparent approach.
For more information, please contact:
Yiota Arhontou
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About Penrhyn International
Penrhyn International is a leading global network of retained executive search firms, providing its clients with tailored solutions to identify and recruit premier executive talent to drive their ongoing business success. Founded in 1979, Penrhyn continues to provide future-facing solutions, exceptional market insight, and performance-driven results to its clients.
With offices in over 40 cities across the world, Penrhyn combines deep industry insight, the latest market intelligence, and global connections to deliver consistently high-quality search execution and talent management services. Comprising carefully-selected high-quality independent search firms, each with a strong presence and network in its local marketplace, Penrhyn offers clients a truly international perspective on their executive talent requirements.