Making strategies work. It’s all about people. ™
Securing tomorrow’s results is all about aligning people with new strategies �
Before explaining what we can do for you, let’s talk about the essence of it all
The right people will deliver the right results Having the right people in your team will bring your strategy to life. They will create results and make change work to your advantage. That is why we are so interested in people. Securing tomorrow’s talent comes through understanding the changing relationship between people and organisational performance. And securing tomorrow’s results is all about aligning people with new strategies. Which must mean that delivering your strategy and achieving your results is all about people.
Understanding you
Bringing your strategy to life The results you need to achieve and the landscape you operate in are the framework for your organisation’s future. When we work with you, we evaluate your structures, challenges and goals from the ‘outside in’. By seeing you in this way, as your customers or stakeholders do, we can bring new perspectives and understand your organisation and its future more objectively. The result is expert advice on selecting, recruiting, developing and deploying the right combination of employees to implement your strategy. Whatever solution your organisation needs, we will help you to master the fine art of making the right investments in people. Because it is these investments that will deliver the best possible results and bring your strategy to life.
We understand your organisation objectively – from the ‘outside in’ ”
Understanding people
The right talent produces the best results The better you understand your people, the better your decisions concerning how to deploy and develop them. We are pioneers in predicting the impact that people’s capabilities and personalities will have on their workplace performance, and on their potential. Recognising someone’s achievements and how they deliver results is one thing. But to truly understand them, you have to appreciate what is happening on the inside: how individuals think,
feel and act – and what motivates them. By evaluating each person from the ‘inside out’, we ensure that you find, keep and develop the people you need to deliver the best results. The right talent in the right job at the right time always delivers. And with the right development and deployment, their performance will reach new levels.
We understand your people from the ‘inside out’ ”
Mercuri Urval
Our company is designed to improve your organisation’s results More than 40 years ago, Mercuri Urval was created to help answer a simple but important question: How can organisations make sure that they have the right people in place to deliver the best possible results? By answering this question successfully over the years, we have built strong partnerships with our clients. As a result, we have grown too, to become a leading global business in our field. We continue to believe that the quality of our service makes us a true partner to our clients. To this end, our own people are selected for their ability to deliver exemplary results and clear professional advice, in addition to their technical specialisation and know-how. Today, our services include a range of solutions, built to strengthen the performance of our clients’ employees. Please visit www.mercuriurval.com contact us and find out more.
We are pioneers in predicting the impact people have on business results �
Recruitment Solutions
Recruiting people who deliver results The right recruitment partner finds the right match by truly understanding your organisational strategy. Our knowledge and experience have taught us this: your operational framework is unique and you have specific needs at different times.
relationships we build with our clients and their candidates. For fast and flexible solutions, from a single assignment to hiring an entire organisation, we have a proven track record.
As a leading international recruitment consultancy, our success is strengthened by the enduring
From a single assignment to hiring an entire organisation, we have a proven track record �
Board & Executive
Building the right leadership capabilities Recruiting and developing the right leaders is your best opportunity to strengthen your organisation’s performance. Our Board & Executive team are experts in defining and developing the leadership capabilities that will frame your future success. From top team development to executive coaching, all our solutions help improve the performance of
leaders by aligning their development opportunities with your strategic goals. And when you need fresh leadership, our Board & Executive Search consultants are there to make sure that you acquire the talent your future demands. Quite simply, the right leaders will bring about the best results.
Our Board & Executive team are experts in building the right leadership capability �
Transformation Services
Making change work to our clients’ advantage The demands of tomorrow require organisations in all sectors to be agile and dynamic. The winning teams will be the ones who can make change work to their advantage. Our range of Transformation Services is informed by our decades of practical implementation experience. Our point of departure is your organisational strategy – where you are today and where you are going. We can work closely with you to: • • • • •
Better align people to strategy Transform sales force, delivery unit and leadership performance Structure organisations for improved results Secure effective leadership through Mergers & Acquisitions Get the right start for new organisations
In the future, the rate of change is only set to accelerate, so we are here to provide the experts, services and resources you will need to succeed.
Our point of departure is your organisational strategy – where you are today and where you are going ”
Talent Management
Giving our clients a performance edge Comprehensive and repeated research proves that organisations that attract, motivate and retain the right people outperform those that don’t. The truly successful organisation builds the right capabilities and talent at all levels – people who can take the organisation into the future. And because talent is the performance differentiator, we put our clients’ strategy at the heart of our talent management solutions.
• What capabilities do you have? • What capabilities do you need? • What capabilities can you develop, and how? • What capabilities do you need to acquire? • How can your capabilities be best leveraged through change? By carefully shaping our services around each of these questions and your situation, we deliver integrated solutions that create real step changes in an organisation’s performance.
Organisations that attract, motivate and retain the right people outperform those that don’t ”
Analyse
Services in detail
Assess
Define the capabilities you need to succeed
Select and identify your talent and talent gaps
• Capability Model Development • Job Description and Specification • HR Strategy Development • Customer Perception Analysis
• Individual Assessment • Capability Review • Assessment Centres • 360° and Multi-Source Feedback for Evaluation and Development
Develop
Recruit
Deploy
Build capabilities to accelerate performance
Hire the right people to deliver results
Move your people to the right roles
• Executive Coaching • Team Development • Development Programmes: Leaders, Managers, Specialists • Organisational Development
• Recruitment and Selection Solutions • Executive Recruitment • Strategic and Volume Resourcing Programmes • FastStart™ Transition Coaching • Start-Up and Relocation
• Organisational Change • Right-Shaping and Transformation • Outplacement • Executive Outplacement
Global reach
We meet our clients’ needs, wherever they are Mercuri Urval is a leading international consultancy, working with more than 3,000 clients in over 50 countries every year. Your Mercuri Urval team will be selected from our pool of expert International Business Consultants, all with a strong track record of delivering results. The size and specialist skills of your team can easily be adjusted as your needs change. Every Consultant in this team will be fully briefed on your strategy and on the specific process requirements for each assignment. Whether it is your first start-up in a new part of the world, or the need to drive your operation’s performance in emerging markets, we are already there.
We carefully apply our global solutions to your local conditions �
Building your Employer Brand
Knowing what you need is no longer enough In the 1980s, people changed jobs on average every four years. Today, it is every second year. And the next generation is not slowing down. Continuously attracting the right talent is a challenge in itself, but the recruitment process is only the beginning of a long relationship. The need is for a modern, sustainable employer brand to introduce, engage, develop and retain that strong relationship in the future.
To put it simply: Why should people join your organisation? What will make them stay? And why should they want to return? In the future, being an employer that people choose to join and stay with may be your single biggest strategic challenge. We can help strengthen the odds in your favour. With over 40 years’ experience of what motivates people, we can make sure that you become the employer of choice – thus attracting and retaining the people you need.
Making yourself attractive to tomorrow’s talent, at every stage of their careers, is a strategic challenge ”
Our commitment to a sustainable future
Responsibility is a mindset as much as a policy We expect every one of our employees to live and act responsibly and according to our values. Social Impact:
Environmental Impact:
• We strive to nurture a work environment that fosters integrity and respect, and one that in all ways promotes diversity and equal opportunities for individuals • We are committed to eliminating any form of discrimination • We recruit and identify talent from the widest possible talent pool • We encourage and support the extra-curricular contributions that our people make to society
• We work to limit our energy consumption through our ‘Way of Working’ Programme. This includes using local consultants in our locations to encourage low emission transport. Wherever possible, we also use IT tools to avoid unnecessary travel • We keep office space to a functional minimum and encourage flexible working arrangements • We seek to reduce the use of paper and the amount of material that gets stored
We foster Integrity, Respect and Diversity ”
Our commitment to quality
Proven methods and a culture of quality All our tools and processes meet the highest quality standards and are approved for deployment in the world’s leading organisations. With our ISO 9001 and DIN 33430 certification, you can be assured that our solutions deliver results.
Our Partnership Agreements govern our cooperation and are tailored to your needs and your specific situation. They will ensure that our team and your team work together within a clear, appropriate and agreed framework. Setting expectations, confirming commitments and reviewing progress all come as standard.
Even more important to us is Mercuri Urval’s own standard of excellence – quality is in our DNA. Over the years, industry research has consistently shown that just one bad people decision at executive level carries a huge cost. So we understand that it is critical to get it right.
Over the years, industry research has consistently shown that just one bad people decision at executive level carries a huge cost ”
Our commitment to you
We will get it right Our clients are local, international and global. They are small, medium and large organisations, which are privately owned, publicly quoted, and in the public sector. We have combined more than 40 years of experience and extensive research into our clients’ needs to create a company with the expertise and agility to adjust to your requirements: • • • • •
Your organisational success is the focal point of everything we do Our global reach is unrivalled We will put together the right consultancy team to meet your needs We provide clear governance and deliver quality in our way of working Our industry-leading tools and processes will be carefully applied to your needs • Mercuri Urval is committed to contributing to a sustainable future Working in partnership is not always easy, but we will strive to get the right results for you each and every time.
We have created a company with the expertise and agility to adjust to your requirements ”
Mergers, Acquisitions & Buyout Services
Maximising results within a changed environment The ultimate success of any Merger, Acquisition or Buyout is achieved by creating value. The risks and opportunities are high. The most significant factor for success is having the right teams in place – at Board, Executive and Management levels. Underpinning our approach is gaining a deep understanding of the dynamics of the business context, the vision that initiated the deal and the possibilities for creating future value. With our extensive track record, our relentless focus will be to reduce the risk of costly mistakes and to unlock the potential of the organisation. We will work closely with you in the different phases of: • Management Due Diligence • Board Appraisal • Management Audit • Sales and Delivery Transformation • Executive Search, Coaching and Outplacement From small transactions to large deals we have played a significant part in helping to shape and build healthy organisations that will survive and thrive.
The most significant factor for success is having the right teams in place – at Board, Executive and Management levels ”
Your Solution Overview
Capability Model Development
Build a framework to describe the competences your business needs A Capability Model enables you to create a common understanding of what behaviours are required to implement your strategy – defining what talent your organisation needs to reach its goals. Mercuri Urval’s approach provides you with a clear and direct link between goals, strategy and people capabilities. Tailor-made for your business situation, our methodology builds Capability Models that deliver results. By conducting a thorough analysis of your business context, we identify the critical capabilities your people need. This analysis is the foundation for our work together to develop your model – using language that is relevant, simple and enduring. Our approach is to take your key people with us, to make sure stakeholders really have a stake in the model developed. This approach significantly accelerates your capacity to integrate the new model into your talent management processes. And the faster you do this, the faster your Capability Model starts to help you build the talent your business needs. With decades of implementation experience behind us we provide practical recommendations, so you can bring the model to life, ensuring it has the right impact on your critical decisions about people.
Why build your Capability Model with Mercuri Urval • • • • •
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We are pioneers in linking business to people capabilities Hands on expert advice and specialist model development teams Global reach and consistency Expert business consultants that understand commercial challenges Proprietary tools and best practice, like our MMInE™ analysis techniques, that accelerate the process and improve quality at each step of the way Proven track record of successful design and implementation We can be your implementation partner, whenever you need us
Applications for Capability Models • • • • • •
Development of corporate values Implementation of strategy Talent upgrade Setting new talent and performance standards Creating a common view of your required leadership capability Creating a framework for a capability building programme
A typical process: • • • • • • •
Programme management set-up Current and future analysis of the business Capability modelling through facilitated workshops Documentation and approval of the Capability Model Presentation of the Capability Model with recommendations for its implementation Follow-up and review process Implementation activities
Customer Perception Analysis
Build your strategy on strong foundations Knowing your customers and how they see you will help you build a business strategy that delivers results. Mercuri Urval’s Customer Perception Analysis is a value-chain assessment methodology that gives you a better understanding of your interaction with customers: • How can you improve your strategic positioning with customers? • Have you accurately diagnosed your competitive business environment? • How can you create more value to win, keep and expand your customer-base? • Which business choices will help you to drive profitability? Having the right answers to these questions means you can align your strategy with your customers, to create more value for their organisation and yours. Our Customer Perception experts understand how to handle your customers, to get the answers you need and at the same time make them feel good about your company. Carefully structured dynamic interviews with your customer responsible account managers and their customers ensure that information is effectively interpreted to create clear recommendations that will enhance your results.
Customer Responsible interviews
Customer interviews future business performance
Business Analysis
And if you need our help to implement these recommendations, rest assured that our Sales Transformation solution delivers real results.
Why work with Mercuri Urval • • • •
We are pioneers in understanding people and About the process business The extensive interviewing and customer management expertise of our consultants We have the required sector expertise Our proprietary perception measurement models and techniques
Applications for our Customer Perception analysis • • • • • • •
Business performance improvement activities Sales force effectiveness programmes Strategic re-positioning Exploring current and new market needs and opportunities Strategic change programmes M&A activity post merger Developing customer-centric capability models
About the process 1. Business Analysis and programme planning 2. Managed communication with customers and suppliers 4. Dynamic interviews with key customers and critical relationships (including e-survey/focus group options as needed) 5. Reporting, conclusion and analysis 6. Presentation of strategic recommendations 7. Defining action plan 8. Follow-up and review
Define your People Need
Foresight gives you the advantage Understanding your future needs for people is the critical basis for effective talent management. When shaping your organisation, it’s critical to align your talent strategy with your company’s evolving business situation. Knowing what people-capabilities you need is the key to achieving your goals. So, whether you are making an important recruitment decision, embarking on a focused development activity or re-structuring to change business performance, a clear definition of what you need to succeed is the necessary first step. Most companies have a set of business targets that they aim to achieve and a strategy outlining the way to get there. Our analysis solutions help you define the types of people you need to secure success – to set the right framework to attract, develop and retain high performers: • • • •
Build a winning HR strategy Define competence frameworks that describe high performance Specify the roles you need Put customer insight at the heart of your people plans
LONG LASTING RESULTS
STRATEGY
PEOPLE CAPABILITIES
HR Strategy Development
Create the future Success in business depends on much more than having the right strategy. You need the right people in place to implement it. It’s about putting your human resources at the centre of your business strategy. With decades of experience, Mercuri Urval provides you with first class methods to analyse your business and then develop the required people-strategy. We build up a clear picture of your business by calibrating input from stakeholders and customers and by examining competitors’ behaviour. With you, we can then build a strategy that addresses key questions such as: • • • • •
How will you compete in the future? What activities will drive your success? How will you best implement your strategy? What is best practice for your type of business? What people capabilities will you need in the future?
With this clean insight, together we can address how you can build a people strategy that will ensure your future success:
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ANALYSE
ASSESS
DEVELOP
RECRUIT
DEPLOY
What capabilities do you need?
What capabilities do you have?
What capabilities can you develop?
What capabilities do you need to acquire?
How can you best organise the capabilities you have?
How will you develop a world class HR capability? What talent programmes and initiatives do you need to design and implement in order to attract, develop and retain the required capabilities?
And when it’s time to implement, we can be your partner too.
Job Description and Specification
Describe the roles that your business strategy demands Our Role and Demand analysis is the foundation for a successful recruitment or talent management process. It connects your results with a profile of the people you need to deliver them.
High performance starts with defining the right role-demands. A thorough analysis of the current and future business situation alongside our industry benchmark insight will show the competencies needed for any position. We carefully identify, prioritise and document the knowledge, skills and attributes needed in a specific role, function or business.
Defining the right competencies We use structured interviews and/or surveys with stakeholders to ensure the right capabilities are identified. We then prioritise them with you to match the demands of your strategy and build specific role profiles: • • •
What is the value contribution of the role holder? What knowledge, skills and attributes are needed? What experience, skills and behaviour will achieve success?
So whether you need a role profile built for a specific recruitment – or a total role classification solution as part of a talent upgrade or re-structuring – we have the tools and expertise to deliver.
Assessment & Development Centres
Tailored to your situation Mercuri Urval’s assessment and development centres are made for you. Development starts with insight, our assessment centres – typically run over 1, 2 or 3 days – provide it. Operating against your capability model or ours Mercuri Urval assessment and development centres give specific, detailed and practical recommendation to you and your people: • • •
What are the capabilities of you people? How can they develop and how quickly? Which career path is best for them and for you?
Why us? With all our assessment experience we offer a unique combination of proven tests and profiling techniques alongside bespoke business role-plays, business simulation games, group discussions, and problem solving or prioritising exercises. A fully managed service or working with integrated delivery teams – your people and ours – we have the scale to deliver Exercise adapted to your business reality, or your strategic challenge Expert in development as well as assessment – helping people understand how to be more successful in their job is what we do
Assessment and development centres by Mercuri Urval • • • •
Business- or function-specific assessment tools International delivery capability Extensive range of assessment methodologies In house design and build expertise
Practical application • • • •
High potential programmes Leadership development Competence evaluation As an integrated part of a strategic resourcing programme
Assessment Solutions Overview
Measuring potential, predicting success
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You need to assess the capabilities you have today to know what capabilities you need for your strategy to work tomorrow.
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Mercuri Urval is a pioneer in the predictive assessment of people. We have built our success on our ability to identify and measure potential in individuals, teams and organisations.
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Mercuri Urval can help you evaluate potential for development, identify capability gaps, and select new people who can fill those gaps.
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The whole picture A CV only tells part of a person’s story. The capabilities you need can often be found beyond the brief résumé of education and work experience. Mercuri Urval offers the accurate, predictive assessment you need to get the whole picture. So you can make the right decisions. Individual 1 to 1 assessments, tailored assessment processes, extensive 360° perception surveys, global talent audits – Mercuri Urval offers a full range of tools and methodologies.
Unrivalled Accuracy Having assessed people worldwide for more than four decades, we set the highest standards for quality and consistency. We don’t just deliver class-leading accuracy, but also give you practical recommendations. Our track record proves it. Our assessments take place within the context of your business situation. Utilising this commercial insight, our unique combination of proprietary tools and our unique methodology, we predict how your people will be able to make your strategy happen. Finally, we help you – and your people – put the appropriate development measures in place.
A Range of solutions Find out more about why the worlds leading organisations turn to Mercuri Urval to assess their people:
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Capability review – mapping potential and auditing performance locally, nationally and globally Assessment and Development centres – tailored and integrated group assessment Individual assessment – selecting talent in recruitment, matching people to role demands and planning bespoke development 360° assessment – Business 360 for collecting employee perception feedback and applying development recommendations into the business situation Performance Management – Using our expertise to help you build or improve your own performance management capability
In addition to stand-alone assessment programmes, we offer a range of business transformation and talent management solutions incorporating tailored assessment activities.
Assessments by Mercuri Urval Unrivalled validity and accuracy – 94% of our recommended selection assessments meet or exceed expectations Assessment thought leaders with more than 40 years of knowledge and experience Global reach and consistency – 25 countries, common methodology, culturally weighted tools Expert business consultants and assessment specialists who understand business Proprietary expert tools: personality profiling, analytical, verbal and conceptual ability testing, expert behavioural interview models Highest standards in the development of tailormade and centre based assessment programmes, such as role plays, written exercises and group exercises Expert assessment model that integrates business and behavioural factors to enable predictive accuracy Experience gathered via small- and medium-sized enterprises, as well as multinational corporations 30.000 assessments carried out every year, worldwide
Business 360° Assessment
Your people from every angle Mercuri Urval’s Business 360° process allows you to see how you and your staff are perceived in those crucial moments of interaction with clients and colleagues. It identifies areas of development. It measures progress. And it supports the kind of behaviour your business needs to succeed.
gaps between actual and potential performance. Then, we set to close that gap by bringing the participant in alignment with your business strategy. This means a clear, relevant and result focussed development plan. We give feedback sensitively. Our findings can be used to direct career counselling, or to help the participant become more effective in their clients, colleagues and stakeholders.
Are there any hidden talents who are not being used to the full?
The information gathered is in-depth and rounded because input stems from many levels and sources. This gives our feedback the credibility that motivates participants towards 360° development and change.
What goes on when you’re not there?
The result
Are you acquiring important new skills efficiently?
Is your divisional leader in all truth perceived as a package of aggression? Or is he or she regarded as a goodnatured team player with all round leadership skills?
Business 360 helps your people work more efficiently, build stronger teams and get closer to clients. And above all, we help them understand your strategy, and their own part in it.
You really ought to know.
Why Mercuri Urval leads the way in 360°
These issues can make or break your profits.
The survey Business 360 starts in the same way as every other Mercuri Urval process: with us understanding your business the way you do. Unlike many 360° activities this means the development findings can be put into the participants real work situation. We look at your business from your angle, and we look at your people from every angle. We identify managers, peers, subordinates, customers, suppliers and other external stakeholders who may provide valuable insights. Our online 3D™ survey tool generates a detailed map of how the participating individual or group is perceived – using one of our capability models, or a question set we build against yours. Our methodology incorporates proven best practice into a reliable and robust process to achieve a holistic assessment.
The development Analysing the output of the perception survey, an experienced Mercuri Urval business consultant identifies the participant’s areas for development. Our aim is to support, not to dissect and criticise. We are looking for
Our consultants use proprietary best-practice tools, such as our own developed Capability Models and associated questionnaires, our simple and efficient 3D™ Survey tool and our best practice concepts for development planning and career counselling. The highly effective and reliable Business 360 process is used successfully worldwide. So questionnaires and all other relevant materials are available in most major languages. We deliver relevant results. Feedback and development plans are fully aligned to the needs of the organisation and the individual.
Capability Review
Are you capable of success? Whether you’re talking strategy implementation, talent management or succession planning, it’s all about capabilities. It’s about identifying future capability needs, your current capabilities, and any gaps between the two. A Capability Review™ by Mercuri Urval takes place within the context of your specific business situation. When we assess people we evaluate their current capability and their potential to make your strategy work. That’s why your business strategy is our starting point, as well as the overall objective. So whether you need to audit a global management team, or evaluate the competence of a business division, Capability Review™ is your answer. And whatever result you need – to select, develop or re-deploy – we deliver.
To the future – and back Traditionally, the first step is to translate your business strategy into capability needs. The next step is to assess your people. Why not the other way around? We start with tomorrow’s needs, because that’s where we learn what capabilities to look for in the people you have today, so they can deliver tomorrow. Of course we capture an accurate assessment of people’s performance capability in current roles. But more than this we’re looking for the capabilities that will make your strategy successful in the long term. And we’re looking for people’s potential to develop those capabilities.
Filling the gaps Our Capability Review™ process allows us to identify any competence gaps by understanding future capability needs and evaluating current capabilities against this frame. But we don’t stop there. The Capability Review™ shows you: 1. The people who have the potential to develop the kind of capabilities you need 2. How you can develop them 3. And the kind of capabilities you will need to look for when recruiting new people
Capability Review™ by Mercuri Urval • • •
• • • • • •
Global reach, consistency and track record A client-specific, strategic approach Proprietary class-leading assessment tools: • Personality profiling • Cognitive and ability testing • Extensive experience profiling • Expert behavioural interview model 30.000 assessments carried out every year, worldwide Actively involves and motivates participants Industry-leading, accuracy in assessment International project management experience Applicable to individuals, teams and entire organisations Educates your people, and your leaders, about what capabilities you need to be successful
Performance Management
Optimise you performance processes Business performance is not rocket science – the most successful organisations deliver results because they have the right people. The right people keep performing because they understand your business strategy, and their own part in it. To us, performance management is the continuous process of aligning your people with your strategy. Mercuri Urval can design, facilitate, and/or monitor a management process in accordance with your specific needs. We help you measure and manage your people’s performance in order to strengthen your competitiveness.
Business goals
Performance review and Levelling
SMARTERTM objectives Development plan
Periodic Review
Ongoing Feedback
Tailored solutions Mercuri Urval offers performance management solutions which are tailored to your needs. We help you develop the right performance solution for your business, or enhance the one you have. • • • •
How can your performance processes be tuned for greater impact? How can you make sure the capabilities you evaluate are the defining ones? How can you link your performance and talent management processes seamlessly? How do you develop your people’s ability to set and appraise performance expectations?
Performance management by Mercuri Urval Mercuri Urval has worked in performance management for over 40 years. Whether you want to develop your own organisation’s capability to deliver performance management, or whether you want us to help you directly evaluate your people, we have the track record that assures our success together.
Coaching
Coaching – an investment that will repay itself Business Coaching accelerates individuals to the next level of performance. It’s the most effective personal development process in a professional environment. Developing the capabilities of your key people through Business Coaching is an investment that will repay itself many times over. Coaching means learning through guided action. It’s a powerful way to help key people develop their capabilities and become more successful. Coaching gives them the insight they need to improve your business performance while reaching their own goals.
Accelerated personal development
COACH
We focus on creating the optimum connection between your organisation’s overall strategic goals and key employees’ personal development actions. Our philosophy is about creating insight through increased awareness. We act as development catalysts, enabling coached employees to identify the solutions necessary to tackle ongoing challenges and deciding what must be done to reach the next performance level.
Quality control
• expert techniques • proven methodology • behavioural insight
MU BUSINESS COACHING BUSINESS
• commercial priorities • business strategy • operational requirements
COACHEE
• strengths & limitations • self insight • aspirations
All our Business Coaches are accredited by Mercuri Urval in the use of our tools and techniques. Our process conforms to the highest international standards and our coaches receive tailored training based on the ABCD™ process, which is itself aligned to established coaching best practice.
Our approach Mercuri Urval´s coaching solution is based on our pioneering work into what makes people high-performing. The combination of our people, our tools and our process makes Business Coaching truly unique: 1. Based on insight Business Coaching starts with a clear and agreed insight into the individual, ensuring that the coach understands both the business situation and the individual’s capability. 2. Focused on targets Mercuri Urval’s extensive experience of personal and professional development means we understand the impact coaching can have on your business results. Therefore, we link the coaching objectives to SMARTER™ targets that deliver for the business as well as the individual. 3. A proven Learning Methodology Mercuri Urval coaches deploy our Activity-Based Coaching and Development (ABCD™) method. This is proven to accelerate the personal and business impact of coaching. It ensures learning is an active rather than a theoretical process. 4. Measurable Results Our three-pronged approach ensures that line managers are active in the coaching process. This means that they are able to support the participant’s development, and to provide feedback to the coach on challenges faced and how they are met.
Develop your People
Releasing your people’s potential The demographic trends of an ageing population in the Western world will soon result in fewer people of working age. That’s why long-term business success means retaining, motivating and getting the best out of the people you have. Training and education is important, but it is not enough on its own – developing capability requires a fundamental change in behaviour. Mercuri Urval offers a full range of the highest quality development solutions to improve your people’s performance. These solutions are based on our philosophy of learning: that building on strengths and managing the impact of weaknesses are the key to accelerated performance improvement. Whether through individual or team coaching, tailored group development programmes or wider organisational development initiatives, our clients turn to us for development solutions that deliver results.
Based on real needs All our development solutions are based on the actual needs of your business and your people. The hallmarks of our approach are that our solutions are tailored to your people, integrated into your people strategy and focused on practical and measurable outcomes.
Thought-leading approach and methodologies Our approach to development is based on some simple but highly effective principles: • • • • •
People learn faster when they want to Understanding the connection between individual learning and business results ensures a better focus Setting and evaluating learning goals provides clarity and speed in execution Working on strengths can be the best accelerator of real performance improvement Valuable learning results in change – commitment from all parties is needed to change behaviour
Whether it’s in the use of our Activity Based Coaching and Development (ABCD™) method or through SMARTER™ action planning, we have developed tools and processes that accelerate traditional learning cycles.
Why trust Mercuri Urval with your people’s development? • • • • • •
Proven learning philosophy and development models Proprietary methodologies to accelerate development Expert business consultants who understand commercial challenges and have hands-on experience of both small and large businesses We are development specialists: experts in helping people improve their success We understand how to use assessment as part of your development agenda Locally, nationally and globally, we have the solutions and experts you need
Development Programmes
Our development programmes tailored to your needs Mercuri Urval’s result-oriented development programmes will strengthen your company, enabling you to reach your goals. Group-based coaching and development enables our clients to build new capabilities. In order to align groups around a new situation, it’s important to provide the best practice content as well as engaging and interactive group sessions. Depending on your specific needs, we offer facilitated development programmes for: • • •
Leadership development Management development Development of specialists
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Why collaborate with Mercuri Urval
Each programme combines state-of-the-art content with action-based learning. Drawing on our long experience of improving business results, our programmes can be run for any level of seniority. Typical programmes run over three or six months and use a combination of thought leadership content, business simulation exercises and practical action planning.
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Our programmes are usually linked to your company’s own training and development programmes and act as accelerators for people to learn and practice new techniques in a challenging and supportive environment.
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Measuring return on investment We start by getting a clear understanding of your needs and those of the participants, as well as the programme’s desired outcome. Once the goals and measurements for success are identified, we work with you to perfect the programme’s style, content and focus. The aim is to maximise engagement and commitment from participants. After the programme is completed, we measure the results to demonstrate your return on investment.
Mercuri Urval’s expertise The development programmes are built on Mercuri Urval’s core functional expertise:
Leadership Management Change management • Culture change • Team development • Business transformation Implementation of strategy HR and talent management • Recruitment best practice • Assessment best practice • Development and learning • Performance management Business Development • Sales • Account management
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Global reach and consistency Expert specialist facilitators and programme designers Focused on sustainable results (including train the trainer) Language capability and cultural sensitivity Practical business focus with established ROI measurement processes Clear and effective tools, techniques and best practice content
Typical applications for our programmes • • • • •
Developing leadership capability Developing your management Changing your organisation profile Building new organisation capabilities Changing leadership and strategy implementation
Our process has clear stages • • • • • •
Analysis of your needs Setting desired goals with you Programme design and tailoring by Mercuri Urval Establishing an expected return on investment (ROI) Communication and programme management Integration into your existing company programme/ training scheme (where appropriate)
Organisational Development
Bringing people, culture and structures together to optimise performance The right organisational model will improve your business effectiveness. Mercuri Urval’s Organisational Development solution enables you to understand the current shape of your organisation and then optimise it for improved business performance. Adapted to your specific needs, a typical Organisational Development programme has the following components: LONG LASTING RESULTS
1. Analyse and define: Our sophisticated analysis techniques allow us to map your organisation’s current profile and define its needs. 2. Assessment: Our range of people assessment solutions enable us to evaluate and benchmark your people at all levels. 3. Implementation: By combining these insights with detailed analysis of your strategy, we can make clear recommendations on your organisation’s optimal shape and structure. Working with you to implement your new organisation we’re able to move people to the right role that matches both business need and their capability.
STRATEGY
PEOPLE CAPABILITIES
Accelerating implementation and mitigating the impact of these changes with your people is now our key focus – ensuring day-to-day business is not affected whilst employees and leaders adapt to their new operating model is critical to your success. Whether this means working with re-deployees, coaching leaders to execute effectively in the new world, enabling people to make a FastStart™ in a new role or educating your people on how to work in the optimum way – Mercuri Urval have the scale and specialist expertise to be your change management partner.
Why trust Mercuri Urval with Organisational Development • • • • •
Global reach and consistency Practical and commercial focus on the value that can be achieved from the development of your organisation Expert business consultants who understand commercial challenges Specialist project teams, dedicated to the success of your change implementation Insight into your broader business strategy and talent management agenda
Applications for our Organisational Development • • • • •
Changing your organisation’s profile Building new organisation capabilities Re-organisation Cost management Change management
Team Development
Helping your teams achieve extraordinary results Strong teams drive your business forward. Team Coaching with Mercuri Urval helps your teams achieve extraordinary results now and in the future.
Capabilities of a leader FO
Our approach improves the existing capabilities of your teams, and gives them the focus, insight, support, skills and tools they need as a group to achieve sustainable results.
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Leadership Role
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Team Role
Specialist Role
This is a tailor-made programme to develop the whole team and the role of each team member. A typical programme starts with us accurately defining your business needs. We analyse the team’s situation using our 360-degree TeamScan™ tool and on the basis of the findings develop a programme focused on: • Clear business and team goals • A charter that structures an optimal way for the team to work • Development of the team dynamic - the best personal interaction between team members • Defining measurements to understand the impact of each team on your organisation • SMARTER™ action planning to increase each team’s effectiveness • For the team • For each individual in their team role • Ongoing coaching for the team and its members Team Coaching delivers results as goals are achieved – the ongoing process and plans in place will guarantee the team’s future success.
Why our clients trust Mercuri Urval with team development We have a proven methodology that is applied flexibly to the needs of your teams. We are pioneers in our field with a huge bank of knowledge and experience, giving us: • Global reach and consistency • Class-leading proprietary tools and methodologies: TeamScan™, Capability Review, ABCD™ coaching methodology, team development and measurement models • Analysis and implementation tracking • Focus on building team skills to make the team independent of external support • Experienced business consultants who understand team processes and challenges and who have successfully coached teams at all levels
Mercuri Urval develop teams to:
We have significant experience in developing:
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Improve results - now and in the future Effectively implement your company’s strategy Focus on priorities and set a common purpose and clear direction Develop individuals in their team member role Improve relationships with customers and stake holders Use the company’s talent and resources more effectively
Boards Executive teams Management teams Sales teams Senior specialist teams Operational management teams Virtual and project teams Global and matrix teams
Outplacement or Career Change
Delivering dignified outplacement Adapting the organisation – including making employees redundant – is likely to be a manager’s most difficult task, as he or she balances people’s feelings with organisational needs. But with professional assistance, the process can be handled in a respectful and dignified manner. Mercuri Urval’s programmes for outplacement help you shape your organisation in both the short and long term, guiding your people and management through difficult change. Safeguarding your company’s image Effective outplacement helps you safeguard your company’s reputation. Conducting this task in the right way means your brand is protected, and even enhanced. At the same time, our approach ensures maximum motivation among remaining employees, making them ready to perform under the new conditions.
Executive Outplacement or Career Change Restructuring can be traumatic, so Mercuri Urval helps executives make the next step in their career. Our Executive Outplacement service offers expert transition coaching for leaders – tailor-made advice and coaching to improve and secure the right opportunities. Connect to new opportunities We match an executive’s skills and ambitions with the realities of the labour market. Our tailor-made, outplacement programme borrows our proven Business Coaching methodology. In this unique situation we help executives understand and act on personal change. We help them make the right decisions about their future. We acknowledge that executives are best able to decide their own future challenges, but we recognise that change can be traumatic. So our coaches act as process catalysts and trusted advisers, and also connect the executive to our local and global recruitment teams. Our hands-on programme motivates the individual to act, thereby accelerating the process of making the next career move. A faster process Mercuri Urval’s Executive Outplacement is faster and better-targeted than traditional outplacement services. Executive Outplacement is a unique combination of best-in-class coaching methodologies and hands-on job search and networking support. As one of Europe’s leading recruiters – with executive outplacement specialists throughout our organisation – we can provide the two things your executives really need: • •
Practical advice and access to the executive recruitment market Expert personal guidance and coaching to find the right move and cope with change
The qualifications of our coaches Our outplacement coaches have undergone expert training in Activity Based Coaching and Development (ABCD®).
Employer attractiveness and branding
Managing the laws of attraction – appealing to and retaining talent Business leaders know that the labour market is set to change considerably in the coming decades.
That means that the ability to attract, select, engage and retain people is crucial to the future success of any ambitious organisation.
Skilfully developing your brand Therefore, employers need to skilfully develop their employer brand to appeal to and retain the talent. Employer branding is about presenting the organisation as a firstclass place to work for existing and potential staff. The right value proposition is a key element of your competitive advantage.
High
COMMUNICATION EFFORTS
The growth of an ageing population in many Western countries will result in fewer people of working age and increased competition across most sectors.
Overcompromise
Success
IMPROVING
Failure
Low
Underconfident
HR PROCESS & POLICIES
High
Laying the foundations Firstly, it is important to understand the experience you give to your employees today – and then to clarify the promise you are making to them. What makes your organisation special? How does your future make a compelling story for the people you need?
Communicating your story Once you are clear about your proposition, it’s time to communicate the message. How do you package your offer to potential new hires? How do you shape your talent management processes around your brand? Whether it’s some practical advice in attracting a new manager, or a systematic development of your total employment proposition, Mercuri Urval helps companies boost their employer appeal.
In recruitment Our recruitment consultants and media specialists understand how to best convey your brand image. Our team expresses your brand by evaluating different sourcing channels and designing a recruitment campaign that communicates what your organisation stands for, and the promise it makes.
In talent management Our talent management experts recognise that your employment brand must be the drumbeat behind your talent management strategy. Retention means ensuring that the promise you make to new employees is met by the reality that greets them from day one. So whether it’s how you evaluate your people, match them to the right roles, develop their competence or even redeploy them through change, we can help you bring your employment brand to life.
Executive Recruitment
Acquiring premium leadership Organisations are defined by the quality of their leaders. When it comes to choosing them, there can be no compromise. Bringing the right people into the boardroom or selecting senior management is one of the strategically most important decisions an organisation can make. Whatever you put at the top will filter down. You need people who can be trusted to achieve results and secure the future. Choices made with wisdom and insight ensure success. But wrong choices can be extremely costly, not only in financial terms but also in loss of reputation and stakeholder confidence. An executive search or recruitment process needs to be thoroughly implemented to achieve the optimum result. Success means we focus on four critical phases: •
Clarifying the business goals and key success factors We know you prefer to prepare for tomorrow’s challenges rather than relive yesterday’s. Understanding what results you need to achieve and how you will need to compete is step one.
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Attracting and motivating executives who will make a difference Our extensive industry experience and wide network enable us to tailor the right sourcing strategy. Having access to talented people is not sufficient. They need to be treated with integrity and receive professional advice to help them make the right decisions.
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Helping you make the right decision To help you make the right judgement, we provide clear insight through a thorough assessment of an individual’s capabilities – strategic capability, leadership ability, operational skills and stakeholder management ability. This is supported by extensive referencing – where we check references with former employees and others – to ensure the right solution for both parties.
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Tailored Integration Finding high-calibre people does not in itself guarantee improved performance. We help you with proactive, practical support and advice ensuring that the hiring process is positive and that the new executive is quickly integrated into the new organisation.
Executive Search – A targeted approach Through our Executive Search process we motivate the candidates with the right credentials. The search process is conducted by experts thoroughly briefed on your business. It is these competent, highly skilled and experienced research specialists who identify target candidates and engage their interest in the opportunity you offer. With the right target pool identified we proceed together with you in interviewing and motivating suitable candidates. Our Board and Executive recruitment consultants work closely with your prospective new executive – providing a tailor-made service focused on securing the perfect strategic match.
FastStart™ Accelerated Performance
Ensure your people hit the ground running Even a new role holder perfectly matching your business needs can accelerate their time to high performance. Mercuri Urval’s FastStart™ programme enables your new recruits – be they internal or external – to hit the ground running. Our goal is to help them become high-performing, integrated members of your team as quickly as possible. A seamless integration saves money, time and frustration, and protects you from the risk of losing good people. Leaving new employees to fend for themselves doesn’t work
Setting Goals
I-SWOT®
100 Days Performance Plan
Performance Acceleration Session
Analysing Performance
Ongoing development
FastStart™ accelerates the performance of both new recruits and existing personnel changing roles. Our FastStart™ programme comprises:
1. Setting goals A three-way meeting between employee, line manager and Mercuri Urval consultant sets the performance goals at the start of employment.
2. Understanding the new work environment We utilise our selection assessment outputs in our I-SWOT™ tool to help the employee focus on applying their strengths to the new environment.
3. Defining clear performance expectations Our consultant and the employee develop a 100-day performance plan, which is approved by the line manager or human resources department. With clear performance expectations and objectives in place, the recruit’s progress can be accelerated.
4. Taking action A three-way coaching session between new recruit, line manager and Mercuri Urval consultant ensures that the 100-day plan is activated effectively. Our consultant makes sure that the employee and client benefit fully from the performance plan.
5. Analysing performance Our consultant, the line manager, and the new recruit review the latter’s performance after approximately six months to plan ongoing professional development With our insight into the employee’s behaviour and performance, as well as into the client’s business, Mercuri Urval can promise FastStart™ will work and delivers a clear return on investment.
Individual Assessment and Selection
Make informed choices Be sure to make the right choice when you recruit, promote or develop an individual. Look beyond formal qualifications and experience. Mercuri Urval can help you assess motivations, ambitions and personality traits.
Using world-class tools and methodologies, our expert consultants combine business and people insight to help you make the right decision. Our approach means we can make a predictive capability assessment. In other words, we can accurately evaluate how individuals will perform in a role that they have not yet been appointed to. Mercuri Urval conducts the individual assessment within your business context, and in accordance with the specific role and level. We apply our experience in personality profiling, cognitive and ability testing, indepth interviewing and career profiling. But even more than the quality of our tools is: • The expertise and professional competence of our people • Understanding your business • Accredited to the highest standards of assessment competence Our expert model of behavioural interviewing combines with highly reliable multiple assessment inputs. Put simply we use a range of proven assessment inputs, weighted against role demands, to accurately make a connection between behaviour, performance and results.
Proven Accuracy in the biggest test of all Assessing people for a new role – be it as part of a recruitment or internal promotion – is as tough as it gets. You simply don’t know how the person will behave in a new and untried situation. Well, even being a little humble, the truth is it seems we do. We checked, over 1000 assessments conducted in more than 25 countries during a 5 year period by over 80 different Mercuri Urval consultants. We asked our clients in HR or line management if our recommended candidate had performed 9-18 months into their new job.
The result? 94% of our recommended candidates met or exceeded expectations. Even we think that’s pretty good.
Practical application • • • • • •
Individual selection of new recruits Identification of potential and talent Plan personal development Succession planning Redeployment decisions Alignment to corporate capability profiles
Recruitment and Selection
Helping you reach your future goals Mercuri Urval offers a flexible approach to recruitment. By shaping a recruitment service that matches your needs, we ensure that we deliver fast and effective results. We can work with you to identify what competence you will need in the future, and then we can attract, motivate, select and integrate the best possible candidate. But whatever your specific needs our success is in ensuring we find the right people for your business.
Recruit. Select. Perform. Ensuring you hire the right people and accelerate their time to performance is our goal. Whether you need a fully managed recruitment solution or simply some specialist capability at any particular stage, we will shape a service level that delivers for you:
1. Analysing your recruitment needs Fully understanding where your company should be going, and what people you will need to get there is a critical factor to success. Understanding what skills, knowledge and track record are required is critical, making sure we understand what will make the right candidate fit your business is our added value.
2. Attracting and motivating the best candidates Using the most appropriate, dynamic and engaging channels we attract the best possible talent and maintain their motivation throughout the process. We identify the candidate’s priorities and ambitions, and help you to communicate your organisation’s employment proposition in the best possible way.
3. Making the right selection Our unique predictive assessment methodology uses a combination of tests, interviews and personality profiling to quickly and thoroughly assess the candidate’s qualifications, experience, motivation and personal qualities, ensuring the best possible match.
4. Ensuring high performance By re-utilising the assessment insights gained in selection we help you to integrate your new hire in the optimum way. The new employees and their line manager get expert advice to ensure that both hit the ground running in their new relationship – higher performance from day one. Whether you need a total recruitment and selection solution including specialist assessment and integration support, or to quickly fill an already defined vacancy, we deliver high performers.
Recruitment Solutions Overview
Meeting your recruitment needs The right people make business strategies work. That’s why recruiting the most effective combination of people will accelerate your organisation’s success. The right recruitment partner finds the perfect match by truly understanding your business and its strategy. At Mercuri Urval, ‘the right person for the right role’ is a guiding principle, because we recognise people as the most important contributing factor to your company’s results. Our knowledge and experience have taught us one thing; your business is unique. Therefore, you need a recruitment partner who can deliver a tailor-made solution for you – in your sector and meeting your specific challenges. Whatever your recruitment needs – local, national, international or executive recruitment – your partner should be Mercuri Urval. We’re one of the world’s leading international recruitment consultancy firms and have been at the forefront of our field for more than four decades. Our success is strengthened by the enduring relationships we build with our clients and their candidates.
Our proven track record After four decades in business, we are still very much committed to finding the people who will make your business strategy work. We practise what we preach: Your needs are met by our highly knowledgeable recruitment specialists, who make use of a range of effective tools and all appropriate sourcing channels. Their results contribute to your success rate. Every year we boost our clients’ performance by recruiting more than 10.000 specialists, managers and executives – in all functions, all around the world. Because of this track record, we receive over one million applications from talented candidates each year. We can be confident in saying:
1. We have a proven track record in all sectors 2. We have direct access to the people you need 3. We can identify the candidate who best matches your present and future needs 4. We are then successful in recruiting the most suitable candidate 5. As your partner, we deliver fast, top-quality results
Strategic Recruitment Solutions
Why recruitment should be a part of your long-term strategy Organisations need a clearly defined resourcing strategy to ensure they are effectively staffed with skilled professionals. That’s how your business can tackle the challenges and opportunities of the future in a sustainable way.
LONG LASTING RESULTS
STRATEGY
PEOPLE CAPABILITIES
When planning for the future, make sure that your key capabilities and resources are in place when you need them. Being strategic about human resource management means being visionary and identifying what people you need in the long term to implement your business strategy. Mercuri Urval’s Strategic Recruitment Solutions help our clients create the right hiring strategy – this includes workforce planning, developing multiple organisation and role profiles, and project managing volume recruitment. Whether your organisation needs to recruit a new team or business unit – or simply plan its resource capability for the longer term – we should be your professional partner in strategic human resourcing. Strategic Recruitment Services typically involve: • • • • • • •
Understanding your business strategy and resource demands Reviewing personnel skills Identifying the capabilities you will need in the future and workforce planning Defining a recruitment strategy in alignment with your business goals Executing large national and global recruitment programmes Integrated management of all candidate sourcing channels Volume assessment, capability profiling and integration services
Wherever you need us, we’re already there
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Visit us at www.mercuriurval.com