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Abstract

Market intelligence is crucial in ensuring executive search consultants make suitable decisions and deliver informed advice, knowledge and talent to clients. This article examines the types of market intelligence required by executive search consultants and the methodologies and sources used in intelligence gathering. An assessment as to whether the intelligence-gathering process is about who you know or what you know is also provided. The article considers the impact of demands for market intelligence on executive search firms and discusses knowledge management principles and processes as a means of aiding the effective capture, sharing and use of market intelligence. The article concludes with some observations on the skill sets required of researchers in executive search.

Keywords

Business information client intelligence client profile consultancy desk research executive search executive search skills headhunting intelligence gathering knowledge creation knowledge management market intelligence recruitment research sourcing intelligence

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