Heidrick & Struggles and Standard Chartered Bank: Managing Global Key Accounts

Posted: 1 Feb 2012

See all articles by Robert G. Eccles

Robert G. Eccles

University of Oxford - Said Business School

Kerry Herman

Harvard Business School

Date Written: March 23, 2012

Abstract

Daren Kemp, a partner at leadership consultancy and executive search firm Heidrick & Struggles, is responsible for the firm's relationship with Standard Chartered Bank (Standard Chartered). Standard Chartered is one of 94 companies in Heidrick's strategic partners program (SPP). The purpose of the SPP is to build strategic, value-based relationships with clients. Kemp joined Heidrick in 2008 and by 2010 has successfully built a strong relationship with Standard Chartered. The case describes how Kemp and his team grew this relationship and raises questions about what can be learned from this experience and applied to the other accounts in the SPP.

Learning Objective: The case illustrates how to successfully build a strong client relationship in a professional service context.

Suggested Citation

Eccles, Robert G. and Herman, Kerry, Heidrick & Struggles and Standard Chartered Bank: Managing Global Key Accounts (March 23, 2012). Harvard Business School Organizational Behavior Unit Case No. 411-011. Available at SSRN: https://ssrn.com/abstract=1996669

Robert G. Eccles (Contact Author)

University of Oxford - Said Business School ( email )

Park End Street
Oxford, OX1 1HP
Great Britain

Kerry Herman

Harvard Business School ( email )

Cambridge, MA
United States

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