Filling the Candidate Pipeline with Sheila Greco Associates

A Single Source Provider of Human Resources Services

518) 843-4611

www.sheilagreco.com/www.sgaexecutivetracker.com

Since 1989, Sheila Greco Associates, LLC has strategically positioned itself to

provide services that are unique in the industry. We are able to offer our three core services (Research, Recruiting, Customized Competitive Intelligence) bundled or unbundled, dependent upon our client’s needs.

Our quality of service has been acknowledged by clients and recognized in the press. The Wall Street Journal, Network World, CIO Magazine and SCIP Competitive Intelligence Magazine have included our surveys and findings in their publications.

Clients have recognized our efforts as well. Recently, a Fortune 5 manufacturer awarded SGA the highest rating of any vendor working on this company’s executive level I/T openings.

Whatever your business is—you have basic needs. You need the best employees, up-to-date information about your industry, and you need to know what your

competitors are doing. Sheila Greco Associates, LLC can help.

Sheila Greco Associates, LLCSheila Greco Associates, LLCSingle Source Provider of HR Services OverviewSingle Source Provider of HR Services Overview

• Founded in 1989 in Amsterdam, New York

• Sheila Greco, President, Certified Minority Owned

• 32+ Employees

• Approximately 1,500 clients

• Serving a Variety of Industries & Specialties

• Recruiting

• Customized Research

• Research-On-Demand

• Customized Competitive Intelligence (CCI)

• SGA ExecutiveTracker

518) 843-4611


How Our Team Comes Together How Our Team Comes Together To Work For You!To Work For You!

Sheila Greco Associates, LLC

Executive Search

ResearchResearch-On-

Demand

CustomizedCompetitiveIntelligence

(CCI)

SGA Executive-

Tracker

518) 843-4611


Sheila Greco Associates, LLCSheila Greco Associates, LLCSingle Source Provider of HR Services OverviewSingle Source Provider of HR Services Overview

• Founded in 1989 in Amsterdam, New York

• Sheila Greco, President, Certified Minority Owned

• 32+ Employees

• Approximately 1,500 clients

• Serving a Variety of Industries & Specialties

• Recruiting

• Customized Research

• Research-On-Demand

• Customized Competitive Intelligence (CCI)

• SGA ExecutiveTracker

518) 843-4611


Sheila Greco Associates, LLCSheila Greco Associates, LLCRecruitingRecruiting

Our Mission: Provide clients with qualified, premium quality candidates needed to stay competitive in today’s business marketplace.

Our Goal: We stream line our client's hiring process by building and maintaining a pipeline of candidates that are pre-qualified both in interest level and requested skills criteria. Our ability to provide fast and accurate results have assisted clients time and time again.

In addition, we understand the types of skills needed for a particular position, we incorporate personality, temperament and other personality characteristics when developing candidates for clients.

Types of Recruiting: Contingency Hourly Candidate Profiling Reference Checks

518) 843-4611


Sheila Greco Associates, LLCResearch & Recruiting Methodology

Sheila Greco Associates is very methodical and takes a partnering approach each and every client. We take the time to learn about our client’s, culture, work environment, and overall organization.

This approach enables us to create an unsurpassed recruiting strategy to determine the exact type of candidates who would succeed within our client organization.

Pre-Launch /Research

Candidate Identification –

Begin the Process

Candidate Development

Interview &Assessment

Candidate Presentation to

Client

Offer &Acceptance

Develop Consensus Job Specification

Identify Must Factors

Validate Job Specifications

Identify Target Industries & Companies. Assign Research

Compile contact data for all prospects within target companies

Develop approach script

Prepare presentation for prospects

Establish initial contact

Identify qualified prospects through telephone screening

Interview and assess qualified prospects

Select qualified candidates

Present qualified candidate to client

Pre-selection analysis of all candidate data

Further in-depth assessment of finalist candidate(s) (optional)

Formulate offer package(s)

Extend offer

Close

518) 843-4611


Sheila Greco Associates, LLCRecruiting

Examples of Industries/Functional Areas Cover

Industries Financial Services Manufacturing Pharmaceutical Healthcare Automotive Consulting Public Accounting Tax Medical Communications Pharmaceutical Advertising

Functions Financial Services Manufacturing Pharmaceutical Healthcare Automotive Consulting Public Accounting Tax Medical Communications Pharmaceutical Advertising

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Recruiting - Contingency:

At Sheila Greco Associates, our recruiting staff takes a very methodical approach to the search process. With our extensive database and in-house research staff, our goal is to provide qualified candidates ready to be interviewed within one to two weeks. We employ a consultative approach to search and work very closely with our clients. We begin each search with a “kick-off” meeting with the client to discuss core requirements and the intangibles that aren’t covered in the job description. To that end, we strive to understand as much as possible about our client’s corporate culture and the type of person who could truly succeed in the client’s organization.

Upon initial contact with the client, to an accepted offer, our average search process takes from one to three months. As policy, Sheila Greco Associates collects professional references checks, education verification and if the client requests, candidate W2 forms prior to a face-to-face interview. This is done to ensure and expedite the hiring process. Our acceptance rate for the last three years has averaged 89%. Our policy is to contact each candidate placed every three months to track performance, retention, and career path. On average, for the last three years, our placed candidates have over a 90% retention rate with our clients.

518) 843-4611


Recruiting - Contingency:Recruiting - Contingency:

DiversitySheila Greco Associates has been and continues to be successful in the development and placement of diversity candidates. In 2001, of total firm placements, 30% were diversity candidates. For 2002 that number rose to 75% and in 2003, 68.3% of our placements were diversity candidates. This cross section included African American, Asian/Pacific Islander and Hispanic/Latino candidates.

518) 843-4611


Recruiting – Candidate ProfilingRecruiting – Candidate Profiling::

In addition to contingency recruiting, Sheila Greco Associates, LLC offers candidate profiling. Our recruiters will present the client with candidates that are interested and qualified for the particular positions within the client’s company.

Candidate profiling begins with name generation. Sheila Greco Associates, in-house research teams work off target lists created by the client. Copies of names that are generated are forwarded to both the client and the recruiter at Sheila Greco Associates, LLC. After reviewing the research, the client can select the names of interests. The client typically provides a job description and any additional information that may aid in the qualification of potential candidates. Once the recruiter at Sheila Greco Associates has this information in hand, they will begin to contact and qualify the names. Per the client’s request, the candidate profile can provide the client on a daily, weekly or other timing basis, whatever best suits the needs of the client. At the request of the client, Sheila Greco Associates can provide a status report throughout the process.

518) 843-4611


The Search ProcessThe Search Process

Upon confirmation that Sheila Greco Associates, LLC has been selected to conduct an assignment, the following steps and procedures are taken, both concurrently and sequentially:

I. Meeting/Discussion with Client (Day 1-3)

a. An initial meeting with the client’s representatives to thoroughly

discuss particular needs and future objectives, review the problems to

be solved, and to discuss the position description and candidate

specification to reflect those needs. We clarify and identify the ideal

profile of potential opportunity to attract well positioned, successful

individuals in the selected target universe.

b. Review, discuss, and prioritize the target company list.

c. Clarify communications channels, both written and oral, and establish

schedule of review sessions.

d. Follow-up: Discuss the position description and candidate

specifications outline that will reflect key issues to be immediately

addressed as well as a target company list to be reviewed with the

client.

518) 843-4611



II. Search Strategy

Our strategy in the conduct of executive search is straightforward and

methodical, and is comprised of a research and recruiting process.

A. Research Process (Week 1 – 4)

It has been our experience on all level assignments that the research

process must begin with a prioritized list of companies. This list is

defined during the meeting with the client (see I – B of this section).

To achieve the research objectives, the following steps are taken

concurrently. We will:

1. Access internal database of candidate files by relevant search

criteria (type of position, company, required experience,

compensation level, etc.). This database currently holds more than

180,000 potential candidates in virtually every field and at all

levels.

2. Review potential candidates and sources from former searches.

518) 843-4611



3. Develop a list of potential appropriate individuals (both

sources and candidates) from job boards, directories and

personal contacts of Sheila Greco Associates, LLC.

4. Thoroughly analyze each target company; identify potentially

qualified candidates and obtain biographical information when

available; and, source recent exits for their first-hand

impression of the “cast of characters”.

5. Contact leading professional/trade associates as well as

publishers and editors of relevant trade publications for their

recommendations.

518) 843-4611



B. Recruiting Process (Week 1 – 6)

1. The recruiter assigned to a particular search contacts potential

candidates and industry sources on a priority basis, calling both

as a follow-up to letters sent, and to individuals previously

known to Sheila Greco Associates, LLC.

Individuals are pre-qualified or disqualified on the basis of In-

depth telephone conversations, resumes, and preliminary

reference checks. Emphasis is placed on assessing professional

credentials, reputation, personal style, key motivational factors,

level of interest, compatibility with senior management

team and potential long-term mobility.

Telephone Screening and pre-interview reference checks are

thoroughly and professionally conducted, and the logistics of

interviews are planned for cost and time efficiency.

518) 843-4611



2. The recruiter in charge of a specific assignment personally

conducts all interviews. We believe the person most familiar with

the position and company is the one most capable of judging not

only which candidates are qualified, but also which ones will “fit”

into the client organization in terms of personality and

management style.

Those candidates selected for further consideration are then

scheduled to meet with the client at a future date.

3. Conduct Preliminary Reference Checks: As a result of our years of

experience we are able to identify individuals, peers and superiors,

who were organization in which candidates were employed. This

capability enables us to conduct in-depth reference checks.

518) 843-4611



4. Written Presentation of Candidates to Client (1-8 Weeks): As

candidates are qualified, a complete, detailed written resume, and

evaluation cover letter are presented on each executive (this piece

of the process is specific to each client). This provides the client

with our first-hand perceptions and assessment of the individual’s

candidacy, pinpointing strengths, weaknesses and motivational as

well as levels of perceived compatibility with the client’s

organization.

C. Client Interview (Week 1 – 12)

1. As candidates are qualified, they are interviewed by the client.

2. Complete reference checks are conducted on finalist candidates

utilizing senior executives who are/were well-positioned to

comment on the individual’s career progression,

performance/achievements, personal characteristics and potential

fit with the position which can be used to supplement and clarify

impressions mad during interview.

3. Decision-making process is undertaken.

518) 843-4611



D. Offer (Weeks 1 – 16)1. Review compensation package strategy.2. Extend formal offer to lead candidate.3. Acceptance by candidate and notice to employer.4. Start date is set for new position.

III. Follow-Up

In order to assist in a smooth transition between the hired candidate and

employer, we offer to contact both the new hire and superior after the first

month, third month, sixth month and one year anniversary dates (and as

often as necessary thereafter) to insure a cohesive working relationship, to

evaluate performance, and to provide appropriate feedback and corrective

measures when necessary.

518) 843-4611


Research: A Global TeamResearch: A Global Team

Sheila Greco Associates’ research department is divided into three specialty groups:

• Industry Services• Professional Services• Tax & Audit

These groups consist of a project manager and/or director with a team of research associates all having industry expertise in each area.

Research information can be sent via email, land mail or fax. Our contacts can be delivered in Excel, Word and/or organizational chart format.

We let the client choose the format that best suits their needs.

518) 843-4611


Research-Industry Services:Research-Industry Services:

Our industry research team can identify sales & marketing, human resources, finance, operations, information technology, manufacturing, engineering, and research & development departments within a private company or publicly held corporation.

We provide the name, company name, title, address and telephone numbers of individuals within each specialized department at the level requested by the client.

Some of the larger recent assignments have been to identify the CIO and direct reports for 300 of the top Fortune 500 companies. Another project included identifying the marketing and finance teams from each division of over 50 major US conglomerates.

Examples of industries covered are: Pharmacuetical/Biotech, financial services, insurance, telecommunications, healthcare, retail, consumer products and manufacturing.

518) 843-4611


Research-Professional Services:Research-Professional Services:

We consider professional services to be one of Sheila Greco Associates’ strengths. We are on top of the ever-changing trends in consulting. When companies decide to rename or merge a particular practice, we are often ahead of the curve in identifying the transition before it occurs.

Our researchers on the Professional Services specialty team are capable of breaking down a practice from National Partner to Consultant, nationwide. We have experience identifying HR Consulting Practices, Outsourcing group, ERP Practices, Organizational Change/Change Management professionals, EAI Practices, IT Strategy/Strategy, and Business Development professionals at the Big 5 and boutique consulting firms. Furthermore, we can do research by industry, i.e. Healthcare/Life Sciences, Financial Services, Manufacturing, Supply Chain, Automotive, Telecommunications and Retail.

We provide the client with name, company name, title, address and telephone numbers of consultants within each specialized practice at the level requested by the client.

518) 843-4611


Research-Tax & Audit:Research-Tax & Audit:

Our specialty Tax & Audit research team can provide our clients with an organizational breakdown of individuals who are working in tax and/or audit practices at the Big 4 and public or private accounting firms. We have experience in identifying professionals office-by-office, regionally, nationally and internationally at a particular company. A few examples of recent projects: Identify the U.S. Transaction Support practices from Partner level to Staff at the Big 4 and identify the I/T Audit practices and Internal Audit practices at several public accounting firms.

518) 843-4611


Sheila Greco Associates’ Sheila Greco Associates’ Research-On-DemandResearch-On-Demand

Sheila Greco Associates' service for the "fast and furious" - Results from our Proprietary Database fitting your criteria --- emailed to you within 24 hours!

Our "Research-on-Demand" service offers the most up-to-date, telephone-verified lists of executives available anywhere in today's market. We will search our proprietary databases based on custom specifications that you provide, and deliver a list back to you that fits your needs. If we do not have all of the requested information in our databases currently, you can then also rely on our extensive Custom Research services to generate the rest of your specific requirements with 100% telephone verified information. We will deliver a list of executives from Top Public and Private Companies nationwide to your specifications, for example I/T, Sales, Marketing, Engineering, Finance, and Human Resources and more. Sheila Greco Associates does not use web scraping technology; all contacts are telephone-verified.

518) 843-4611


Customized Competitive Intelligence Customized Competitive Intelligence (CCI)(CCI)

Sheila Greco Associates has been delivering unparalleled Customized Competitive Intelligence (CCI) to our clients for over thirteen years.

Today, with over 1,700 clients in a variety of industries, including information technology, pharmaceutical, financial services, healthcare, retail, consumer packaged goods, and manufacturing, Sheila Greco Associates has successfully developed long-term client partnerships by working with a “win-win” collaborative team approach.

518) 843-4611



A team of dedicated researchers and specialists are at your disposal to produce a customized analysis of your competition or industry of business. Research techniques involve a combination of telephone inquiries, subscriptions to industry journals, and online resources to create an in-depth analysis of the competition.

Understanding your competition can be one of the most important pieces of research your company requires for analysis. A a pre-packaged report on an industry, competitor or product can only provide a narrow scope on how the new development will affect your business and overall revenue production capability. The May Consulting Group’s CCI team starts with understanding your business before we research the competition. By understanding your business and goals, our professionals are better able to evaluate your competition and identify the information that is most relevant to your own research needs and how they affect your business goals.

Our team has been delivering unparallel Customized Competitive Intelligence (CCI) to our clients since 1994, providing services in such industries as:

- Pharmaceutical / Biotech- Telecommunications- Manufacturing- Healthcare- Retail- Financial Services - Tax & Audit- Energy

518) 843-4611



Because our services are Never Outsourced, we successfully provided our CCI clients with accurate, reliable, up-to-date information regarding their competitors or industry.

Our CCI capabilities include, but are not limited to:- Company Profiles / Benchmarking- Organizational Charts- Analysis of Strengths & Weaknesses- Sales Distribution Methods- New Product Development- Manufacturing Capabilities- Salary Surveys- Strategy/Operations Information- Pipeline Information - Launch Date- Pricing - H/R Numbers - Long & Short Term Strategies- Ad Hoc Reports- Monthly Newsletters Customized to Client Needs- Competitor Tracking

Sheila Greco Associates’ CCI success strategy has been to partner with our clients to develop long-term cohesive relationships.- 99% of The May Consulting Group’s business is through referrals- Over 90% repeat business- 110% satisfaction

518) 843-4611



How Our CCI Team Comes Together to Work for You!

Sheila Greco Associates is the CCI Vendor of Choice because……

Sheila Greco Associates NEVER OUTSOURCES projects.

We provide our clients with targeted information and based on that information our clients are able to make solid strategic decisions.

Sheila Greco Associates’ services are scaleable to every client’s needs; we can assist our clients with a small portion of a project, or complete an entire project based on our client’s requests.

Unlike our competitors, Sheila Greco Associates places no monetary minimums on projects. No project is too large or too small!

518) 843-4611


Customized Competitive Intelligence (CCI) - Customized Competitive Intelligence (CCI) - ComparisonsComparisons

How do Bio-Tech and/or Bio-Pharmaceutical Company’s Salaries Stack Up Against Long-Standing—

Powerful Pharmaceutical Companies?Long-Standing Pharmaceutical

Company

Smaller Bio-Tech / Bio-Pharmaceutical

Title Base Salary Title Base Salary

Project Director, Pre-Clinical Research & Develop-ment

$140,000 to $155,000

Project Director w/ Global Experience

$120,000 to $140,000

Project Manager, Pre-Clinical Research & Development

Minimum $130,000 Project Manager, Research & Development

$110,000 to $125,000

Global Project Team Leader

$135,000 to $150,000

Project Director, Research & Development

$125,000 to $135,000

Drug Safety Manager $110,000 to $140,000 +

Bonus 20% - 30%

Drug Safety Manager $90,000 to $110,000

Senior Product Manager

$110,000 to $150,000 +

Bonus 30% & Stock

Senior Product Manager

$110,000 to $135,000

Product Manager $96,000 to $110,000 +

Bonus 20% - 30%

Product Manager $85,000 to $110,000

Pharmaceutical Company Sales Force Comparison Example

Company Number of Oncology District

Managers

Number of Oncology Sales Representatives

A 30 270

B 15 150

C 20 320

518) 843-4611


Customized Competitive Intelligence (CCI) – Customized Competitive Intelligence (CCI) – Organizational ChartsOrganizational Charts

President & Chief Executive

Officer

Senior Vice President,

Sales

Vice President,Sales,

Eastern Region


Western Region


Central Region


Southern Region

Regional SalesDirector

Regional Sales Director


Northern Region

Regional Sales Director



518) 843-4611


SGA ExecutiveTrackerProSGA ExecutiveTrackerPro

POWERFUL: SGA ExecutiveTrackerPro provides online search into our proprietary database of executives at the top U.S. Companies (public and private) across all industries

COMPREHENSIVE: including full titles, direct dials, emails, biographies, and more

ACCURATE: Our data is 100% telephone verified for accuracy, we do NOT rely on web scraping or outsourced data collection

518) 843-4611


““All-in-one” Main Search ScreenAll-in-one” Main Search Screenchoose the exact records you needchoose the exact records you need

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Multi-Company Search Result - Multi-Company Search Result - search on “Sales” + “Marketing” job functionssearch on “Sales” + “Marketing” job functions

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Company Detail Profile – Company Detail Profile – website, Email Template & Morewebsite, Email Template & More

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Listing ALL Executives by Company Listing ALL Executives by Company (939 executives at Accenture)(939 executives at Accenture)

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Executive Contact Detail Executive Contact Detail (Board Member)(Board Member)

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Executive Contact Detail Executive Contact Detail (Management Level)(Management Level)

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One-Step Exporting to Your DesktopOne-Step Exporting to Your Desktop

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Filling the Candidate Pipeline with Sheila Greco Associates

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