Challenge
Global Leadership sought to invest in and build its presence in China, one of its most strategically important growth markets. The objective was to establish an Automotive and Manufacturing Industries platform from scratch, targeting Senior Partner laterals from direct competitor firms.
The mandate required breaking into a highly complex and relationship-driven Chinese consulting market, where senior leaders were deeply embedded and rarely accessible. The client needed a search partner with regional reach, cultural understanding, and the ability to position its brand credibly against established MBB competitors.
Why River
River was selected for its ability to combine international reach with on-the-ground execution. The mandate required senior-led engagement, deep local market intelligence, and a disciplined approach to mapping and qualifying an opaque Partner talent pool.
Approach
- Deployed a senior River team to Shanghai to lead the programme
- Conducted large-scale regional research across Mainland China, Taiwan, and Hong Kong
- Identified and mapped more than 160 predominantly Chinese national Strategy Consulting leaders
- Assessed candidate portfolios including client relationships, sector coverage, pricing strategy, sales capability, and proprietary consulting IP
- Positioned the opportunity carefully against direct MBB competitors
Outcome & Impact
- Completed 3 Senior Partner hires within 9 months, all from direct competitor firms
- Strengthened capability across Digital, Insurance, and Automotive & Manufacturing Industries
- Established a credible Senior Partner foundation in China
- Ongoing search activity expected to deliver a further 3 Senior Partner hires