The challenge
A Russian marketplace was entering the Uzbek market. Its local office needed a CEO or commercial director from a major retail business with leadership experience and knowledge of the market.
This was more than a routine hire. The candidate needed to:
- Have experience with complex logistics and payment models
- Have strong government relations skills and connections with public agencies
- Be able to manage imports and launch a business in a new market
Project challenges
- The market had already been thoroughly searched: 140 candidates had been reviewed and an offer made
- Another candidate had accepted an offer but had not started
- The political situation added pressure
- Time was running out, and there was still no local leader
Our approach
The client came to us with a simple question: “What should we do?” We asked for the exclusion list, studied the situation, and called a candidate we trusted and had recommended for similar roles before. He was not looking for a job, but was willing to consider the opportunity with the right support.
Then we took an unconventional step
We prepared a letter of recommendation from a senator responsible for e-commerce and import development.
This reassured the candidate about the legitimacy and strategic importance of the role. The company’s CEO received the letter, and the candidate was offered the job. We supported the negotiations and reached agreement on both salary and a substantial joining bonus.
Sometimes even a seemingly hopeless situation can be resolved with the right call, the right words, and one person you can trust with a critical stage of a launch.
