Partner – Resources & Toolkit 061316B

Table of Contents
Ward Howell Partner Information 5
Ward Howell History 11
Ward Howell Marketing Collateral 33
Preliminary Client Presentation: Shiseido 45

Ward Howell Partner Information
5

Ward Howell Partner Information
Structure of Ward Howell International Group
Ward Howell International Group (WHIG), is a company registered in England and Wales, with its
principal office in London, and owned equally by 3 shareholders; Bernd Prasuhn, Asad Haider and
Jutta Lohkampff. The Company has a current Board of Directors composed of the 3 shareholders;
however, with a future objective to recruit a number of non-executive directors presided over by a
chairman.
WHIG has registered globally the IP rights of the trademark “Ward Howell” and “Ward Howell
International” with the exception of Russia, CIS and Philippines.. As the licensor, WHIG shall license
the use of the trademarks “Ward Howell” and “Ward Howell International” to member firms. Only
member firms, not individuals, can be licensees of WHIG.
Mission and Objectives of Ward Howell International Group
The mission and objectives of WHIG, as represented by the Board, are:
• Leading the long term strategic direction of Ward Howell International Group and setting the policy
guidelines aligned to this strategy
• Recruiting and qualifying new member firms
• Mediating and resolving disagreements among member firms
• Owning and managing the global website for WHIG, as well as managing the
• intranet accessible by all member firms
• Supporting member firms on branding collateral
• Protecting the "Ward Howell" brand name and trade mark
• Utilize the member firms financial contributions towards further strengthening the
• brand globally
Geographic Footprint
The operational business of Ward Howell International Group is carried out by the licensed member
firms and organized in 6 regions:
• North America
• South America
• Western Europe
• Eastern Europe
• Middle East/Africa
• Asia/Pacific
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Ward Howell International Group currently operates in the following cities:
• Toronto, Canada
• New York City, USA
• West Palm Beach, USA
• San Francisco, USA
• Mexico City, Mexico
• Barcelona, Spain
• Dusseldorf, Germany
• Vienna, Austria
• Moscow, Russia
• Johannesburg, South Africa
• Dubai, UAE
• Karachi, Pakistan
• Delhi, India
• Seoul, South Korea
• Shanghai, China
• Hong Kong
• Singapore
• Manila, Philippines
• Sydney, Australia
Structure of Ward Howell International, North America
Ward Howell International, North America (WHI), is a company registered in New York State, with its
principal offices in New York City, and owned equally by 2 shareholders, Asad Haider and Farah
Haider. WHI has a Board of Directors composed of the 2 owners, 2 Senior Partners – Philip Lefebvre
and Peter Grech, and a number of future Senior Partners.
WHI, as the licensee, shall license the use of the trademarks “Ward Howell” and “Ward Howell
International” to sublicensees.
Mission and Objectives of Ward Howell International, North America
The mission and objectives of WHI, as represented by the Board are:
• Leading the long term strategic direction of Ward Howell International, North America and setting
the policy guidelines aligned to this strategy
• Recruiting new partner firms to support the growth of the business
• Investing in office space in major business hubs across the US that have reached an agreed upon
critical mass to warrant such an investment (example: 3 partners plus support staff)
• Coordinate the activities of sublicensee firms
• Owning and managing the North American website for WHI
• Protecting the "Ward Howell" brand name and trade mark
• Other – Refer to Addendum A
8

Sublicensee Structure (Partners)
With the aim of expanding the operations in North America, WHI will actively recruit Partners
(sublicensees), to support this objective. These sublicensees will exclusively represent the Ward
Howell brand in North America via a Management Consultant Agreement between WHI and their
individual registered companies.
Sublicensees will be recruited on the basis of cultural fit, experience and industry expertise. This
expertise includes but is not limited to the following practices:
• Financial Services
• Consumer Package Goods
• Life Sciences
• Industrial
• Technology
• Retail
• Hospitality
• The objective will be to not over-populate practices but rather recruit partners that will broaden
WHI’s expertise. This may include recruiting partners with a particular strength in sub-sectors
within the broader practice groups.
• There will not be any geographic limitations imposed to sublicensees and therefore all partners will
have the ability to service their clients, and win new ones, in any geography – both domestically as
well as internationally.
Benefits of the Sublicensee Structure
The objective of structuring the North American operations with sublicensees is to benefit from the
following:
• Promote a culture of entrepreneurialism where partners are solely responsible for their own
businesses while being well supported by the WHI structure
• Benefitting from a lower tax structure as well as the following possible expense deductions:
o Automotive mileage or taxi o Travel
o Entertainment
o Cell phone allowances
o Internet
o Home office of outside office rent o Education
o Insurance
o Employee salaries
o Office supplies
o Depreciation on equipment
o Professional fees
o Other dues and subscriptions
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Fee Structure and Invoicing Process
WHI will act as the central billing party between sublicensees and their clients. Invoices will be
generated through WHI and once the fees are collected, the sublicensee will invoice WHI their
portion of the collected fee.
WHI will structure its fees in accordance to the following itemization:
• 70% of billed and collected fees are transferred to the sublicensees
• 30% of billed and collected fees are retained by WHI to support the cost structure of
• the overall operation
ADDENDUM A: Ward Howell – Partner Support Framework
• Marketing support
• Customized brochure design
• Stationary and business cards
• Proactive Media and PR exposure
• Workspace
• Access to fully furnished office space in major cities (available today in NYC and Toronto
with plans for facilities in Chicago, Dallas, West Palm Beach and San Francisco)
• Execution support
• Identification
• Candidate development
• Client update reports
• Business development support
• Industry data mining and market intelligence support
• Internet-based talent mapping
• Global partner collaboration
• Create introductions to strategic C-level Advisory Partners
• Facilitate introductions to WH Search Partners globally
• Global Partner conferences (next: July 2016, NYC)
• Sharing of best practices among global Partners
• Development of and participation in global practice groups
• Administration & search support
• Interview scheduling
• Proprietary database management
• Support client applicant tracking systems
• Group E&O and general liability insurance discounts and administration support
• Group medical, dental and life insurance discounts and administration support.
• Accounting support
• Centralized invoicing
• Legal and Tax advice services at group discount
10

Ward Howell History
11

The Legacy
13

Henry Wardwell Howell – 1910 – 1980
• Born in Sewicley, Pennsylvania on January 27, 1910; he was the eldest of three children
• Ward attended St. Paul's School, graduating in 1928, and then went on to Yale where, as Ward
said later, he was "the only boy with patches on his pants"
• Ward received his AB degree from Yale in 1932
• His first job was runner for Bonbright & Co. in New York
• Four years later he married Margaret Noyes in 1936
• By age thirty Ward was Bonbright's syndicate manager, which called for considerable travel and
gave Ward the opportunity to know a number of prominent men in the banking and investment
community across the country
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Early Career
• In 1942, Bonbright closed its doors and Ward took a position with the U.S Air Force as a war
contracts negotiator
• When the war ended he took a position with the Middle East Company as a Vice President with
the mission of setting up an office overseas to act as a sales representative for US manufacturers.
Ward travelled extensively in Egypt, Iran, Turkey, Iraq etc
• Ward returned to the US in 1947, and in 1948 took a position with McKinsey & Company in New
York
• He left in early 1951 and shortly afterwards he set up Ward Howell Associates
15

Golden Era
• After a hugely successful and eventful career where he nurtured and grew Ward Howell to a
premier Executive Search firm, unfortunately Ward met with an accident
• On the night of August 30, 1980, while he was driving back to his home near Cooperstown with
members of his family, his car was struck from behind
• Ward died instantly, the others in the car suffered minor injuries. It was a tragic and senseless end
to the life of a fine human being and the end of a golden era
• Ward was survived by his wife, Margaret and four children, Janet, born in 1939, Henry, born in
1942, David, born in 1948, and Clinton, born in 1950
• Henry, David and Clinton are currently living in the US and pursuing their passions
16

Ward Howell Associates
Executive Recruiting 1951 - 1974
• One cool November day in 1951, a man standing six and a half feet tall and weighing well over
200 pounds was observed in New York City's Grand Central Station, jammed into a public
telephone booth
• He was armed with a quantity of small change, and with every indication that he planned on a long
stay
• When the large gentleman finally emerged after almost an hour, he was cramped, damp and sadly
wrinkled, but he was clearly happy
• Wardwell Howell had just completed a successful man hunt
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First Search November 1951
18

Saturday Evening Post February 23, 1957
19

Business Foundations
• Temporarily out of work himself, forty - one - year- old Ward had undertaken this task only to keep
himself solvent while looking for a job himself
• Thinking back on it later, however, he reflected that the man hunt had been not only profitable but
a good deal of fun
• Accordingly he decided to call off his personal search for employment and devote himself full time
to the business of hunting executives for corporate clients
• On November 28, 1951 Ward opened an office for business in New York City as Ward Howell
Associates, Inc
• The revenue of the company for the first full year of business in 1952 was USD 51, 368.85 and
grew to USD 1 m. by 1967; within the first fifteen years
• In 1954 the Partnership was turned into a Corporation and grew rapidly and attained a reputation
for the high quality of people it recruited
• The firm was also well known for the high quality of its own associates; more than 50% of whom
were graduates from Ivy League colleges
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Partnership Agreement November 28, 1951
21

Income Statement December 31, 1952
22

Law Suit – NYC vs Ward Howell June 1953
23

“Crank” Letter November 24, 1954
24

Partial list of contacts 1958
25

Business Growth & Consolidation
• One early search for Heliod [which later became Xerox] placed 3 candidates there who later on in
their careers grew to become Chairman, Group Vice President, and Vice President - Advertising of
Xerox
• The first overseas office was established in London in March 1968, and the first office on the West
Coast was established in August 1969 in San Francisco, California
• Ward retired as President and was elected as Chairman in September 1974, a position he retained
till his tragic death in August 1980
• Ward Howell managed the firm in a collaborative and professional manner yet always with a sense
of humour, fairness and deep respect for all his colleagues
• He held regular weekly staff meetings where issues were discussed openly and suggestions were
solicited and encouraged from all members
• His guiding principles of doing business were; confidentiality, integrity and high quality of service to
clients
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Memo – Office Procedures 1953
27

Office Memo – “Confidentiality” 1963
28

Office Memo – “Sales Approach” 1962
29

London Office – March 1968
30

San Francisco Office – August 1969
31

Retirement as President September 3, 1974
32

Ward Howell Marketing Collateral
33

3. Ward Howell Marketing Collateral
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Preliminary Client Presentation: Shiseido
45

46

Leadership Talent Overview – Greater China
CEO, Shiseido China
Prepared for Shiseido
47

Table of Contents
1. Our understanding of the role
2. Overall Search Strategy
3. Talent Options
48

1. Our understanding of the role
CEO Shiseido China
Background
Shiseido globally has embarked upon:
• A Brand Marketing led transformational approach to turn around and
firmly put the business onto a positive growth trajectory
• Transform the organization through introducing international best
practices in the management approach.
The CEO China role
• Crystallize the vision for the next 5-10 years and deliver on the execution plan
• Full P&L responsibility including leading commercial functions,
demonstrating strong business acumen and the ability to identify
investment opportunities
• Develop consumer insights and marketing plans in-line with the brand/channel
strategies and drive exceptional revenue growth
• Inspire through leadership and collaboration and leverage Japanese cultural
elements
Experience
Should demonstrate experience in the following areas:
• P&L responsibility, with a track record of turning around a sizeable business
• 15+years experience of which 10 years in leading consumer / beauty
businesses within a sizeable and complex organization
• Track record of building and leading the business through brand marketing led
approaches
• The ability to deploy strategic thinking into commercial execution plans
• Key accounts experience / and experience of building business with luxury
retailers
• Exceptional financial management skills
49

2. Search strategy
Search Geography: APAC with key focus on
China
Identify top leadership talent within the following industries across the search geography:
• Beauty & Cosmetics:
- Chanel
- YSL
- L'Oréal
- Estee Lauder
- LVMH, Dior
- Avon
- Beiersdorf
- Mary Kay
- Coty
- Amore Pacific
• Luxury Retailers:
- LVMH
- Richemont Group
- Luxottica Group
- The Swatch Group
- Kering SA
- Fossil Group
- Ralph Lauren
- Uniqlo
• CPG:
- P&G
- Unilever
- Colgate Palmolive
- Reckitt Benckiser
We have categorized the candidates accordingly:
• Experience in Beauty / Cosmetics
• Experience in Luxury Retail
• Experience in CPG
50

3. Talent options
Candidates for discussion
51

Liqi Peng
LOCATION:
EDUCATION:
Boston, USA
AMP, Advanced Management Program, Harvard Business School,
USA, 2012
B.S., Mechanical Engineering, HUST, USA, 1995
CAREER SUMMARY:
1995 - Present: PROCTER & GAMBLE
2012 - Present: Brand Director, Gillette Global USA
2009 - 2012: Associate Marketing Director, Gillette Global USA
2006 - 2009: Category Leader, Feminine Care - Greater China Markets China
2005 - 2006: Brand Manager, Olay China
2004 - 2005: Brand Manager, Whisper (Always + Alldays) China
2002 - 2004: Brand Manager, Ariel, China/Walmart Shopper Marketing Manager China
1999 - 2002 Assistant Brand Manager, Ariel China
1995 -1999 Production Department Manager, Laundry China
Christine Angco
LOCATION:
Singapore
CAREER SUMMARY:
2000 - 2015: PROCTER & GAMBLE
2008 - Present: Vice President and General Manager Singapore
2006 - 2007: General Manager – Skin Care, SK II & Personal Cleansing Singapore
2002 - 2006: Marketing Director – Philippines and New Business AAI Philippines
2000 - 2002: Marketing Director – Fabric and Home Care Singapore
52

Christine Tan
LOCATION:
SINGAPORE
CAREER SUMMARY:
2009 - Present: LA PRAIRIE GROUP
2013 - Present: General Manager Distributor Markets Asia Singapore
2009 - Present: General Manager (Greater China) Singapore
2004-2008: General Manager - MAC cosmetics at Estee Lauder Singapore
1997 - 2004: L'Oreal China
2002 - 2004 Brand Director - HR/ GA/ PCI China
2000 - 2002: Training & Development Director - Consumer Division China
1998 - 2000: National Key Account Manager - Consumer Division China
1997 -1998: National Key Account Manager - Professional Division Singapore
Emily Chang
LOCATION:
CHINA
EDUCATION: MBA in Competitive Strategy, Finance, University of Rochester ,
USA (2000)
BS Science, University of Rochester, USA (1998)
CAREER SUMMARY:
2014 - Present: IHG – INTERCONTINENTAL HOTELS GROUP
2014 – Present: Chief Commercial Officer, Greater China China
2014 - 2014: Vice President, Sales & Marketing China
2011 - 2013: APPLE
Head of Retail Marketing - Asia
China
1999 - 2011: PROCTER & GAMBLE
2009 - 2011: Global Associate Marketing Director, Personal Health Care
1999-2009 Assistant Brand Manager / Brand Manager
1995 - 2002: US TALENT AGENCY
Commercial Model
US/China
1998 - 2000: BELL CURVE INC.
Founder, Tutor
53

Laura Lai
LOCATION:
Shanghai, CHINA
CAREER
SUMMARY:
2010 - PRESENT: Van Cleef & Arpels China
Managing Director
2005 - 2008: Parfums Christian Dior
Regional Media & PR Director - Asia Pacific
2001 - 2005: Parfums Christian Dior
Information System Manager - Asia Pacific
China
China
China
Jackson Yaodong Zhang
LOCATION:
EDUCATION:
CHINA
South China University of Technology
CAREER
SUMMARY:
2015 - PRESENT: FOSSIL
Managing Director
China
1996 - 2014: L’OREAL
2010 - 2014: Vice President China
2002 – 2010: General Manager Paris
1996 - 2002: Sales Director China
1995 - 1996: MAYBELLINE
National Sales Manager
China
1990 - 1995: PROCTER & GAMBLE
1993 – 1995: Category Sales Manager China
1990 – 1993: Sales Representative, Unit Manager, Trade Marketing China
54

Christine Wu
LOCATION:
EDUCATION:
CHINA
MBA in Marketing/Marketing Management, General, University
of Michigan
USA (1996)
BBA in Business Administration and Management, National
Taiwan University, Taiwan (1992)
CAREER SUMMARY:
2013 - Present: Estée Lauder Companies Inc.
Brand General Manager, Estee Lauder
2009 - 2013: Clarins
Vice President, Marketing, APAC
China
Hong Kong
2008 - 2008: Avon
2005 - 2008: Category Director, Skincare, APAC China
1996 - 2005: Procter & Gamble
Associate Marketing Director, SK-II/Max Factor, Greater China
Taiwan
Joanna Lee
LOCATION: HONG KONG
EDUCATION: MBA in Marketing, University of Pittsburgh, USA, 1997
CAREER
SUMMARY:
2012 - Present: ESTEE LAUDER
Regional Director, Origins, Asia Pacific
Hong Kong
2002 - 2012: LOREAL
2008 - 2012: Brand Director, Kiehl's China
2007 - 2008: International Business Director, Kiehl's USA
2004 - 2007: Brand Manager, Kiehl's Taiwan
2003 - 2004: Brand Manager, Kerastase Taiwan
2002 - 2003: Marketing Manager, L'Oreal Professional Taiwan
2000 - 2002: LVMH
Brand Manager
1997 - 2000: NIKE
Marketing Specialist
Taiwan
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Potential candidates
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Potential candidates
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One Grand Central Place, 60 East 42nd Street Suite 2514, New York, NY 10165 | www.ward-howell.com