Case Study #1 - Representative Office Development (China)

Sector: Strategy Consulting (niche expertise)
Location: Shanghai, China

Context:
As part of the firm's international development, the company aimed to strengthen the presence and operational capacity of its Chinese representative office.

Strategic Objective:
To recruit and relocate a candidate capable of managing the local office, developing new business opportunities, and navigating both Chinese administrative processes and the firm’s internal culture.

Challenge:

• Finding a candidate fluent in Chinese and familiar with European culture and corporate governance

• Managing the complexity of relocation and office ramp-up

Process:
Exclusive executive search (headhunting only), with targeted outreach.

Sourcing Strategy:

• Leveraged the client’s existing network within China

• Activated personal and alumni networks

• Targeted top-tier institutions (Grandes Écoles)

Candidate Profile:

• Chinese engineer trained at École Polytechnique (France’s top engineering school)

• Background in a more prominent competitor

• Relocated successfully to Shanghai