Ian Daniell
1994 – 2004 Executive Support Group
2000 – 2003 Chairman IMA
2005 IMA Industry Champion
What is an IM?
An executive or senior manager who
works within an organisation at or
near board level on a temporary or
part-time basis
Position
Consultants, senior
Programme Managers
Interim managers:
Technical ability, GM
experience, specialist
skills
Lower level roles
Contractors
Functional skills
Performance Improvement
ANALYSE
DESIGN
Call consultancy Call consultancy
or consultant
IMPLEMENT
MAINTAIN
Call service
provider or IM
Call service
provider
Performance Improvement
CONSULTANTS
ANALYSE
DESIGN
Call consultancy Call consultancy
or consultant
IMPLEMENT
MAINTAIN
Call service
provider or IM
Call service
provider
Performance Improvement
CONSULTANTS
ANALYSE
DESIGN
Call consultancy Call consultancy
or consultant
INTERIM
MANAGERS
IMPLEMENT
MAINTAIN
Call service
provider or IM
Call service
provider
Performance Improvement
CONSULTANTS
ANALYSE
DESIGN
Call consultancy Call consultancy
or consultant
INTERIM
MANAGERS
GAP
INTERIM
MANAGERS
IMPLEMENT
MAINTAIN
Call service
provider or IM
Call service
provider
Consultant, or Interim?
Consultant
• Accountable to
consultancy
• Advisor/facilitator
• Recommends
• Intervene as needed
Interim
• Accountable to client
• Line
responsibility/doer
• Designs and
implements
• Full or part time
intervention
Why do clients use IM’s?
•
•
•
•
•
•
•
•
Flexible and versatile
Available quickly
No fixed overheads
No/short learning curves – hit ground running
Sensibly senior and ‘Over-qualified’
New ideas/best practice
Highly motivated – hands on, results focused
No pre-suppositions or ‘baggage’
TO GET RESULTS QUICKLY!!
What do clients use them for?
IM’s fill a variety of roles including:
• Start-ups
• Mergers and Acquisitions
• Company rescue
• New product launch
• New market research
• Opening export market
• Rapid Growth initiatives
• Change/Transition Management
• Crisis Management
• Turnarounds
• Closures
• Cover (a safe pair of hands)
• Coaching and mentoring
NO LONGER JUST
A DISTRESS
PURCHASE
How much are they paid?
Depends on:
• Quality of fit
• State of the market
• Location
• Duration
• Benefit to the client
Which equates to ….
Typical daily rates in the UK for an IM:
• £1500.00+ (CEO, MD, Functional Director of large multi-national)
• £1000.00+ (CEO, MD, Functional Director of medium/large multinational)
• £800.00+ (General Manager, Divisional MD, Functional Head of
medium sized national/international business)
• £650.00+ (General Manager, Functional Head of a small business)
• £500.00 +/- (Senior Manager)
Typically a service provider will add a mark-up of 25-40%
on these daily rates
Size of Market & Growth
• Billings through Intermediaries c£125m pa
• Total Market c£500m pa in UK, €3500mn in
Europe
Via Intermediaries £125m
Total Market £500m
Consultancy Market
measured in £10’s billions
For most permanent
appointments Executives have
their first 100 days to manage
their transition and prepare for
action . . .
typically you have 5 days!