David Hay, a specialist recruiter, works almost exclusively with US clients planning to set up in…

David Hay, a specialist recruiter, works almost exclusively with US clients planning to set up in the UK. He has recently worked with a California based software business, five years old and very successful in its domestic market though hitherto unknown in the UK that he identified through a range of approaches: He built a network of contacts in other, non-competing businesses in the UK seeking to work with similar companies, such as bankers, accountants and employee-benefits consultants He made his services known to the overseas, inward investment offices of the DTI (UKTI). He undertook

David Hay, a specialist recruiter, works almost exclusively with US clients planning to set up in the UK. He has recently worked with a California based software business, five years old and very successful in its domestic market though hitherto unknown in the UK that he identified through a range of approaches: He built a network of contacts in other, non-competing businesses in the UK seeking to work with similar companies, such as bankers, accountants and employee-benefits consultants He made his services known to the overseas, inward investment offices of the DTI (UKTI). He undertook direct research of growing overseas companies (especially the United States/Canada). He made personal visits/business development trips to the United States. He first spoke with the HR Director in San Francisco at the end of one year. Over the next few months, via e-mail and telephone contact he provided him with free advice regarding sources of technical and sales skills in the UK, suitable locations to set up base, salaries and benefits. Throughout this period he was conducting research and reading to enhance his understanding of the companys niche area. Some six months later he was asked to recruit a UK sales manager and a senior software engineer. Both candidates joined the company in November, travelling to San Francisco for induction and training.