1. HEIDRICK & STRUGGLES INTERNATIONALHEIDRICK & STRUGGLES INTERNATIONAL
Overview for the Washington Area CTO Roundtable
“The CTO Career: State of the Union”
Fairfax, Virginia
January 18, 2002

2. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
AgendaAgenda
 Heidrick & Struggles Overview
 CTO/CIO Market Update
 Top CTO/CIO Characteristics
 Conducting a Job Search
 Resume and Interview Tips
 Negotiating your Worth
 Working with Search Firms
Heidrick & Struggles
Overview

3. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Heidrick & Struggles InternationalHeidrick & Struggles International
 More than 8,000 searches a year worldwide
 Nearly 70% of revenues derived from C-level searches
(CEO, COO, CFO, CTO/CIO, etc.)
 Pioneered industry and functional specialization
 7 Industry Practices
 4 Functional Practices
 5 Focus Practices
 41 Specialty-Practices
Heidrick & Struggles
Overview

4. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
CTO/CIO PracticeCTO/CIO Practice
 Established in 1995 as the CIO practice
 Over 50 partners and 25 associates around the world
 In 2000, completed more than 300 assignments
 Since 1999, companies hiring both CIOs and CTOs
Heidrick & Struggles
Overview

5. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
CTO/CIO Market TrendsCTO/CIO Market Trends
 Demand for top CTO/CIOs still relatively strong
 Overall market is soft
 Pendulum has swung to supply-side
 CIO reporting relationships changing
 CTO title and role becoming more commonplace
 CTO roles all over the map
Heidrick & Struggles
Observations

6. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
CTO/CIO TrendsCTO/CIO Trends
Heidrick & Struggles
Observations
External-Facing
Technologist
Visionary and
Operations Manager
Infrastructure
Manager
Big Thinker
BusinessChange
High
Low High
Information as % of Products/Services
CTO Models for Organizational Needs
“Source: Tom Berray,
Heidrick & Struggles © 2001”

7. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
CTO/CIO CompensationCTO/CIO Compensation
 Cash is King, but Equity is not dead
 Compensation for top positions still strong
 Significant signing bonuses reserved for marquee
candidates and companies
 Employment contracts harder to negotiate
Heidrick & Struggles
Observations

8. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Top CTO/CIO CharacteristicsTop CTO/CIO Characteristics
 Demonstrated overall leadership
 General business skills and savvy
 Proven ability to use technology to enhance the business
 Specific industry experience
 Strong communication/relationship skills
 Proven ability to manage a complex technology
environment
Heidrick & Struggles
Observations

9. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Initiating the Job SearchInitiating the Job Search
 What is your highest and best use?
 What are your core competencies and key skills?
 Understand potential issues against you and your strategies
for handling.
 What do you really want to do? What will you realistically
be hired for? Target positions and skill gaps.
 Create an action plan – what companies and positions will
you target?
Heidrick & Struggles
Observations

10. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Core CompetenciesCore Competencies
 Broad Leadership
 Functional & Technical Know How
 Setting Standards and Getting Results
 Thinking and Planning
 Managing Direct Reports
 Managing Self
Heidrick & Struggles
Observations

11. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Potential Issues Against YouPotential Issues Against You
Heidrick & Struggles
Observations Out of unsuccessful
company
Too many jobs recently
Too few companies
Out of military, gov’t,
or not-for-profit
Away from workforce
too long
Reference Problems:
Fair or not
Tagged to another
person
Lack of college degree
Too experienced
Hunger and drive level?

12. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Resume TipsResume Tips
 Length is less important than format
 Key things to include:
 Company, position(s), date(s) of employment
 Key responsibilities
 Significant achievements with business metrics
 Education, degrees, dates
 Highlight those critical few achievements
 Don’t lie about your education or other achievements
Heidrick & Struggles
Observations

13. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Interviewing SuggestionsInterviewing Suggestions
Heidrick & Struggles
Observations Do’s
Know company & issues
Anticipate questions,
rehearse your answers
Tell your story as it
relates to the company and
opportunity
Be polite to EVERYONE
Don’ts
Drop names or speak
negatively about others
Generalize about your
achievements
Be modest OR lie
Assume the interviewer
knows how to interview

14. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Negotiating Your Worth TipsNegotiating Your Worth Tips
 Do your homework on the company’s
policies and practices.
 Focus on the important issues
 Evaluate the entire package
 Elements of the Deal
 Base salary
 Bonus (short and long-term)
 Sign-on bonus
 Options (including RSUs)
Heidrick & Struggles
Observations
 Relocation
 Loans
 Termination
 Benefits

15. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L
Working with Search FirmsWorking with Search Firms
 Establish relationships with 2-3 firms and get your resume
in their database
 Return calls and give help whenever you are called
 Be a good source
 Keep in touch once a year or when you make a career
change
 Hire a firm when you are conducting an important search
and you want to ensure you have a top performer
Heidrick & Struggles
Observations

16. Tom Berray
CTO/CIO Practice
1750 Tysons Boulevard, Suite 300
McLean, VA 22102
(703) 748-8286
tberray@heidrick.com