company and the personal qualities and requirements of the leading protagonists.

More senior appointments fail because of a culture or personality clash than any other reason. Consultants need therefore to delve deep into the attitudes and behaviour of the client to ensure a good fit. In addition, if the benefits package or any other aspect of the job are unlikely to be attractive, or the company's organisation structure is unworkable, then the consultant should successfully recommend the necessary change or decline the project.

Sometimes companies (perhaps through no fault of their own) have a poor image in the marketplace. The consultant should discuss this openly with the client and a strategy should be devised to overcome misconceptions.

ASSESSMENT - Choosing qualified people who match the client's requirements.