Lesson 2: The Power of Trust and Long-Term Relationships

“Before we can demonstrate our competency or expertise, clients need to feel the depth of our commitment to their success. They need to know how much we care, above all else.”

Margo began her career with Kennecott (now Rio Tinto) in their Human Resources team (pictured here in the early 80’s with her KCC hardhat, presumably on a walkabout). Over many years, she mastered the HR discipline and later served as the first female HR Director for the Utah Department of Natural Resources. Years later, her entrepreneurial drive led her to move into Executive Search with partners and then struck out on her own, founding our firm in 1994.

While with Kennecott, Margo placed a young engineer who she followed up with to ensure he was settling into Utah successfully. He joked that his move was easy because he only had a couple pairs of jeans and his guitar.

Fast forward more than twenty years later, Margo and I walked into a Rio Tinto leader’s office to conduct an intake meeting for several new searches. We had been warned that the roles were unrelentingly difficult to fill because the executive had such exacting standards and was perceived as a challenging customer.

As we entered the office, we were prepared but nervous (these would be my first mining searches with Margo). The nerves melted away immediately. Margo and this leader made eye-contact and then both their faces lit up in massive smiles. This executive was the same jeans and guitar engineer she had placed all those years ago. Margo had kept in touch over two decades, but had not heard about his latest promotion and had no idea he was the “unrelentingly difficult client”.

This full circle moment was remarkable and imprinted on me the importance and meaning that exists in nurturing long-term relationships. I watched as the tough, skeptical exterior of this client melted away into a trust filled discussion between two partners who deeply respected one another.

Margo’s approach to this partnership was emblematic of her philosophy: embrace the challenge and focus on the shared goal. By drawing on the relationship of trust she had meticulously built, she navigated the searches with a level of empathy and insight that only comes from truly knowing and caring about a client’s success as if it were her own.

It’s a small world, and the connections we make and nurture can have lasting impacts, often in ways we least expect. Margo taught us that before we can demonstrate our competency or expertise, clients need to feel the depth of our commitment to their success. They need to know how much we care, above all else. This philosophy has not only guided our approach to every search but has also been a key driver of our firm’s longevity and success.

As we celebrate this significant milestone, we’re reminded of the importance of the human element in our work. It’s not just about filling roles; it’s about building relationships, understanding needs, and being genuinely invested in the success of our clients and candidates alike. Margo’s legacy of trust, empathy, and partnership continues to inspire us every day, fueling our commitment to excellence and integrity in all that we do.

This story, a true embodiment of our firm’s values, serves as a powerful reminder of the impact we can have when we prioritize the relationships at the heart of our profession. As we look to the future, we remain dedicated to nurturing these connections, driven by the belief that our success is intrinsically linked to the success of those we serve.

Here’s to the next 30 years of excellence, partnership, and trust.