Caterpiller Inc.

Project Description

Our Client

Mantrac Group are the authorised Cat dealer in ten countries and three continents, distributing and supporting the full range of Cat products. They are not only a supplier, but also a solutions provider, offering integrated business solutions backed by technical expertise and local knowledge.They are proud to supply the best equipment to the most demanding industries and aim to keep equipment running at peak productivity. Mantrac Group is a subsidiary of the internationally recognized Mansour Group, a privately owned multinational conglomerate with operations that span several industry sectors, including automotive, capital markets, consumer and retail and industrial equipment.

The Challenge

Caterpillar CEO – ‘We have to lead digital. By the summer, every machine will be connected’  – April 2016

The company identified significant growth opportunities through adoption of digital, data and analytics technologies, although understood that some customers will need a helping hand in understanding their benefits to their businesses.

JSS Transform were engaged by the CEO of Mantrac to build a team to deliver this capability, through the creation of a new operating company that would deliver Caterpillar Digital, Data and Analytics capabilities and consulting solutions to their client base.

The initial brief was to appoint a Partner-level Digital and Data leader from a major consultancy or strategy house, who had experience in launching and scaling a consulting practice, following which three further industry group leaders would be engaged.

Our Approach

Following a period of research and market mapping, target organisations and a long list of appropriate consulting leaders were drawn up. Over a period of 4 weeks, 32 prospective candidates were approached, 23 initial exploratory discussions conducted followed by 14 further face to face interviews. Through regular communication with the client and review of initial profiles, we focused on securing the group leader first, whilst building a pipeline of candidates for the industry group leader positions.

The Outcome

The group leader was secured within 3 weeks and we were ready to deploy the rest of the team very soon after, although unexpectedly the goalposts moved and we were advised that two of these roles needed to be based in the UAE. We conducted another thorough search for local candidates already in the UAE and a further two appointments were made. Our sound knowledge of this market together with the close partnership that was formed with the Mantrac leadership team, enabled us to turn round this assignment quickly and our responsiveness and accurate judgement were critical in addressing pressing client demands.

Testimonial

Stephen Warner- CDO, Mantrac

‘James and the JSS team’s approach clearly stands out from the rest from both being a candidate and an employer. The extra effort he takes to understand the real business needs and matches them to the candidates really helps accelerate the process overall with a minimum’

Project Details