When Holly Etlin took over as chief restructuring officer of Impath Inc. a
year ago, the New York City-based cancer laboratory faced financial scandal, a
bankruptcy filing and a $100 million mountain of debt.
But Ms. Etlin reassured creditors, employees and customers that Impath wasn't
disappearing, helped directors formulate an acceptable strategy and presided
over the sale of its accounts and other assets to Genzyme Corp. in May. The
47-year-old interim executive, a principal of XRoads Solutions Group in New York
City, now says, "I'm ready for another assignment."
Ms. Etlin is part of a growing cadre of executives available on an interim
basis -- particularly useful to companies facing an acute short-term problem
such as the death, departure or sudden demotion of a top executive or a business
crisis. The trend took hold first in Europe where companies were reluctant to
hire full-time executive replacements right away because labor laws there make
it exceedingly difficult to let someone go.
By all accounts the use of interim executives is growing, with some placement
companies seeing 50% increases in business in 2004 over 2003. Staffing Industry
Analysts Inc. says that the market has become a $750 million-a-year industry in
the U.S.
Such talent doesn't come cheap. While down from a market peak a couple of
years ago, fees still can range to up to a few thousand dollars a day,
approaching $100,000 a month. But in exchange, companies typically get the
full-time attention of an executive for six to 18 months and such experience,
savvy and stability can often save millions of dollars in the long run.
"These stints can be difficult jobs," says Michael Turrell, the London-based
director of the interim-management practice of recruiting firm Korn/Ferry
International. "So it's worth it to clients to get a real heavyweight, senior
person to crack through their problems." Temporary executives generally either
have expertise in a specific discipline, such as operations or finance, or have
broad general experience running departments or companies.
Corporate downsizing over the past several years has made more of these
high-caliber executives available to consider the interim workstyle. Many turn
to the interim market only after pounding the pavement in search of other
full-time work while some prefer the "temporary" approach.
Declaring Independence
Phil Crusco has been a human-resources manager for most of his career. In
2001, he was handling human resources for a fast-growing DuPont Co. spinoff that
manufactured life-sciences research equipment. When it was sold, Mr. Crusco lost
his job, but instead of plunging back into the full-time market, decided to try
working as an independent professional and soon landed his first gig: a
year-long interim-management project working for a rollup of nine small
construction companies.
Mr. Crusco's most recent engagement has been heading human resources for a
privately held concern that manufactures semiconductor-testing and manufacturing
equipment. He works mainly out of his Lewes, Del., home, visiting the company's
nearby offices about every other week, focusing on discrete projects to help
senior management and to build up the client's own HR capabilities. His work for
the company ranges from 12 hours a week to nearly full time.
"I start out being conservative in the amount of my retainer," says the
50-year-old Mr. Crusco. "You have to show extremely high value for the money
received, and then you become indispensable [and] you get other projects. You
have to have a bankroll behind you to do it the way I do it. But I've always
exceeded my revenue goals on a yearly basis and I'm always looking to expand my
network."
Rent-an-Exec
The sense of becoming truly integral to a company without making a long-term
commitment is one of the attractions to executives who begin lending themselves
out temporarily. Judy Key Johnson, for example, had spent 25 years as a marketing
executive with IBM and a software company before going on her own in 2002.
By last year, the Southern California resident had hooked up with Zoll Data Systems
of Broomfield, Colo.
When Vane Clayton arrived as president in 2002, the company didn't have a
vice president of marketing, so he located Ms. Johnson through Cerius Consulting,
a senior-executive consulting and interim-executive firm in Southern California, and retained her on a part-time basis while
seeking for a permanent head of marketing. Rates for
full-time interim executives from Cerius are in the range of $1,500 to $2,000 a
day.
Her skills "were my right arm for the first six months in the job here," Mr.
Clayton says. "I was able to rent some top talent that
I wouldn't have been able to get otherwise for the price. And having a
several-month horizon worked well to get a number of initiatives going for us."
Ms. Johnson assessed the company's marketing function, helped recruit her
permanent replacement and launched a thorough rebranding during her tenure at
the company, which lasted about a year and is just ending. "This job really hit
my sweet spot," says the 54-year-old Ms. Johnson. "I enjoyed producing tangible
results."
Mr. Clayton says she was able to stay long enough so that "people built a
relationship with her, respected her talents and profited because of that." For
her part, Ms. Johnson felt like she was part of the organization. "I lost sleep
thinking about this company, which I wouldn't have done as a consultant or
coming in from an agency. It was absolutely my company," she says.
'Change Agents'
Janelle Montgomery has begun acting as an interim CEO for small-company CEOs
who want to go on vacation or must leave the helm for a short while. She charges
up to $1,000 a day for a maximum of about a month, mainly doing what she calls
"corporate babysitting: Just being someone to mind the store with a brain and
some experience."
Interim executives also tend to be motivated by fresh challenges and want to
develop the breadth of their experience or the depth of their expertise, Korn/Ferry
surveys of temporary execs show. Such executives often must consider themselves
"change agents," says Michael Issa, executive managing director of Ballenger
Cleveland Issa LLC, a Los Angeles-based placement agency. "That's a skill set
that people don't tend to have that separates out the best interim executives,"
he says.
Mr. Issa adds that interim executives "also have to be able to deal with
adversity and uncertainty and be a quick study. They can't take a lot of time to
figure out the job. They need to manage people reasonably well in an environment
where people aren't necessarily at their best." Or, as Ms. Johnson puts it, "You
have to be both unflappable and collaborative."