A colleague shared with me recently how the Regional VP at a prospect gave him a list of names after  he finished his pitch. He was asked to provide positions and the  names of the companies those individuals were working for. This "test" would show the prospective client how well my colleague knew his market.

I beg to differ. Search Consultants do not learn a database by heart.  On the contrary, they know how to get to the right people, and they are intimately familiar with an industry vertical or sector. They also understand a business and the market it operates in. Furthermore, the great Search Consultant has the credibility to approach and even convince Senior Executives, while he understands and masters all intangibles necessary to close a search assignment for his client.

Rating a Search Consultant on his knowledge of names in the industry, is similar to rating a book on its weight, size, color, the font type and print ink used - except for the content. As a result, the most meaningful dimension is completely overlooked. In a similar context a prospective client does not seek to retain a parrot, but trusted advisors who are able to improve his bottomline.