Building Enduring Trust and Partnerships

Ryze Team: We’ve heard from the team that you’re one of their most valued clients. You’ve provided them with an exceptional testimonial, and have worked together for several years. They consider you a thought leader in HR, particularly in your sector. From what we understand, the region you oversee accounts for roughly 12–13% of global sales, and you’ve partnered with Ryze for several key hires, including the Japan Head of Public Sector Sales.

Francis: That’s correct. I’ve always relied on Ryze for strategic leadership roles. As I mentioned in my testimonial, my partnership with them dates back to my last two companies. It’s not something that started overnight—it goes back to 2016. Their consistent success and established track record earned my trust. If I recall correctly, someone in the industry initially referred them to me. I reached out, met with them, and gave it a try—one thing led to another, and the partnership has continued ever since.

Choosing the Right Executive Search Firm in the Japanese Market

Ryze Team: You’re well-connected and have an extensive network within the recruitment space. How would you approach it if you were to look for a recruiting firm?

Francis: Japan is a unique market, so I don’t rely on online searches. Referrals and a proven track record are key. Many agencies reach out, but I ignore 99% of them. There are too many, and everyone claims to be an expert while charging exorbitant fees. The industry sees high turnover, with recruiters frequently moving between firms. I prefer working with a stable team. One of the main reasons I continue to work with Bill and David is that they’ve been consistent and reliable.

Ryze Team: You’re currently based in Singapore, but in 2016, were you in the same regional role?

Francis: I’ve held a regional role since 2016.

Ryze Team: When you first considered working with a recruiter, there weren’t specific KPIs or evaluation metrics—you relied on relationships and referrals.

** Francis: ** Correct. Referrals are just the starting point. The real test is the engagement, customer experience, and trust built over time. This happens through their execution—timely updates, quality of candidates, and consistent delivery.

Over time, a firm proves its expertise by demonstrating deep market knowledge and, more importantly, its ability to reach candidates others can’t. That’s how trust is built. Today, we have an open and transparent relationship—if Ryze can’t do something, they tell me, and vice versa. Respect is key. Mutual respect has been fundamental to our long-term partnership.

Securing Exceptional Talent: The Strategic Role of an External Partner

Ryze Team: Given that the candidates you’re looking for are not actively job hunting, does that make job advertisements less effective?

Francis: Absolutely. Most Japanese professionals don’t actively seek new opportunities unless there’s a strong reason. That’s why job ads don’t generate significant traction.

Moreover, LinkedIn has limited reach in Japan, with a small user base. Even if we post job ads, they won’t necessarily reach the right talent. Additionally, ads must be localized, translated into Japanese, and strategically placed in the right medium to be effective.

Most of the best candidates are passive—they wait for an opportunity to come to them. That’s why recruitment in Japan requires a proactive approach. Job advertisements only work for junior roles.

Ryze Team: Regarding decision-making, does your team in Japan make hiring decisions, or is it a joint decision with regional headquarters?

Francis: Hiring managers make the final decisions. We facilitate the process by filtering out unqualified candidates, but the hiring manager and their team conduct the final assessments and selection.

Ryze Team: How do you determine which recruitment firm to work with?

Francis: Key factors include Turnaround time, candidate quality, and responsiveness. There’s no strict formula because recruitment success depends heavily on the consultant handling the role. The real question is whether they truly understand our needs and the market.

Ryze gets it. They don’t waste time—they focus on what matters. If they don’t find suitable candidates, they don’t send CVs just for the sake of it. We have a clear understanding: quality over quantity. Sometimes, we go weeks without resumes, and I’m okay with that because when they send a candidate, it’s a strong match.

Comparing recruitment agencies isn’t easy since so much depends on the individual consultants. Unlike corporate hiring, where we track KPIs like time-to-fill, with agencies, the focus is quality. Metrics alone don’t capture the actual value of a good recruitment firm.

So far, Ryze has successfully filled every difficult search we’ve given them. They’ve been in the Japanese market for over 20 years and have unparalleled knowledge of who’s who.

The Ryze Advantage: The Value of Our Partnership

Ryze Team: If there were areas for improvement, what would they be?

Francis: Honestly, I can’t think of any. Ryze is one of my top two agencies in Japan. Even when compared with my other preferred agency, it’s a close competition. Each has its strengths and specialty areas.

Ryze Team: Are any publicly available salary reports or market insights useful?

Francis: I’ve tried to find reliable market data, but most reports aren’t accurate. Many are published with a vested interest and contain misleading information. We need real market insights, government updates, and trends—things Ryze can provide because they have firsthand knowledge of the Japanese market.

Ryze Team: Have you seen any competitors in the industry with a robust online presence?

Francis: No, I haven’t. Many companies make big promises, but often, the reality doesn’t match expectations. Unfortunately, many firms in this space focus on selling the idea rather than delivering results.

Recommended by Our Peers: A Mark of Trust

Ryze Team: If you were to recommend Ryze to a colleague, how would you describe them?

Francis: I’ve used them, and they’ve delivered. My experience speaks for itself. In our industry, word-of-mouth is everything. If a recruitment firm isn’t good, no one will recommend it.

Ryze Team: Thank you, Francis. Have a great day!

Francis: Thank you. Take care.