ghSMART: Management Assessment Firm for CEOs and Investors

Published 24 Nov 2014
Reference 5920
Topic Strategy
Industry Human Resources
Region North America
Summary

ghSMART is a small, niche, differentiated professional services firm that provides HR services, primarily executive assessment of C-level candidates for private equity investors. The case is deliberately short to focus on how the combination of client-focus and type of staff leads to value creation and capture.

Teaching objectives

(1) Value creation and capture in professional services by attracting staff to serve clients needs, relative to competitors. (2) The challenge of whether and how to grow the firm beyond its niche, and the implications for the current approach to managing the organisation.

Keywords
  • Professional services
  • HR services
  • Executive assessment
  • Growth
  • Niche differentiated strategy
  • Value creation and capture
  • Q11415