The Impact
Eliot Partnership transformed the way it manages executive search by implementing a customised Salesforce solution that centralises candidate tracking, invoicing, referral management, and global collaboration. With seamless Outlook integration, intuitive data entry via Grid Mate, and automated workflows tailored to business development and follow-up, the firm now operates with greater clarity, speed, and consistency.
About Eliot Partnership
Eliot Partnership is a boutique, relationship-driven executive search firm that specialises in the insurance sector. As the only global yet boutique search firm in this field, they operate across EMEA, APAC, and AMEA, focusing on C-suite and board-level roles, specifically in the insurance sector. Known for its cross-border expertise, Eliot Partnership supports clients by tapping into referral networks, building long-term relationships, and matching high-calibre candidates to critical leadership positions. To manage these complex relationships on a global level and improve their workflows, Eliot Partnership turned to Salesforce.
Their Challenge
With a specialised focus on executive roles, Eliot Partnership needed a CRM to handle their multi-stage recruitment process, from candidate search and interviews to final placements. Managing relationships and tracking activity across various stages were particularly challenging. Their invoice structure was intricate, where fees could be split across multiple stages based on placement milestones, and managing these payment schedules was cumbersome. Additionally, keeping track of ongoing engagements with placed candidates and maintaining consistent follow-ups was difficult without automation. Previous systems limited reporting capabilities, making it challenging to gain insights on activities, client engagement, and successful placements.
Eliot Partnership Had Multiple Pain Points
Fragmented Relationship Management
Lack of a centralised platform made it difficult to track interactions, resulting in missed opportunities to maintain long-term relationships post-placement.
Manual Compliance Which Was Time Consuming
KYC and regulatory checks involved repetitive manual steps and human error risks. Without a centralised system, compliance processes were time-consuming and hard to manage without huge amounts of human time.
Inconsistent Follow-Ups with Placed Candidates
After placing candidates, Eliot Partnership struggled to maintain ongoing communication, missing opportunities for valuable relationship-building and re-engagement.
Time-Consuming Data Entry for Multiple Candidates
Logging information for multiple candidates during referral calls was inefficient, requiring a solution to streamline and simplify data entry.
Conflict Management
They needed a way to ensure that candidates who had been placed did not get contacted by mistake or considered for a current assignment. This also extended to hiring managers and referral partners.
Automatic Task Creation
The team needed a way of automating multiple tasks across different dates. When an opportunity moved to closed-won, it needed to trigger next steps automatically.
Tracking of Candidate Referrals
The team needed a way of tracking how often a candidate was referred and by whom, along with a unique list of candidates per assignment.
Updating Placed Candidates’ Details
Once a candidate was placed, the team needed a way to update the contact’s role and re-parent their record to reflect their new organisation.
Lack of Customised Reporting Capabilities
Their previous reporting system didn’t allow customisation, limiting insights into activities, regional performance, and the success rate of referral partners.
Limited Collaboration Across Teams
Without a collaborative platform, coordinating across global offices was challenging, slowing down processes and creating communication gaps.
Manual Tracking of Candidate Search Steps
Tracking each step of candidate searches—such as interviews and placements—was labour-intensive and needed streamlining through automation.
Difficulty Managing Cross-Regional Client Relationships
Operating in EMEA, APAC, and AMEA required a unified view of clients, which was lacking in their previous systems.
No Easy Way to Integrate Emails with Records
Important email interactions weren’t consistently attached to client records, leading to siloed information and reduced account transparency.
The Adapt IQ Solution
Adapt IQ implemented Sales Cloud, which was customised to streamline Eliot Partnership’s recruitment and relationship management processes. The solution provided a distinct opportunity process to start the assignment with the client. A solution was created to manage the Account teams, this was set up to allow multiple team members to collaborate on a single account, enhancing visibility and coordination across projects from a management perspective.
Custom Salesforce Platform Tailored for Executive Search
Adapt IQ implemented Sales Cloud, configured specifically for Eliot Partnership’s executive recruitment process. This included a customised opportunity structure to manage high-level assignments from start to finish.
Account Team Collaboration Setup
A new system was created to assign multiple team members to the same account. This enhanced coordination across projects and improved internal visibility across regions.
Assignment-Level Custom Object
To manage recruitment assignments separately from accounts, Adapt IQ built a bespoke object in Salesforce. This structure allows the team to assign recruitment responsibilities and track progress with clarity.
Integrated Email and Calendar Tracking
Outlook integration was enabled so users can log emails and events directly to Salesforce records. Adapt IQ also activated Chatter to support real-time team communication within the platform.
Multi-Contact Entry with Grid Mate
Adapt IQ introduced Grid Mate to allow consultants to log multiple candidates in a single entry. This supports referral workflows and reduces the time spent on manual data entry.
The Impact and ROI for Eliot Partnership
"Eliot Partnership needed a platform that could support their precision, pace, and global reach. We delivered a solution that not only simplifies complex invoicing and referral tracking but also strengthens long-term relationships through automation, collaboration, and data-driven insight. It’s helped their team work smarter, stay connected, and deliver the high-touch experience their clients and candidates expect."
100
%
Candidate and client data now centralised in Salesforce
All interactions, placements, and follow-ups are tracked in one place, making global relationship management simpler and more consistent across regions.
6
Months post-placement follow-up now automated
Automated reminders prompt consultants to reconnect with placed candidates and clients, supporting long-term engagement and repeat business.
3X
Faster data entry during referral calls
With Grid Mate, the team can log multiple candidates in a single interaction, significantly reducing admin time and boosting accuracy.
3
Regions - Now fully visible in one reporting dashboard
Eliot Partnership can track placements, performance, and engagement across EMEA, APAC, and AMEA — enabling smarter, faster decisions.
The Impact
This comprehensive solution has positioned Eliot Partnership to scale their operations and improve service quality, providing them with the tools to efficiently manage high-level executive searches and maintain strong relationships with their clients and candidates worldwide.
Relationship Management and Engagement
A centralised CRM gives Eliot Partnership full visibility of client and candidate journeys, with automated six-month follow-ups that support long-term trust and re-engagement.
Streamlined Invoicing and Assignment Management
Adapt IQ configured multi-stage invoicing workflows tied to individual assignments, ensuring billing is accurate, consistent, and easy to manage across complex fee structures.
Faster Data Entry and Candidate Tracking
With Grid Mate, consultants can log multiple candidates during referral calls in one go, reducing admin time and improving the accuracy of candidate records.
Smarter Reporting and Global Insights
Eliot Partnership now tracks performance, placements, and engagement across EMEA, APAC, and AMEA with customised Salesforce reports, helping drive smarter business decisions.
Cross-Team Collaboration and Email Integration
Outlook and Chatter integrations ensure all communications are captured and shared, allowing global teams to collaborate and maintain complete visibility across all interactions.
Business Development Automation
From automated lead routing and follow-up tasks to custom BD plan tracking and post-event workflows, Salesforce now supports proactive, compliant, and consistent engagement.
