Case Study

Eliot Partnership: Enhancing Executive Search Efficiency in the Insurance Sector with Salesforce

"

“Eliot Partnership needed more than a CRM — they needed a system that could reflect the nuance, pace, and relationship depth of executive search. From complex invoicing to referral tracking and candidate engagement, we designed a solution that brings everything together in one place, empowers the team to work smarter, and supports a consistently high-quality experience for clients and candidates alike.”

— Dan Downes, Adapt IQ

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.

0

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.

100

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.

0

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.

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.

Thier 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

  • Complex Multi-Stage Invoicing Process
    Managing multiple options for invoice structures for different clients was cumbersome and prone to errors, requiring an automated, consistent system.
  • 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.
  • Limited Activity Tracking
    Without detailed tracking, team members struggled to see who had engaged with clients or candidates at various stages, causing overlaps.
  • 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

"

"Eliot Partnership needed a solution that could match the pace and precision of executive search. They wanted to streamline processes, reduce admin, and bring global teams closer together. We designed a tailored Salesforce platform that gives their consultants full visibility, faster data entry, and real-time collaboration — making it easier to deliver a world-class experience for clients and candidates alike."

— Andy Trevelyan, Adapt IQ

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.

A Complete Solution for Their Needs

  • 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."

0

Invoicing structure now automated and assignment-specific

Multi-stage billing, once manual and error-prone, is now streamlined through custom workflows that ensure accuracy and consistency for every engagement.

0

Month post-placement follow-ups now automated

Salesforce prompts account owners to reconnect with candidates and clients, helping sustain strong relationships and long-term engagement.

0

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.

It's Time To
Take Off!

Lets Talk About Your Next Project...














©2025 AdaptIQ. All rights reserved.

London

22 Southwark Bridge Road
London
SE1 9HF

Kent

The Innovation Centre Medway
Maidstone Road
Chatham
ME5 9FD

Wellington

99B, Westchester Drive
Churton Park
Wellington
New Zealand
6037

Coimbatore

No 281, 3rd floor,
Arima Wakefield,
Avinashi Road,
Peelamedu,
Coimbatore,
Tamil Nadu,
641004

Bangalore

Brigade World Trade Centre (WTC) Annexe,
1st floor, A Block,
26/1, Dr. Rajkumar Road,
Rajaji Nagar,
Bengaluru,
Karnataka-560055

Privacy Policy
DEI Policy
Net Zero

Company Number: 11929510
VAT Number: 323 2650 34

TOP