Our Scope of Services in Russia & CIS

Kienbaum Executive Consultants

Kienbaum Executive Consultants GmbH 2016

Continued growth based on broad client portfolio Kienbaum – Key Data

We employ 800 people and have a huge network of

industry experts around the globe. People

In all the projects Kienbaum focuses on People & Organization as the significant lever for

the sustainable success of the company.

With revenues of over Euro 150 mln Kienbaum is one of the leading consulting

companies with the headquarters in Germany.

From its foundation in 1945 Kienbaum

successfully implemented over 60.000

consulting projects for its clients.

Revenues

Focus

History

2

Geographic Presence Kienbaum in Germany

Hamburg

Berlin

Dresden

Frankfurt

Stuttgart

Munich

Düsseldorf

Hannover

Rostock

Freiburg

Karlsruhe

Cologne Gummersbach

3

Geographic Presence Kienbaum Locations and Partners Worldwide

German Offices

» Berlin

» Cologne

» Dresden

» Düsseldorf

» Frankfurt

» Freiburg

» Gummersbach

» Hamburg

» Hanover

» Karlsruhe

» Munich

» Rostock

» Stuttgart

Kienbaum Partner Network

» Denmark

» Italy

» Mexico

» Spain

Global Presence » Austria

» Azerbaijan

» Belarus

» Brazil

» China

» Croatia

» Czech Republic

» Finland

» France

» Georgia

» Germany

» Great Britain

» Hungary

» India

» Japan

» Kazakhstan

» The Netherlands

» Poland

» Romania

» Russia

» Sweden

» Switzerland

» Singapore

» Thailand

» Turkey

» Ukraine

» USA

4

Consulting Competence

Executive Search in Russia/CIS Service portfolio

Kienbaum Consultants International (KCI)

Executive Consultants (KEC) Management Consultants (KMC) Communications (KC) Management Services (KMS)

» Selection of

» Supervisory boards

» Advisory boards

» Management boards

» C-level positions

» Executive positions

» Specialist positions

» Interim Management

» Career Consulting

» Management Audits

» NewPlacement

» Business Technology

Management

» Change Management

» Compensation

» Management Audit

» Operational Excellence

» Organizational Effectiveness

» Performance Management

» Strategic Workforce Planning

» Strategy Development

» Supply Chain Management

» Talent Management

» Communication & PR

» Employer Branding & HR

Marketing

» Online & Interactive

» Media & Print Advertising

Management

» Board Communications

» Business Process

Outsourcing

» Accounting

» IT Services

» HR Administration/Salary

Accounting

» General Services

Industries

Automotive│Chemical / Pharmaceutical │Consumer Goods │ Energy & Utilities│Financial Services & Real Estate│Health Care

Industrial / Mechanical & Plant Engineering

Professional Services │ Public / Non-Profit Sector │Retail │ Technology │Transport / Logistics

Board Services

Efficiency Checks│Requirements Profiles│Appointments │Compensation │Communication

6

Reference portfolio – Kienbaum’s reputation is built on 70 years of experience Kienbaum selected references

7

Eastern Europe – one of main directions of Kienbaum development Offices and partners of Kienbaum in Eastern Europe

Vienna

Warsaw

Prague

Moscow

Budapest

Zagreb Sofia Bucharest

Minsk

Kiev

8

Reference portfolio – Russian & CIS Markets Kienbaum selected references in Russia 1

Other Countries on Request

9

Reference portfolio – Russian & CIS Markets Kienbaum selected references in Russia 2

Other Countries on Request

10

Executive Search The Search process

» Direct approach to the market

» Candidate referral

» Candidate presentation

» Candidate recommendation

» Candidate appraisal

1 » Analysis of required positions

Tim

e fr

ame:

ca.

4 -

10

wee

ks

Recruiting Procedure

2

3

4

5

6

7

Mixture

of

methods

Direct approach

Search Methods

Kienbaum Candidate Pool

Open sources

» Applicant service

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Selected Recent Placements By Industries

Packaging:

» General Manager, one of the world's leading providers of

closure solutions for the FMCG packaging market

» General Manager, leading producer of industrial packaging

Automotive:

» HR Director, tires producer

» HR Director, leading global development partner for the

automotive and engine industry

» Plant Manager, global player in engineering and production

of automotive solutions

» Plant Manager, European automotive industry supplier

» Sales Director, batteries manufacturer

Construction:

» General Manager, full-service construction services and real

estate developer

» Commercial Director, construction materials manufacturer

Manufacturing and Engineering:

» General Manager (St. Petersburg), General Manager (Ukraine)

worldwide market leader in the belting industry

» Production Manager, a German machine-building plant

» Technical Director, one of the largest Russian producer of

synthetic resins and plastics

» Technical Director, European producer of mineral raw materials

» Head of Representative Office, seals and vibration control

manufacturer

» Senior Project Manager, agricultural equipment manufacturer

» Senior Sales Manager, world market and technology leader

for compounding & extrusion

FMCG :

» COO for a German FMCG company

» CFO for a European FMCG company

» Head of production for a French FMCG company

» CEO for a leading Russian FMCG company

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Our Approach and Scope of Services

Russia/CIS and CEE Services in detail With our services we help our Clients to reach success in pursuing their goals as well as effectively address challenges

- Services

Human Capital Services Organization &

Transformation Operational Excellence

Compensation &

Performance Management

Business Technology

Management

Corporate Academies

Learning Management

HR-Strategy and

Organisation

Management Diagnostics

Talent Management

Management Development

Strategic Competencies

and Personal Planning

Restructuring / Personnel

Dimensioning and

Reductions

Management of

Organisational Culture

Change & Transformation

Management

Strategy Development

Organisational Design /

Organisational development

Cost & Working Capital

Management

Process Optimization

Process Safety

Sustainability

Supply Chain

Continuous Improvement

Sales

Data Management

Execuitve / Non-Executive

Board Consulting

Benefits

Total Compensation

Strategy

Sales Management /

Compensation

System of Organisational

Control, BSC

Grading

Performance Culture

Senior Management

Benchmarking

IT Sourcing & Service

Management

IT Technology Optimisation

IT Efficiency & Controlling

Business / IT Strategie

IT Application &

Transformation

IT Organisation &

Restructuring

HR Controlling

M & A Support HR Communication

HR Training / Workshops

Master Classes

IT Rewards Process Design

HRIS

HR System Audit

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Strategic workforce and labor cost management are key to secure

competitiveness in times of economic recession 6 Fields of action on strategic business and HR level to leverage future success

Key findings Fields of action

Local production and product development skills are key

to secure future growth 1

Development of sales skills and sales incentive schemes

will secure competitiveness 2

Internal operational improvements will help to reduce

costs in the short term 3

Currency devaluation affected almost all businesses

in Russia

General downturn and decrease of sales’ volume are

the main effects of economic crisis

No improvement of the overall business situation is

expected within the next six months Ove

rall

bu

sin

ess

stra

teg

y H

R s

trat

egie

s

Mechanisms for retention and headcount reduction,

differentiation and segmentation of key employees 4

5 Optimization of personnel and organizational structures

aligned with process improvements

No salary increases, also in ruble equivalent, are

prevalent

Hiring freeze and lay-offs are the main reactions to

the economic crisis

6

Challenge to identify and develop new skills and

competencies of employees and introduction of locally

adapted performance management

Availability of qualified personnel due to the increased

labor supply but shortage of crisis’ leaders (CEO,

CxO)

Source: Expert Survey

15

Due to the general downturn and decrease of company performance most companies directly react with no salary increase for

their employees to balance their budgets in the short-term

Most businesses reacted with low or no salary increase as a result of currency

devaluation due to economic recession International subsidiaries in Russia show more flexibility in increases and extra payments

Compensation policies in times of economic recession

Source: Expert Survey

23%

13%

8%

19%

38%

21%

Salary increaseto all employees

Salary increaseto key

employees

Additional salaryincrease on top

Lump-sum/allowance

compensation

No salaryincreases

Other

» No salary increase at all (38%) characterizes the main trend in

compensation policies in times of economic crisis

» Annual merit salary increase (23%) only observed in the

Russian subsidiaries of the foreign companies

» Among other policies (21%) experts see:

» Salary decreases on 10-20%

» Ban on any salary increases

» Delay of salaries review until more clarity what rest of

the market is doing

» Lump-sum compensation only for a small number of top

managers

» Payment of bonus and the 13th salary explained as

compensation for devaluation

» Many experts are monitoring the market trends and are ready

to make the corrective actions in 2015

16

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Our integrated service portfolio emphasizes our competences as leading

transformation consultants Functional competences (Selection)

Human Resources Development

Compensation & Benefits

» Total Rewards (Comp. & Ben & LTI)

» Executive Compensation

» Sales Incentive system design & Implementation

» Integrated performance management

» Compensation Portal / Market Intelligence

Business Technology Management

» IT strategy development

» Efficiency & effectiveness (organization & technology)

» IT business alignment (assessment, Definition & selection support)

Executive Search

» Identification / addressing of top executives

» Database, internal/ external sourcing, data, assignments

» Efficient use of appropriate media for personnel marketing (internet, classic advertisement)

» Management appraisals / assessments

» Executive coaching

» Guiding systems & competence management

HR Strategy & Organisation

» Reorganization of HR strategy & processes

» HR System Audits

» Organizational effectiveness

» HR Change Management

» Grading & Job Architecture

» Guidelines

Process Excellence

Organisational Effectiveness

» Organizational alignment

» Optimization of structural and procedural organization

» Business performance management system

Asset Management

» Increase of complete system usage

» Increase and stabilization of outputs / launch management

» Reduction of maintenance costs

Revenue Growth

» Development and implementation of holistic growth strategies

» Increase of sales force efficiency

» Multi-channel-management

» Target group marketing

» Reduction of production costs

» Total Cost of Quality / Robust Design (time to quality) / Six Sigma

» Value chain excellence

Strategy

» Corporate and functional strategy

» Strategic review and development processes

» Implementation via BSC & development of clear measures

» Cooperation strategy

We are one of the Leading Providers of Compensation Data in Europe Annual evaluation of compensation data from more than 9 000 companies and 70 000 individual positions

Western Europe

» Austria

» Belgium

» Denmark

» Finland

» France

» Germany

» Ireland

» Italy

» the Netherlands

» Norway

» Spain

» Sweden

» Switzerland

» United Kingdom

Central Eastern Europe

» Croatia

» Czech Republic

» Hungary

» Poland

» Romania

» Russia

» Serbia

» Slovakia

» Slovenia

» Turkey

» Executive Directors and Board

Members

» Management

» Team- and Project Leaders

» Specialists/Experts

» Back Office und Supporting

Functions

» Skilled Employees

» New Entrants

» Expatriates

» etc.

» Listed Companies

» Financial Services

» Automotive

» Energy

» IT and Telecommunications

» Trade

» Services

» Pharmaceuticals/Health Care

» Chemicals

» Real Estate

» etc.

Compensation Reports: markets

covered

Industries and Market

Segments Employee Groups

In addition, we conduct individual compensation benchmarks and analyses worldwide (e.g. USA, China,

India, Brazil, Korea, South Africa)

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Your Contact at Kienbaum Executive Consultants Russia & CIS

Managing Director Susanne Doenitz

Susanne Doenitz, a German national with more than 20 years working experience in Russia, joined Kienbaum Executive Search Consultants Russia in October 2015 as General Manager. After more than 14 years in leading positions at affiliates of the State Television MDR in Germany Susanne was herself in 2007 recruited as Head of German Desk and Media Practice by one of the leading Executive Search companies in Russia. Since 2009 she built up the new offices in Moscow and Kiev of an international French executive search provider. Today Susanne looks back on nearly 8 years in executive search with more than 300 recruited top managers for different positions and industries.

Susanne knows the Russian society «from inside». She managed to build up a close network of contacts in different industries. Susanne knows from her own experience how to deal with Russian, European and Asian mentality. Her message from Kienbaum Russia: “Only an integrated approach of management consultancy, analytical research and the understanding of the local specifics will lead you to the best managers.”

Susanne studied Oriental Sciences (Japanese language and literature) at Moscow Lomonosov State University (MGU), Humboldt University Berlin and Japanese Foundation Institute, Tokyo. She holds two degrees in Linguistics and Asian Regional Sciences and in Russian language and literature. Since 1991 she holds her PhD in Japanese linguistics. In 2013 Susanne finished a two-years-course from the Stuttgart University as Business Coach specializing on change management and organizational consulting.

Susanne speaks fluent German, Russian, English and Japanese.

Dr Susanne Doenitz Managing Director Russia & CIS Kienbaum Office: +7 499 917 0350 Mobile: +7 903 55 00 975

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Consultant Elena Trayanovich

Elena Trayanovich graduated from Tula State University with a degree in Linguistics and Intercultural Communication. She started

her career as an in-house HR Specialist in leading Russian and International Banks and today looks on more than 10 years’

experience in HR Recruiting, HR Assessment and candidates evaluating.

Elena has been working in Executive Search since the beginning of 2013 when she joined Kienbaum Consultants International as a

Junior Consultant. Over these years she has gained solid experience in search for executive level financial and HR positions for

both Russian and international companies. In addition, Elena conducted project execution for various top-management positions in

automotive and retail industries all over Russia (Moscow and Regions) as well as CIS.

As a Consultant at Kienbaum Elena is responsible for all search related steps: from market analyze and identification to interviews,

placement and communication with client.

Elena speaks Russian, English and German.

Elena Trayanovich

Consultant Russia & CIS

Kienbaum

Office: +7 499 917 0350

Mobile: +7 968 735 8940

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Consultant Anastasiya Verevkina

Anastasiya Verevkina graduated from St. Andrew’s University in Scotland from where she has double MA in Art History and

Management. With her background in commercial art, Anastasiya enjoys thorough research and market analysis in order to be able

to find exceptional candidates that would represent a brilliant investment for our clients’ thriving and ambitious organizations.

While at university she headed local representation of the UK largest career and skills society, which aimed to network with the

world’s foremost international companies and to raise employability of the students. Anastasiya worked in international companies

both in Russia and UK and joined Kienbaum to continue working in executive search business. Her current experience includes

handling successful projects for top and middle management positions in B2B, Automotive, Private Banking and Private Equity in

Russia, Eastern Europe, Switzerland and UK.

During the working process Anastasiya performs primary identification of potential candidates, makes initial contacts and

preliminary assessment of candidates’ qualifications.

Anastasiya speaks Russian and English.

Anastasiya Verevkina

Consultant Russia & CIS

Kienbaum

Office: +7 499 917 0350

Mobile: +7 906 071 9585

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www.kienbaum.com