Competency explorer

The ability to manage the complete process of selling to business clients — from identifying potential buyers and building initial interest, through presenting the solution, negotiating terms, and closing the deal.

VEN_H01

The ability to reach agreements with clients that protect the company's interests while maintaining a strong, trust-based relationship — finding terms that work for both sides without giving away value unnecessarily.

VEN_H02

The ability to build, protect, and grow relationships with important business clients over the long term — keeping them satisfied, ensuring they renew, and identifying opportunities to expand the engagement.

VEN_H03

The ability to predict future sales results accurately using data, and to use CRM tools effectively to track deals, manage the pipeline, and support the team's decisions.

VEN_H04

The ability to communicate clearly and effectively in English in a professional context — in writing, in meetings, in presentations, and in negotiations. Required because the group operates across multiple countries and English is the shared working language.

VEN_H05

The ability to use artificial intelligence tools — such as AI-assisted prospecting, lead scoring, email generation, or sales analytics — to work more efficiently and improve commercial results.

VEN_H06

The drive to achieve goals and deliver concrete outcomes — setting clear targets, working consistently towards them, and not stopping at 'good enough' even when things get difficult.

VEN_S01

The ability to present ideas, products, or arguments in a way that resonates with the specific audience, addresses their concerns, and motivates them to act or agree — going beyond simply conveying information.

VEN_S02

The genuine desire to understand what clients really need and to make sure they receive the best possible service or solution — not just what is easiest to sell or deliver.

VEN_S03

The ability to keep performing and stay motivated in sales work despite rejection, difficult periods, or significant setbacks — and to recover from them quickly without losing confidence, professionalism, or focus.

VEN_S04

The ability to design a clear commercial plan that defines where the company will compete for business, how the team will approach the market, and what needs to happen to achieve the revenue targets.

DIR_H01

The ability to build, lead, and develop a sales team — hiring the right people, setting clear performance expectations, coaching individuals to improve, and creating the conditions for the team to succeed together.

DIR_H02

The ability to manage relationships with the company's most important clients at a senior level, and to lead complex negotiations involving large contracts, multiple stakeholders, or commercially sensitive terms.

DIR_H03

The ability to maintain an accurate, up-to-date view of the sales pipeline — knowing where deals stand across the whole team, predicting what will close and when, and using this information to make management decisions.

DIR_H04

The ability to understand and apply AI tools in the sales management process — including sales analytics, pipeline intelligence, territory planning, and team performance reporting — to make better and faster commercial decisions.

DIR_H05

The ability to lead people in a way that keeps the whole team focused on achieving concrete outcomes — setting clear goals, creating real accountability, removing obstacles that block performance, and recognising results consistently.

DIR_S01

The ability to understand what is happening in the market — competitors, clients, trends, and emerging opportunities — and to use that understanding actively to guide commercial decisions and set priorities.

DIR_S02

The ability to persuade others, build consensus, and reach agreements — both with clients and inside the organisation — using clear arguments, genuine listening, and a real understanding of the other party's interests and concerns.

DIR_S03

The ability to use data and evidence — rather than instinct or habit alone — to make decisions. This means knowing what data to look for, interpreting it correctly, and using it to shape plans and actions with confidence.

DIR_S04

The ability to understand the long-term strategic needs of key clients, align the company's offerings to those needs, and manage these relationships as genuine partnerships rather than transactional arrangements.

DIR_S05

The ability to organise and deliver a project — defining what needs to be done, planning the tasks and timeline, managing the budget, coordinating the people involved, and ensuring the outcome meets the agreed quality and deadline.

PRO_H01

The ability to understand a client's business situation deeply — identifying what is not working, why it is happening, and what the realistic options are for fixing it — using structured thinking, data, and relevant analytical frameworks.

PRO_H02

The ability to design practical, well-structured solutions to business problems and then lead their implementation — ensuring recommendations are realistic, properly planned, and delivered with measurable results that the client can see.

PRO_H03

The ability to plan, monitor, and control the financial aspects of a consulting project — managing the budget, tracking actual costs, forecasting final spend, and ensuring the project remains profitable for the organisation.

PRO_H04

The ability to understand the legal, regulatory, or sector-specific rules that apply to a given project and to ensure the work delivered complies with them — protecting the client and the organisation from legal, regulatory, or compliance risk.

PRO_H05

The ability to use artificial intelligence tools in consulting work — for data analysis, document review, research, process automation, or project management support — to deliver work more efficiently and at a higher standard of quality.

PRO_H06

The ability to present information, analysis, and recommendations clearly and in a logical sequence — whether in writing, in presentations, or verbally — so that the audience can understand what is being said and act on it without confusion.

PRO_S01

The ability to break down a complex situation or problem into its component parts, understand how those parts connect, identify what matters most, and reach well-reasoned conclusions based on evidence rather than assumption.

PRO_S02

The ability to work independently — taking clear ownership of tasks, managing one's own time and priorities without constant direction, and being fully accountable for the quality of what is delivered, without deflecting responsibility when things go wrong.

PRO_S03

The ability to oversee and coordinate the delivery of multiple consulting projects simultaneously — ensuring each one is on track, properly resourced, meeting quality standards, and delivering what the client was promised.

DIR_H06

The ability to forecast how much capacity the team needs, assign people to the right projects at the right time, and adjust staffing when priorities shift — ensuring both client commitments and team welfare are maintained.

DIR_H07

The ability to ensure that consulting projects generate the expected profit margin — actively tracking financial performance, identifying cost risks early, and taking corrective action when a project is heading towards a loss.

DIR_H08

The ability to define, document, and embed consistent ways of working across the consulting team — ensuring people use reliable, efficient methods that produce predictable quality regardless of which consultant or project is involved.

DIR_H09

The ability to use and apply AI tools in the management of the operations function — including resource planning, project monitoring, performance reporting, and process optimisation — to run the function more efficiently and make better decisions.

DIR_H10

The ability to lead a team of professionals in a technical or operational field — guiding their work, developing their skills, and maintaining high standards through personal credibility, expertise, and example rather than through hierarchy alone.

DIR_S06

The commitment to delivering work at a consistently high standard — building quality into every stage of the process, actively monitoring client satisfaction, and refusing to accept substandard output even when under time or cost pressure.

DIR_S07

The ability to make sound, timely decisions in an operational context — under time pressure, with incomplete information, and when the consequences directly affect project delivery, client relationships, or team performance.

DIR_S08

The ability to help team members grow professionally — identifying their individual development needs, providing targeted coaching and feedback, creating stretch opportunities, and investing consistent time and effort in building capability within the team.

DIR_S09

The commitment to making things better over time — identifying inefficiencies, learning honestly from mistakes, implementing concrete improvements, and building a team that does not accept 'this is how we have always done it' as a reason not to improve.

DIR_S10

The ability to attract potential business clients through targeted marketing activities — creating awareness, generating qualified leads, and filling the top of the sales funnel with opportunities that the commercial team can convert.

MAR_H01

The ability to plan, execute, and continuously optimise digital marketing activities — including email campaigns, social media, paid advertising, SEO, and marketing automation — to reach and engage business audiences effectively.

MAR_H02

The ability to collect, analyse, and interpret marketing performance data — measuring the return on investment of campaigns and activities, and using those insights to make better decisions about where to invest time and budget.

MAR_H03

The ability to develop and produce content — written, visual, or multimedia — that communicates a clear and relevant message to a defined business audience and directly supports the organisation's commercial objectives.

MAR_H04

The ability to use artificial intelligence tools in marketing work — including content generation, audience targeting, campaign optimisation, customer journey personalisation, and performance analytics — to work more effectively and deliver better commercial results.

MAR_H05

The ability to look beyond day-to-day tasks and understand how today's decisions will affect the organisation in the medium and long term — seeing the bigger picture, connecting different parts of the business, and anticipating where things are heading rather than just reacting to what is in front of you.

MAR_S01

The ability to work effectively with people from different functions, teams, or countries — sharing information openly, aligning on shared goals, and contributing reliably to joint outcomes rather than working in isolation or prioritising only your own function's interests.

MAR_S02

The ability to generate fresh, imaginative ideas that are grounded in business reality — thinking creatively about marketing problems, market opportunities, and campaign approaches in a way that serves commercial objectives, not just aesthetic ones.

MAR_S03

The ability to manage the administrative processes related to employees accurately and in accordance with organisational procedures — covering contracts, personal files, absence tracking, onboarding paperwork, and other employment documentation.

HR_H01

The ability to manage the payroll process accurately — calculating salaries and variable pay (overtime, bonuses, deductions), processing payroll on time, and ensuring full compliance with the applicable legal requirements.

HR_H02

The ability to understand and correctly apply the labour laws and employment regulations governing employment in the relevant country — covering contracts, working time, termination, employee rights, and the organisation's legal obligations as an employer.

HR_H03

The ability to use artificial intelligence tools in HR operations — including recruitment support, onboarding automation, learning and development recommendations, and HR administration efficiency — to improve the quality and speed of HR service delivery.

HR_H04

The habit of performing administrative and procedural work accurately, methodically, and without cutting corners — maintaining consistent standards of precision even when under time pressure or dealing with high volumes.

HR_S01

The ability to handle sensitive or private information — about individuals, employment matters, legal situations, or business decisions — with complete discretion, and to exercise sound judgement about when and with whom it is appropriate to share such information.

HR_S02

The ability to plan work effectively, manage time well, and stay organised — meeting deadlines reliably, handling multiple simultaneous tasks, and maintaining quality throughout without becoming overwhelmed.

HR_S03

The genuine commitment to providing helpful, responsive, and high-quality service to colleagues across the organisation — treating internal requests with the same care, speed, and professionalism as external client work.

HR_S04

The ability to understand, apply, and ensure compliance with labour laws and employment regulations across multiple countries — managing the complexity of different national legal frameworks operating within a single organisation.

HR_H05

The ability to design, build, and validate performance evaluation systems — creating the tools, processes, and criteria that the organisation uses to assess how well people are performing, and ensuring those systems are fair, consistent, and actually used by managers.

HR_H06

The ability to protect employee personal data in accordance with applicable data protection laws — managing how employment information is collected, stored, used, and shared, and ensuring that employees' privacy rights are fully respected throughout the employment lifecycle.

HR_H07

Advanced working knowledge of labour law, employment contracts, collective agreements, and employment litigation — applied to protect the organisation and provide authoritative advice to leadership on complex or sensitive employment situations.

HR_H08

The ability to use artificial intelligence tools in HR compliance monitoring and talent development — including regulatory change alerts, skills gap analysis, learning personalisation, succession planning support, and HR analytics — to manage people risk and develop organisational capability more effectively.

HR_H09

The ability to persuade, align, and motivate people — particularly senior business leaders — without having formal authority over them. This means building credibility, trust, and relationships that allow you to advance important people agenda items through others.

HR_S05

The habit of applying high professional standards to complex, specialised HR work — combining depth of current knowledge with careful judgement and consistent quality in a field where decisions have real consequences for people's working lives and the organisation's legal position.

HR_S06

The combination of handling sensitive HR information with complete discretion and making sound ethical judgements about what is right — particularly in situations where there is pressure, ambiguity, or competing obligations, and where the easy path and the right path are not the same.

HR_S07

The ability to oversee, check, and maintain the accuracy and integrity of financial records and transactions — knowing whether the numbers are correct, detecting errors or irregularities, and ensuring the organisation's finances are properly documented and compliant with internal rules.

FIN_H01

The ability to examine financial data, identify trends and variances, and draw clear conclusions that help the organisation understand its financial performance and make better-informed business decisions.

FIN_H02

The ability to manage the organisation's cash and liquidity — forecasting cash needs accurately, managing banking relationships, optimising cash balances, and ensuring the company always has the funds it needs to operate and meet its obligations.

FIN_H03

The ability to ensure the organisation meets its tax obligations accurately and on time — managing tax filings, staying current with changes in tax law, and identifying tax risks before they become problems for the business.

FIN_H04

The ability to use artificial intelligence tools in financial work — including automated reconciliations, anomaly detection, financial modelling, forecasting, and management reporting — to improve accuracy, reduce manual effort, and make better financial decisions faster.

FIN_H05

The combination of paying close attention to detail and applying consistently high standards of precision to financial and administrative work — getting things right the first time, every time, and maintaining that standard even under time pressure.

FIN_S01

The ability to understand and actively serve the needs of the wider business — going beyond technical financial tasks to understand what the numbers mean for operations, strategy, and decision-making, and proactively contributing financial insight where it is most needed.

FIN_S02

The commitment to acting with complete integrity in all financial and professional matters — maintaining honesty, avoiding conflicts of interest, protecting confidential financial information, and refusing to compromise standards even when under pressure to do so.

FIN_S03

The ability to maintain, manage, and troubleshoot the organisation's IT infrastructure — servers, networks, end-user devices, and cloud systems — ensuring they are consistently available, secure, and performing well.

IT_H01

The ability to plan, execute, and deliver technology implementation projects — managing scope, timeline, budget, and stakeholders to successfully introduce new systems or technical capabilities into the organisation.

IT_H02

The ability to protect the organisation's systems, data, and users from cyber threats — implementing and maintaining security controls, detecting and responding to security incidents, and building a security-aware culture across the organisation.

IT_H03

The ability to ensure that IT services remain available and functional — providing prompt, effective support to users, managing service quality, and building enough resilience into systems to minimise the impact of disruptions on the business.

IT_H04

A solid working understanding of how artificial intelligence technologies function — including machine learning, natural language processing, and AI-driven automation — sufficient to evaluate, implement, and support their responsible use in an IT and business context.

IT_H05

The genuine commitment to providing helpful, responsive, and high-quality service to colleagues across the organisation — treating internal requests with the same care and professionalism as external client work.

IT_S01

The ability to approach technical problems in a systematic, logical way — diagnosing the root cause methodically, generating realistic options, and implementing the most effective solution efficiently rather than jumping to the first fix that comes to mind.

IT_S02

The ability to stay effective and relevant as technology evolves — learning new tools, platforms, and approaches quickly, embracing change as a professional opportunity, and maintaining the skills needed to perform well in a fast-moving field.

IT_S03

The ability to explain technical concepts, issues, and solutions clearly to people who are not technical — translating jargon into plain language, listening carefully to user concerns, and communicating in a way that builds trust rather than creating confusion or frustration.

IT_S04

The ability to define and lead the organisation's technology strategy — deciding what technology investments to make, how the IT function should be structured and governed, and how technology actively supports and enables business performance.

DIR_H11

The ability to govern the organisation's information assets responsibly and protect them from cyber threats — managing information security risk, ensuring compliance with relevant frameworks and regulations, and building security awareness into the organisation's culture.

DIR_H12

The ability to manage the IT budget responsibly — planning technology expenditure, controlling costs, building compelling investment cases, and ensuring the technology function consistently delivers value for money.

DIR_H13

The ability to lead the organisation through significant technology-driven change — adopting new platforms, transforming business processes, and building digital capabilities that create lasting and measurable business value.

DIR_H14

Deep and current knowledge of artificial intelligence technologies — including large language models, machine learning, computer vision, and AI-driven automation — combined with the strategic ability to apply this knowledge to create real and lasting business value.

DIR_H15

The ability to inspire genuine enthusiasm for a new direction — communicating a compelling vision for change, helping people believe in it and commit to it, and sustaining that commitment through the difficulties and setbacks that any real transformation involves.

DIR_S11

The ability to see the whole picture clearly — understanding where the organisation is going, how the technology function fits into that journey, and what needs to happen over the medium and long term — even when the immediate situation is unclear or pressured.

DIR_S12

The ability to communicate clearly, confidently, and persuasively at the most senior levels of the organisation — presenting complex topics to boards, investors, and executive teams in a way that informs major decisions and builds lasting credibility.

DIR_S13

The ability to lead people and organisations through change successfully — managing resistance honestly, maintaining performance during transitions, communicating the reasons for change with clarity, and ensuring that new ways of working actually take hold and last.

DIR_S14

The ability to manage a business as a complete, integrated whole — understanding how all functions connect and depend on each other, making decisions that optimise overall performance rather than any single area, and ensuring the organisation operates effectively and profitably as a unit.

DIR_H16

The ability to manage a budget and take full accountability for the profit and loss of a business or unit — controlling costs, maximising revenue, making financially disciplined investment decisions, and delivering the financial results the organisation requires.

DIR_H17

The ability to translate the group's corporate strategy into a concrete, actionable plan for the country or function — ensuring that local execution is fully aligned with the global direction while making sensible adaptations for the local context where necessary.

DIR_H18

The ability to identify, assess, and manage the risks the organisation faces — legal, operational, financial, reputational, and regulatory — and to ensure the country operation complies fully with all applicable laws, regulations, and internal policies.

DIR_H19

The ability to understand how AI and digital technologies are changing business in the relevant market — and to apply that understanding strategically to improve decision-making, create competitive advantage, and enable new ways of working across the country operation.

DIR_H20

The ability to lead people and initiatives across multiple functions, departments, or countries — building genuine alignment behind common goals and achieving results through people and teams who do not report directly to you.

DIR_S15

The commitment to achieving ambitious, sustained results — both for the immediate country operation and for the wider group — maintaining high standards of performance consistently across market cycles, organisational changes, and competing pressures.

DIR_S16

The ability to shape decisions, priorities, and culture across the organisation — building credibility, mobilising support, and having a genuine positive impact beyond the boundaries of formal authority and the immediate reporting line.

DIR_S17

The ability to remain effective, maintain strategic clarity, and adjust successfully when facing new challenges, unexpected setbacks, rapid market changes, or significant organisational disruptions — without losing composure or allowing the team to lose direction.

DIR_S18

The ability to lead and manage legal proceedings — from designing the litigation strategy through directing legal arguments, managing external lawyers, and protecting the organisation's legal interests before courts or regulatory authorities.

LEG_H01

The ability to research complex legal questions thoroughly, construct well-reasoned legal arguments, and apply them effectively in practice — whether in written legal opinions, contract drafting, or the conduct of proceedings.

LEG_H02

The ability to manage legal procedures and deadlines with absolute precision — tracking every procedural requirement across all active matters, filing correctly and on time, and ensuring no legal step is ever missed that could damage the organisation's legal position.

LEG_H03

The ability to assess the strength and relevance of evidence, identify weaknesses in the opposing party's position, and build a compelling legal defence or case strategy — whether in litigation, regulatory proceedings, or internal investigations.

LEG_H04

The ability to communicate in English at the level of precision, formality, and technical accuracy that professional legal work demands — reading complex legal documents, drafting legal instruments, and participating in legal proceedings or negotiations conducted in English.

LEG_H05

The ability to use artificial intelligence tools in legal work — including contract analysis, legal research acceleration, large-scale document review, regulatory monitoring, and compliance checking — to improve the efficiency and quality of the legal function's output.

LEG_H06

The combination of applying the highest professional standards to legal work and being precise in every detail of analysis, drafting, and argument — maintaining consistent quality and accuracy even under time pressure, because in legal work imprecision has consequences.

LEG_S01

The ability to analyse complex legal questions with depth and care — identifying the key legal issues clearly, assessing the evidence and authorities objectively, evaluating realistic options, and reaching well-founded conclusions that can withstand scrutiny.

LEG_S02

The ability to remain calm, effective, and professionally composed when handling legal work that is inherently high-pressure — tight and immovable deadlines, adversarial situations, high financial or reputational stakes, and the scrutiny that comes with significant legal proceedings.

LEG_S03

The commitment to acting with complete integrity in all professional and legal matters — maintaining absolute honesty, managing conflicts of interest transparently, protecting legally privileged and confidential information, and upholding the highest ethical standards of the legal profession without compromise.

LEG_S04

The ability to advise on Italian labour laws and employment regulations — covering hiring practices, employment contracts, working conditions, termination procedures, trade union rights, and compliance with the specific requirements of the Italian legal framework.

LEG_H07

The ability to manage the full spectrum of employment relationships and social security obligations — handling individual and collective labour disputes, supporting negotiations with employee representatives, and ensuring the organisation correctly meets all social security and contributions requirements.

LEG_H08

The ability to manage inspections by labour authorities effectively — preparing the organisation thoroughly in advance, coordinating the response during inspections, ensuring all compliance obligations are met, and managing the relationship with the inspectorate professionally and constructively.

LEG_H09

The ability to advise on collective bargaining processes and agreements — understanding trade union rights and obligations, supporting or leading negotiations with employee representatives, and ensuring the correct and consistent application of collective agreements across the organisation.

LEG_H10

The ability to use artificial intelligence tools in labour law and employment management work — including regulatory monitoring and alerts, document analysis and review, compliance checklists, case analysis support, and administrative automation — to improve efficiency and the quality of advice.

LEG_H11

The habit of applying legal and regulatory requirements with complete precision and consistency — never cutting corners on compliance, always checking before acting, and maintaining the required standards even when there is business pressure or time pressure to do otherwise.

LEG_S05

The ability to give clear, practical, and actionable legal or regulatory advice to internal clients — translating complex legal matters into language and guidance that people can understand and act on, while remaining legally accurate and not oversimplifying what is genuinely complex.

LEG_S06

The habit of anticipating employment and compliance problems before they occur — identifying legal risks proactively, advising the business ahead of decisions rather than after them, and building processes and practices that prevent legal or regulatory issues from arising in the first place.

LEG_S07

The ability to define and lead the development of the organisation's overall strategy — making clear choices about where the company will compete, what it will offer, how it will create sustainable competitive advantage, and what it will not do.

CEO_H01

The ability to manage and lead a business operating across multiple countries, cultures, and regulatory environments — understanding global market dynamics, balancing standardisation with local adaptation, and driving performance across a diverse international portfolio.

CEO_H02

The ability to oversee the organisation's overall financial health — monitoring group performance rigorously, allocating capital wisely, ensuring the right financial controls and governance are in place, and driving sustainable financial results at the highest level of accountability.

CEO_H03

The ability to pay close, consistent attention to the details of one's work — noticing errors, omissions, or inconsistencies in documents, data, or processes, and ensuring that what is produced is complete, correct, and meets the expected standard before it leaves your hands.

GEN_S01

The ability to identify, assess, and manage the full spectrum of risks facing the organisation — strategic, financial, operational, legal, and reputational — and to ensure strong corporate governance structures that protect the organisation and build stakeholder trust.

CEO_H04

The ability to understand how AI and digital technologies are fundamentally transforming business and competition — and to make sound strategic decisions about how the organisation adopts, invests in, and leverages technology to create competitive advantage and build future capability.

CEO_H05

The ability to articulate a compelling, long-term vision for the organisation — and to inspire people at all levels, across all functions and countries, to believe in it genuinely and to invest their energy and commitment in making it real.

CEO_S01

The ability to make high-quality decisions on complex, high-stakes issues — using the right information, involving the right people, thinking clearly under genuine pressure, and taking full personal accountability for the outcome regardless of how it unfolds.

CEO_S02

The ability to build credibility with and alignment among a diverse and demanding set of stakeholders — investors, boards, governments, regulatory authorities, key clients, employees, and strategic partners — and to represent the organisation's interests effectively in every context.

CEO_S03

The ability to lead the organisation through significant, transformational change — redesigning the business, managing widespread resistance, maintaining culture and values under pressure, and ensuring the organisation emerges from major transitions stronger and with its identity intact.

CEO_S05

The ability to use artificial intelligence tools specifically to accelerate and improve legal research — including AI-powered case law databases, regulatory monitoring platforms, and document analysis tools — to produce faster, more thorough, and more reliable legal research outcomes.

LEG_H12

The ability to pay close, rigorous attention to the details of complex professional work — spotting errors, inconsistencies, or ambiguities in legal documents, contracts, or analyses, and ensuring that the work produced meets the precision standard that legal work demands.

GEN_S02