From time to time we interview a client or former client about his or her career transition and their experience with Kelleher Associates. 

KAI: You've had an impressive career in a relatively few years. Would you share some of your career history with us?

Nickolas: I was a Chief Financial Officer for four-and-a-half years for a number of partner companies of Internet Capital Group (Wayne, PA), and a managing director of ICG as well since January 1999. I did a couple of different things with ICG over that span, including most recently acting as CFO of Logistics.com (Burlington, MA), a provider of integrated logistics planning and execution solutions for shippers and carriers. It was one of the many companies that ICG had partnered with and invested in. From August 2000 through March 2001, I was based in London as the CFO of ICG Europe. I had spent four years as the controller at Safeguard Scientifics (Wayne, PA) and earlier was an audit manager at KPMG in Philadelphia.

I truly enjoyed the experience at Logistics.com of operating a company, because previously I had spent about eight years on the investor side. I had a taste of the operating side and liked it. When my role as the CFO at Logistics.com was nearing its end, I approached the CEO of Internet Capital Group and expressed my desire to find a similar position, either inside their own network of companies or with an outside company. So from the end of December 2002 through the end of June 2003, I was able to continue working with Internet Capital Group on a variety of projects, including performing due diligence on a few companies, while looking for my next position.

KAI: How did you manage to go from a CFO role in the tech sector, to your new position with the Philadelphia Phillies?

Nickolas: I was out networking with some folks, including an acquaintance (Jerry Maginnis) from KPMG who had an existing relationship with Jerry Clothier, the CFO of the Phillies. That's how I got introduced to the organization, and led to my being hired as the Director of Finance and Accounting. 

KAI: What role did Kelleher Associates play in your transition?

Nickolas: I spent a good five months working through Kelleher Associates on my transition. When I first started working with Ed Kelleher and his team, it was in his usual style - the first question he asked me was what would be my "fantasy" job. I said it would be something either with the Phillies or the Flyers. He then helped me determine what might be an attainable job within either organization. Initially, we were all in a "get to know you" stage. I had known Mitch Wienick because we had both served on an advisory council together. At Kelleher, we went through the usual discussions, including the Myers-Briggs and other tools, and spent some time on a resume. 

Even before we got to the Phillies position, I had been presented with an opportunity that they helped me through the process. I eventually turned down that opportunity, where I was one of the three finalists. The team at Kelleher made sure I didn't jump at the first thing I was offered, which I appreciated. 
This was the first time in my career where I wasn't sure where I was going next. I was just a kid out of college when I got my first job at KPMG, and didn't have any interruptions after that. But this time, I didn't have a true new employer. I just knew I didn't want to travel much, or commute out of town, even though I realized there were only so many companies in the Philadelphia area. 

That first opportunity offered was a middle management position, and it had a lot of attractive features. Thankfully, Ed and Mitch presented me with a lot to think about and ways to handle different situations. We talked through what I did right, and what I did wrong. They had a number of thoughts that could impact the process and we were able to talk about all of them.

KAI: Did you go after any other positions?

Nickolas: There was a second opportunity that came along, and it came up quickly. The team at Kelleher Associates helped me get background data together, helped me come up with some insights into some of the personalities, and some questions that might be asked. As it turned out, I was interviewed by a number of members of the organization's board, and the process I went through beforehand gave me a heads-up as to what that might be like. The way the process worked, I was one of two main candidates for the position. I interviewed very well - I felt like I was well prepared for that process, as prepared as a person could be. I really felt good about that experience. Fortunately, I knew the person to whom I lost out, which helped to ease my disappointment. Some of that I got from Ed - he helped me understand before I went in that it might work out, or it might not. Here are the responses you might want to use for each situation. Afterwards, I realized I was prepared, and knew how to get prepared for the next situation.

KAI: And then you went after the position with the Phillies?

Nickolas: Yes - I had met Jerry Maginnis before, when I was at KPMG early in my career. It wasn't even a question as to whether or not I wanted to work with the Phillies. Working with Kelleher Associates, I knew the types of questions I should ask, knew that I should understand the "product," the longterm outlook for the company, details about the position, the organization's definition of success in that position, and future opportunities within the organization. At the end of the day, the process involved six different meetings with the CFO and others throughout the Phillies organization. Most of the meetings were no less than two hours and no more than three hours in length. It was a methodical, serious, and well-thought out process, but in the end it was fruitful.

KAI: Would you recommend Kelleher Associates to others in your situation?

Nickolas: What Ed Kelleher and his team do, is best for those in middle to upper level management. When I was making my decision on how best to work through my career transition, I was given a choice of firms to work with, but Kelleher Associates was the one that was highly recommended to me. I was very pleased with the process, the preparation and the personal attention I received. I would recommend them to anyone in a similar situation.