If someone’s life depended on your next question, what would it be? In Never Split the Difference, a bestseller by ex-FBI hostage negotiator, Chris Voss, the author gives an answer. Voss argues that decisions are driven by emotion rather than pure logic. That the best outcomes rely on establishing trust. So, your question should focus on building that.
When I sat down to interview Drayton’s new Partner, Chris Fletcher, recently, he had just finished reading Voss’s book. ‘What fascinated me so much about Voss’s story,’ says Fletcher,’ is how much he emphasises mutual trust being the bedrock of any successful negotiation. I think that’s also true in the world of business.’
Fletcher specialises in supporting UK and EU FMCG organisations to secure functional leaders, Director, C-suite, and Board hires. Based in the Midlands, his experience includes leading talent acquisition projects and providing strategic advice on talent and succession planning for both small and medium-sized enterprises, as well as multinational companies.
So, what does he enjoy so much about working in executive search?
‘Recruitment rewards effort and discipline,’ he says. ‘If you focus on helping and supporting people, you can carve out a good career. The industry offers growth opportunities to those willing to put in the work. Being part of someone else’s successful career trajectory is extremely rewarding.’
Fletcher’s remit at Drayton is global; what current differences does he find between the UK and international markets for supply chain talent?
‘The UK focuses more on agile problem-solving, team collaboration, and digital supply chain skills. International roles emphasise global knowledge, regional regulations, adapting to diverse cultures, cross-border coordination, and sustainability. That said, many of the basics are very similar.’ AI is changing everything, everywhere. And fast. What does it mean for his own specialist sector? What skills are currently non-negotiable for senior supply chain executives?
‘Now, more than ever, they must be comfortable with data and technology, able to adapt quickly, and lead change. But there’s no single answer. It’s a combination of deep expertise in digital and data, strategic thinking, delivering results, and being adaptable in driving transformation.’
Fletcher joins Drayton, after a senior role as Director of Supply Chain, Procurement & Operations Practice at another international consultancy. What drew him to his new challenge?
‘Drayton has a consistent focus on excellence, whether in day-to-day interactions, collaboration, or customer service,’ he says. ‘The business brings together people from diverse backgrounds, who offer fresh perspectives. I’m learning from different approaches and tailoring them to my own style. I’m really enjoying the culture here.’
In his spare time, Drayton’s new Partner likes to play the drums and once played in progressive rock band called Abel Archer. ‘I still play occasionally, though not as much as I’d like. I enjoy just the playing of the drums more than performing in a band. It’s something you can lose yourself in, it’s meditative.’
In Never Split the Difference, Voss, emphasises listening as a key skill. Fletcher agrees, ‘I’ve always enjoyed interacting with people and breaking down problems to find solutions. If you ask better questions, you get better answers. Being a good listener is a big part of that; a key part of building transparent relationships with clients, relationships based on trust.’
Trust earned, then, it seems, by asking the right questions.