The VP of Human Resources at Alliant Foodservice asked Sullivan Walsh to conduct a compensation survey of executive positions in the food services and distribution industry. Since the foodservice industry is highly competitive and fragmented, industry competitors would not be willing to share compensation data with a consulting firm hired by an industry competitor. For this reason, Sullivan Walsh suggested collecting compensation data while conducting an executive search assignment. Our consultants simultaneously recruited executives at rival companies – and at the same time compiled candidates' compensation requirements. Ultimately, our work led to a timely and accurate compensation report—and several new executive hires.