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Toxic Isn’t One Level. It’s a Chain — and FOMO Holds It Together.

Stephan B. Breitfeld

Executive Search & Recruiting Process Outsourcing in Life Sciences & HealthCare | Self-Management & Leadership | curious +49 172-6685350 | Global Practice Group Leader@IIC Partners |

September 2026

FOMO, fear of missing out, usually gets filed under social media and dating apps. Right now, we have an unusually high number of active job seekers at C-level, VP, Director, and Management level. I’d been sharing interview details with our Life Sciences & Healthcare team — case after case, pattern after pattern — when our team supervisor said one word: FOMO. That’s where it clicked. I made the connection to something else these candidates kept describing: toxic environments they couldn’t quite explain why they’d stayed in.

Was it deliberate, on the company’s side? Worth checking. Worth writing down.

There’s more than gut feeling behind this. A widely cited study in organizational research, Mawritz and colleagues, 2012, Personnel Psychology, measured this exact pattern across three hierarchical levels: managers, supervisors, employees. Finding: difficult leadership behavior at the top level predicted difficult leadership behavior at the middle level, which in turn tracked with more misconduct inside the teams below it. A cascade effect, running through the chain of command. Later studies replicated and extended it — a 2021 study on bank branches, and a separate 2012 paper tracing the same cascade down to individual team members‘ creativity.

The core finding: difficult leadership behavior doesn’t just get passed down like an order. It gets relearned, re-justified, re-applied at every level — by people under pressure themselves, who absorb it as „how things work here.“ That’s the gap where FOMO comes in for me. Not why the behavior cascades. Why people at every level keep playing along instead of breaking the pattern.

And here’s what’s changed the equation. Several of these studies, including work done during and after COVID-19, point to the same thing: economic uncertainty and crisis conditions intensify the effect. Under stress, abusive supervision does more damage, and it spreads more easily. Job insecurity research shows the same logic from the other direction — when people are afraid for their position, they tolerate more, report less, and stay longer in conditions they’d otherwise leave.

Why now

We’re not living through one crisis right now. We’re living through several at once, stacked. Cost pressure, restructuring, M&A, AI-driven headcount anxiety, geopolitical noise. Multi-crisis isn’t a mood; it’s an operating environment. And that environment is exactly the condition under which the cascade gets worse, and FOMO gets stronger, because the cost of speaking up or walking away feels higher than it did five years ago. That combination — not either factor alone — is the reason this is worth naming now.

The chain

Holding at the top. Subsidiary underneath. And inside the subsidiary, another cascade entirely: C-level, Director, Management, Leader, Senior, employee level.

When people talk about toxic work conditions, most default to one level. The boss. The team. Maybe the culture, in the abstract. What gets lost: toxicity is rarely a point. It’s a chain. And on every rung of that chain, FOMO shows up wearing a different costume.

The C-level of the subsidiary doesn’t want to stand out to the holding. Not with problems, not with turnover, not with a culture that looks bad in the next quarterly review. So things get smoothed over. The fear here: missing out on the next reorg, the next capital allocation, the goodwill from above. Stay quiet, stay in the game.

One level down, Director and Management: FOMO pointed at the C-level itself. The fear of forfeiting one’s own succession chances by naming a problem too loudly. So what gets reported upward is what the top wants to hear. And what gets passed downward creates calm, not clarity.

Leader and Senior level: this is where the compression meets the people with the least visibility into the bigger picture, but who feel the consequences most directly. Their FOMO is more concrete. The promotion that’s supposedly coming. Internal reputation. The signal of being a „culture carrier“ in an environment that’s actually unwell.

Employee level: last in the chain, rarely the origin of the problem, but the one carrying it most immediately. Here FOMO often shows up as a plain fear of looking replaceable — precisely because nobody further up is taking responsibility for the conditions people are working under.

Nobody sees the whole thing

The interesting part: every level blames the one below it. The holding sees „weak leadership“ in the subsidiary. The C-level sees „lack of engagement“ in middle management. Management sees „lack of resilience“ among employees. Nobody sees the chain as a whole — because every level is too busy protecting its own position in the hierarchy to look at it.

That’s exactly what makes toxic structures so resilient. They don’t need malicious leadership at the top. It just takes every level’s fear of missing out being bigger than its courage to name what’s happening. Then the system reinforces itself — without anyone having to act toxic on purpose.

In my own work I usually see this only in the interview room. Candidates from the second or third leadership tier who can diagnose their own organization with striking precision — but only once they’re already halfway out the door. Inside the structure, the diagnosis was too risky to say out loud.

The question worth asking at every level, before pointing further down: what would I actually lose by raising this a level up, instead of passing it a level down?

Curious where you’ve seen this — which level, in your experience, breaks the chain?

Industry in Motion

Advice and insights for executive search in Life Sciences and how to navigate the ever more challenging talent market

https://www.linkedin.com/pulse/real-problem-slowing-down-vacation-stephan-b-breitfeld-idt4f/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


Erik Matthew Appleby als neuer Partner bei ingeniam

Die ingeniam-Gesellschafter Norbert Theimer (nicht auf dem Bild), Tim Zimmermann (links) und Jörg Baumgart (rechts) freuen sich, unseren neuen Partner Erik Matthew Appleby beim heutigen Partner-Meeting begrüßen zu können. ingeniam Executive Search & Human Capital Consulting GmbH & Co. KG erweitert damit sein Angebot an die Mandantschaft.

Er verfügt über 20 Jahre Erfahrung im Executive Search und der Managementberatung, 15 Jahre als GmbH-Geschäftsführer, 12 Jahre als Unternehmer und Mitgründer und zwei Jahre als Vorstand eines Interessenverbandes in der Erwachsenbildung.

Erik Appleby war über die Jahrzehnte in zahlreichen Branchen aktiv, lebt den Netzwerkgedanken aus voller Überzeugung und verfügt deutschlandweit und in Teilen international über sehr gute persönliche Kontakte zu Top-Entscheidern und Multiplikatoren. Heute konzentriert er sich auf die Bereiche Financial Services, Construction / Real Estate, Technology / Digital und Engineering / Industrial.

Herzlich willkommen bei ingeniam. 🍀


Wir freuen uns sehr, Dorothee Rose als Associate Partnerin in unserem Team zu begrüßen!

Nach über 10-jähriger erfolgreicher Tätigkeit bei einer Personalberatungsboutique im Bereich Legal Services wird Dorothee dieses Wissen im Bereich Legal Services bei uns einbringen und zusätzlich den Bereich Professional Services unterstützen.

Ihre Erfahrung reicht dabei von Schlüsselpositionen in den Bereichen Human Resources, Marketing und Business Development bis hin zur strategischen Weiterentwicklung von Kanzleien.

Wir heißen Dorothee herzlich willkommen bei ingeniam! 🍀


The Real Problem With Slowing Down Is Not the Vacation

by Stephan B. Breitfeld

August 2026

Slowing down isn’t a vacation phenomenon. It fails on the first day back.

After a few days into a vacation, the mind goes quiet. The phone stays untouched, the meetings disappear, at some point you lose track of what day of the week it is. Works remarkably reliably. Almost everyone manages it.

The real task would be transferring that state into everyday work — and that’s where the problem actually starts.

Monday, 8am. First meeting at 8:30. And the whole state from last week – gone. Not gradually dismantled, but deleted overnight, as if the slowed-down weeks had never happened.

I think we fundamentally handle slowing down wrong. As a state of exception. Something you grant yourself two or three times a year before going back to functioning „normally.“ Everyday life is the reality; vacation is the pause from it. What if we thought about it the other way around?

The more interesting question: why is everyday life built in a way that’s barely bearable without a complete shutdown? And what if the real problem isn’t the vacation itself – but the transfer back?

And then we’re surprised that two weeks of rest are enough to be completely drained again within a single week.

A few observations that come to mind:

On vacation, the number of decisions drops drastically. No „who reaches out first,“ no ten messages before the first coffee. The mind goes quiet because it has less to carry – not because you suddenly become a better version of yourself.

In everyday life, it’s exactly the opposite: high decision density, constant interruption, the feeling of always being slightly behind. We’ve gotten used to calling that „work.“ The price you supposedly have to pay.

And then we’re surprised that two weeks of rest are enough to be completely drained again within a single week.

A mental approach:

Maybe the flaw runs even deeper. We tie calm to place instead of to mindset. On the beach, slowing down is easy – the environment does most of the work. In an office with a full calendar, it’s a decision, not a side effect. And decisions can be trained; places can only be sought out. As long as calm only exists in certain places, it stays a vacation phenomenon. Only once slowing down becomes a mindset – something you can bring into the first meeting at 8:30am too – does it become sustainable.

What still occupies me:

What if the real leadership work isn’t about coming down well on vacation – but about not immediately ramping back up on the first day back? Deliberately easing back in, instead of packing the first day with twice as many meetings to „catch up.“

That would mean: treating slowing down not as a state of exception you’ve earned – but as something that belongs in everyday life. In smaller doses, but regularly. Not just two weeks in summer, but a bit every week on top of that.

I don’t have a finished answer to this. Just the observation that the first workday after vacation – for me, and for almost everyone I talk to about it – is the real break. Not the vacation itself.

How does this look for you: what helps you not immediately hit full speed on your first day back? Feel free to share in the comments – I’m curious whether there are strategies that actually work, or whether we’re all stuck in the same „Monday hole“?


Industry in Motion

Advice and insights for executive search in Life Sciences and how to navigate the ever more challenging talent market

https://www.linkedin.com/pulse/real-problem-slowing-down-vacation-stephan-b-breitfeld-idt4f/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


Pool or Open Water? What Leadership Really Needs Today

by Stephan B. Breitfeld

14. Juli 2026

After a swim in the sea, I found myself thinking about the core question of changed conditions for leaders today, and landed on a metaphor that, to me, fits remarkably well: the question is no longer „How do I swim my lane faster?“ but „How do I stay capable of acting in open water, when current, visibility, and conditions keep changing?“

Rhythm, breath, and the long breath that holds even without an audience get you into the water and keep you there. Adaptability is what gets you to the goal — when the goal itself is no longer fixed as it is in the pool, but shifts with the conditions at sea.

In the pool, you know every lane. The water temperature is constant, the current is zero, the finish line is visible. Here, three basic virtues are enough to get you there: a rhythm that carries you across the whole distance instead of burning out in a sprint; calm breathing that doesn’t shorten even under pressure; and the discipline to deliver the same quality on lane 30 as on lane 1 — regardless of whether anyone is still watching.

At sea, the same basic virtues still apply. But they’re no longer enough.

Pool: Control

  • Clear lanes, constant conditions
  • The plan from lane 1 still works on lane 40
  • Success = consistently sustaining rhythm, breath, and technique

Sea: Adaptation

  • Current, waves, and visibility change with every meter
  • The plan from the start is often already outdated after 200 meters
  • Success = the ability to decide anew while in motion

Rhythm, breath, and staying power remain the foundation – without them, no one gets far. But the sea additionally demands three qualities that never come into play in the pool:

  1. Orientation without fixed lines. No lane markers, no pool edge as a reference point. You navigate by landmarks, by feel, by the sun. In business, that means making decisions even when yesterday’s frame of reference no longer holds.
  2. Composure toward what you can’t control. A wave that throws off your rhythm isn’t a disruption – it’s the rule. Fighting the current in the sea costs you strength. Working with it still gets you there, just by a different route than planned.
  3. Respect instead of fear of the changed situation. The sea isn’t hostile, but it isn’t neutral either. Underestimate it, and it will surprise you. Respect it, and you prepare for variance instead of a single plan.

Orientation, composure, and respect can’t be trained in a lane. They only emerge where the pool edge no longer offers safety – and that’s exactly what separates leadership in control mode from leadership in open water.

Which of your leadership habits stop working at sea?

I’d love to hear your thoughts.

Stephan B. Breitfeld | Industry in Motion

https://www.linkedin.com/pulse/pool-open-water-what-leadership-really-needs-today-breitfeld-oxv0e/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


The Retirement Myth: Why Your Mind Needs to Retire Too

by Stephan B. Breitfeld

16. Juni 2026

A perspective from someone who has studied the subject in depth -😉


You’ve done the math. You’ve met with the financial advisor. Maybe you’ve even picked a date. The money side of retirement? Handled.

But here’s the question nobody asks you at those planning seminars:

Who are you when you stop working?

Not what you’ll do. Not where you’ll travel. Who you’ll be.

That question tends to arrive uninvited — usually about six months in, on a Tuesday morning, when the novelty has worn off and the silence feels heavier than you expected. I’ve sat with enough clients/colleagues and friends in that moment to know: this is not a money problem. It never was.


The Myth We’ve All Been Sold

The dominant story about retirement goes something like this: work hard, save diligently, reach a finish line, and then your real life begins. Rest. Freedom. Reward.

It sounds appealing. It also sets a lot of us up for a quiet crisis.

The myth treats retirement as an arrival. In reality, it’s a transition — one of the most profound identity shifts a person will ever navigate. And unlike the transitions we tend to prepare for (marriage, parenthood, career changes), we rarely give this one the psychological attention it deserves.

We plan for retirement. We almost never plan into it.


What Work Actually Does for Us

Before one can mentally prepare to leave work, it helps to be honest about what work has been doing for us — beyond the paycheck.

For most people, a career quietly provides:

  • Structure — a reason to get up, a shape to the day, a rhythm to the week
  • Identity — a ready answer to „What do you do?“ that doubles as „Who are you?“
  • Purpose — the sense that your effort contributes to something larger
  • Community — colleagues, relationships, a social ecosystem you didn’t have to build from scratch
  • Competence — a domain where you know things, matter, and are seen

None of these go away because we need them less. They go away because the system that delivered them is gone.

This is what the financial plan doesn’t cover.


The Three Assumptions Worth Questioning

1. „I’ll finally have time for everything I’ve been putting off.“

Maybe. But most people discover that hobbies pursued under pressure feel different from hobbies pursued with unlimited time. The urgency that made the weekend special is gone. What felt like a dream in scarcity can feel oddly flat in abundance.

The real question isn’t what you’ll do. It’s why — what meaning you’re building into how you spend your days.

2. „My partner and I will enjoy being together more.“

Retirement reshuffles every domestic relationship. Two people who built separate routines, each with their own autonomy and rhythm, suddenly share the same space all day. This isn’t automatically a problem — but it isn’t automatically smooth either. The couples who navigate it well are the ones who talked about it before, not after the friction appeared.

3. „I’ve earned the right to just rest.“

You have. Rest is not the problem. Only rest is. Human beings are meaning-making creatures. We need contribution, challenge, and growth — not just comfort. The research on this is unambiguous: purpose in later life is a stronger predictor of wellbeing than almost any other factor. Rest restores us. It doesn’t sustain us.


What Mental Preparation Actually Looks Like

This isn’t about optimism or positive thinking. It’s about doing honest, reflective work before the transition, not scrambling to do it during.

Start with identity, not activity. Rather than filling your calendar with things to do, ask what kind of person you want to be in this chapter. Curious? Contributing? Present? Creative? Let that guide the choices, not the other way around.

Grieve what you’re leaving. Yes, grieve. Even if you’re leaving voluntarily, even if you’re relieved — there is loss in every major transition. Acknowledging it isn’t weakness. It’s accuracy. The ones who skip this step tend to carry it quietly into the next chapter anyway.

Reconstruct your social architecture intentionally. The relationships that sustained you at work won’t automatically follow your home. Some will endure; many won’t. Before you retire, start building the communities and connections that will matter after. Don’t wait until you need them.

Find your „enough.“ One of the most powerful questions I ask clients is this: What would make a day feel well spent? Not a vacation. A regular Tuesday. The answer to that question — honest, specific, yours — is the foundation of a retirement that actually works.


A Final Thought

The most prepared retirees I’ve talked with aren’t the ones with the largest portfolios. They’re the ones who walked into retirement having genuinely asked themselves the harder questions — and sat long enough with the discomfort to find real answers.

Financial security buys options. But it’s meaning, connection, and a sense of self that make those options feel worth something.

Your mind has spent decades adapting to the demands of work. It deserves the same preparation you gave your pension.

The question isn’t whether you can afford to retire.

It’s whether you’re ready.


Are you approaching retirement and finding the mental side harder to plan than the financial?

Let me know how you have/will approach your retirement. And if you’d like to explore this together — I’m here.“

Stephan B. Breitfeld | Industry in Motion

https://www.linkedin.com/pulse/lead-yourself-first-stephan-b-breitfeld-yx6ff/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


Lead Yourself First

by Stephan B. Breitfeld
May 19th, 2026

The leadership skill most frameworks skip — and why it determines everything else.

Most leadership advice starts in the wrong place

It assumes you’re ready to lead others — and moves straight to communication, strategy, and delegation.

But there’s a step that comes before all of that.

Before you can lead a team, you have to be able to lead yourself.

The question I wish someone had asked me earlier

When I stepped into my first leadership role, I focused entirely on the wrong thing.

I looked outward — at performance, at processes, at team dynamics — while the most important work was happening (or rather, not happening) inside me. I was reactive. I avoided hard conversations. I showed up stressed and then wondered why my team felt anxious. Nobody called it out. But everybody noticed. The real question wasn’t „Am I ready to lead others?“ It was:

„Can I actually lead myself?“

Those two questions are more connected than most management training acknowledges.

The mirror principle

Your team doesn’t primarily follow your strategy. They follow your behavior. And your behavior follows your inner state — whether you’re aware of it or not.

If you can’t regulate your own stress, you create stress around you.

If you avoid conflict within yourself, you avoid it with your team.

If you’re unclear about your own values, your team fills that ambiguity with confusion.

Who you are shows up in how your team operates.

What self-management actually looks like

Self-management isn’t willpower or discipline. It’s a set of practiced, daily capacities:

Self-awareness — catching my emotional state before it catches me. I take 60 seconds before difficult meetings to check in: Am I anxious? Rushed? Resentful? That awareness alone changes how I show up.

Self-regulation — the pause between stimulus and response. That two-second breath before I react has saved me from more regrettable responses than I can count.

Self-accountability — owning my part in every outcome. Shifting from „why did they do that?“ to „what did I contribute here?“ is one of the most powerful — and humbling — moves in leadership.

Energy management — protecting my capacity so I can actually show up. Sleep, movement, and real recovery aren’t luxuries. They’re the fuel.

The ripple effect nobody expects

When I started taking this seriously, something unexpected happened. My team didn’t just perform better. They became more honest. More willing to flag problems early. More comfortable owning mistakes. Psychological safety went up — not because I introduced a new framework, but because I stopped being someone they had to manage.

That’s the quiet multiplier: a self-managing leader creates permission for the whole team to operate more openly.

One practice that changed everything for me

Five minutes. End of day. Three questions:

1. Where did I react instead of respond today?

2. Did my actions align with what I say I value?

3. What’s one thing I’d do differently tomorrow?

No journaling app required. No framework. Just honest reflection, consistently.

Over time, that habit builds the self-awareness that everything else rests on.

Leadership development is a multi-billion-dollar industry — and most of it focuses on external skills while skipping the foundation entirely. You can’t build on unstable ground. Lead yourself first. The rest follows.

What does self-management look like in your leadership practice? Reply or drop a comment — I read every one. 👇 And if this resonated, share it with one person who leads a team.

Stephan B. Breitfeld | Industry in Motion

https://www.linkedin.com/pulse/lead-yourself-first-stephan-b-breitfeld-yx6ff/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


What AI cannot translate

Stephan B. Breitfeld
14. April 2026

Why language skills and cultural fluency still matter in executive search for Pharma, MedTech, and Life Sciences

DeepL. ChatGPT. Google Translate. Words can be translated instantly, emails polished in seconds, meetings subtitled in real time. What these tools do not automatically create is understanding.

In international business – and beyond – communication is never just about vocabulary. It is about tone, hierarchy, trust, and context. It is about knowing whether directness signals clarity or disrespect, whether silence means hesitation, disagreement, or reflection, and whether a casual lunch is simply polite conversation — or where the real decision begins to take shape. Translation tools can reproduce words. What they still cannot fully reproduce is cultural logic.

Why language skills still matter

Language skills matter in every global industry. In Pharma, MedTech, and Life Sciences, they matter even more. Leadership happens across markets, functions, and regulatory environments. Teams are multinational. Stakeholders are diverse. Decisions are shaped not only by expertise, but by credibility, alignment, and trust across borders. In this environment, language skills are not a cosmetic extra. They are part of how leadership works across borders.

Not because every executive needs flawless grammar in three languages. But because speaking a language often means understanding more than its words. Cultural fluency remains an advantage no translation tool can fully replace.

What this means for executive search

In executive search for Pharma, MedTech, and Life Sciences companies often fall into one of two traps. Either language skills disappear from the brief because “everyone speaks English anyway” or they are reduced to a checkbox: fluent German, business French, strong English.

But the relevant question is not simply whether candidates speak the language. It is whether they can operate within the cultural reality behind it. That is not a soft factor. It shapes leadership effectiveness, stakeholder trust, and a leader’s ability to gain traction in international roles.

AI will continue to make international exchange easier. That is useful. But in global business, the real differentiator is no longer the ability to translate words. It is the ability to understand what those words mean in context — culturally, strategically, and humanly.

How much weight do you give language skills in international leadership hiring?

Why language skills and cultural fluency still matter in executive search for Pharma, MedTech, and Life Sciences

DeepL. ChatGPT. Google Translate. Words can be translated instantly, emails polished in seconds, meetings subtitled in real time. What these tools do not automatically create is understanding.

In international business – and beyond – communication is never just about vocabulary. It is about tone, hierarchy, trust, and context. It is about knowing whether directness signals clarity or disrespect, whether silence means hesitation, disagreement, or reflection, and whether a casual lunch is simply polite conversation — or where the real decision begins to take shape. Translation tools can reproduce words. What they still cannot fully reproduce is cultural logic.

Why language skills still matter

Language skills matter in every global industry. In Pharma, MedTech, and Life Sciences, they matter even more. Leadership happens across markets, functions, and regulatory environments. Teams are multinational. Stakeholders are diverse. Decisions are shaped not only by expertise, but by credibility, alignment, and trust across borders. In this environment, language skills are not a cosmetic extra. They are part of how leadership works across borders.

Not because every executive needs flawless grammar in three languages. But because speaking a language often means understanding more than its words. Cultural fluency remains an advantage no translation tool can fully replace.

What this means for executive search

In executive search for Pharma, MedTech, and Life Sciences companies often fall into one of two traps. Either language skills disappear from the brief because “everyone speaks English anyway” or they are reduced to a checkbox: fluent German, business French, strong English.

But the relevant question is not simply whether candidates speak the language. It is whether they can operate within the cultural reality behind it. That is not a soft factor. It shapes leadership effectiveness, stakeholder trust, and a leader’s ability to gain traction in international roles.

AI will continue to make international exchange easier. That is useful. But in global business, the real differentiator is no longer the ability to translate words. It is the ability to understand what those words mean in context — culturally, strategically, and humanly.

How much weight do you give language skills in international leadership hiring?

Why language skills and cultural fluency still matter in executive search for Pharma, MedTech, and Life Sciences

DeepL. ChatGPT. Google Translate. Words can be translated instantly, emails polished in seconds, meetings subtitled in real time. What these tools do not automatically create is understanding.

In international business – and beyond – communication is never just about vocabulary. It is about tone, hierarchy, trust, and context. It is about knowing whether directness signals clarity or disrespect, whether silence means hesitation, disagreement, or reflection, and whether a casual lunch is simply polite conversation — or where the real decision begins to take shape. Translation tools can reproduce words. What they still cannot fully reproduce is cultural logic.

Why language skills still matter

Language skills matter in every global industry. In Pharma, MedTech, and Life Sciences, they matter even more. Leadership happens across markets, functions, and regulatory environments. Teams are multinational. Stakeholders are diverse. Decisions are shaped not only by expertise, but by credibility, alignment, and trust across borders. In this environment, language skills are not a cosmetic extra. They are part of how leadership works across borders.

Not because every executive needs flawless grammar in three languages. But because speaking a language often means understanding more than its words. Cultural fluency remains an advantage no translation tool can fully replace.

What this means for executive search

In executive search for Pharma, MedTech, and Life Sciences companies often fall into one of two traps. Either language skills disappear from the brief because “everyone speaks English anyway” or they are reduced to a checkbox: fluent German, business French, strong English.

But the relevant question is not simply whether candidates speak the language. It is whether they can operate within the cultural reality behind it. That is not a soft factor. It shapes leadership effectiveness, stakeholder trust, and a leader’s ability to gain traction in international roles.

AI will continue to make international exchange easier. That is useful. But in global business, the real differentiator is no longer the ability to translate words. It is the ability to understand what those words mean in context — culturally, strategically, and humanly.

How much weight do you give language skills in international leadership hiring?

Stephan B. Breitfeld | Industry in Motion

https://www.linkedin.com/pulse/what-ai-cannot-translate-stephan-b-breitfeld-kw07f

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


Visibility in the age of AI

March 17th, 2026

“I spy with my little eye…” Remember? Many of us played this game as children. The trick was simple: try, narrow it down, ask questions. If necessary, there was a hint. And eventually: hit.

Today, we play a similar game – no longer in a room, but in an endless feed. The selection is not limited, but practically infinite. And instead of little hints, there is more content. More formats. More “insights.” And now millions of texts that have not been experienced but generated.

SEO? GEO? SOS!

I recently read a German business magazine* which described the shift in practice: visibility is moving away from classic search and towards direct answers from AI systems. GEO (Generative Engine Optimization) is becoming increasingly important. It’s not just about being linked somewhere – the principle of SEO –, but about appearing in the answer.

And while many are still figuring out what GEO even means, agencies have already turned it into the next business model. New services, new metrics, new invoices.

What sounds like a technical debate is business reality. It means: „When systems provide the short version, orientation becomes scarce.“ You check less yourself – and have to decide more quickly who to believe. And yes: in markets such as pharmaceuticals/medtech, where trust and reputation are hard currency, this is particularly relevant.

The real issue is not visibility, but signal quality.

AI makes it easy to sound professional. And that is precisely the problem: when many things are well-formulated, but few are truly meaningful, it becomes difficult to identify what is relevant.

In everyday life, it’s rarely the most beautiful post that counts. What matters is whether someone classifies you as reliable at the right moment: as a voice, as a source, as a contact person. This classification increasingly happens „before the click“ – sometimes even without a click.

Back to the roots

„Quality beats quantity“ – this statement in one of the articles made me smile because it brings back a conviction that I have followed throughout my entire career.

It’s not “send more” that wins, but becoming clearer: fewer topics, cleanly thought out. A language that is recognizable. A perspective that has substance – even in the short version.

And another thing: likes are nice. But often they’re just politeness. What really counts are the silent signals: „saves“, forwards, genuine inquiries. Reach is not created by a single hit – but by „iteration“.

What I really want to know: How can you tell today that something has substance?

*Inspiration from a print magazine: brand eins,“Visibility in the age of AI” (GEO vs. SEO).

Stephan B. Breitfeld | Industry in Motion

https://www.linkedin.com/pulse/visibility-age-ai-stephan-b-breitfeld-pfkbf/

✉️ s.breitfeld@industryinmotion.de

🌐 industryinmotion.de


Why client acquisition is more difficult today – even though we have more tools than ever before

by Stephan Breitfeld

19. Februar 2026

In the early 1990s, client acquisition wasn’t easy, but it was straightforward. You went out, met people, got rejections. But you also enjoyed real conversations. People invested more time and listened to each other. Good ideas had a real chance, and quality was recognized.

Multichannel – or much ado about nothing?

Today, acquisition is a technical construct. LinkedIn, emails, social media, calls – all at the same time. In theory, you can reach more people than ever before. In practice, it’s often harder to reach them. People who actually want to talk receive emails, and those who prefer communicating in writing get phone calls. And on top of that, every AI tool tells everyone how easy acquisition is today – honestly?

The belief that the one perfect channel or algorithm exists somewhere is an illusion. There is no blueprint. What works for one person may fall flat with the next.

Successful acquisition breaks patterns – whether as a service provider or as a client. I’ve won mandates because I didn’t follow a standard formula: no pitch, just a real conversation about the challenge. And on the other side: clients who were willing to consider unconventional candidates – especially in pharma and medtech, where market knowledge and procedural understanding often count for more than a perfect CV. And, of course, the right chemistry.

Quality at a special rate?

The fundamental shift lies in who makes the final decision — and the criteria guiding that decision. On one side are stakeholders dealing with practical, real-world challenges; on the other are budget holders primarily driven by financial metrics. As a result, actual needs are often overlooked.

In executive search, this is evident when complex C-level positions are advertised on a performance-based basis. That cannot work. Quality requires time, competence, and responsibility. And yes, it has its price. But in the end it pays off.

Cherry picking or spray and pray

I have encountered two fundamentally different sales approaches. Cherry picking – targeted, prepared, respectful communication. And spray and pray – maximum reach in the hope that something will stick.

AI makes the latter extremely efficient today. But efficiency is no substitute for relationships. That is the focus of cherry picking. The goal is not to close the deal quickly, but to meet again – for the next mandate, in a different role, as a recommendation. This is crucial in recruiting: quality pays off in the long term.

What really counts

Acquisition is not a technique. It is an encounter. Anything else? Much ado about nothing. And you find plenty of it today.

How do you experience client acquisition today? I’m very curious about your perspective.

more (https://www.linkedin.com/pulse/why-client-acquisition-more-difficult-today-even-though-breitfeld-rtnzf/)