Larry Brown’s business is connecting people in business. As managing partner of West Hartford executive recruiting firm Horton International U.S., Brown brings together candidates with companies, corporations and nonprofits worldwide.
“To be successful, you have to identify and cultivate clients, then develop business relationships,” Brown said.
Using human resources departments and sources like LinkedIn, Brown recruits candidates for executive positions in financial services, insurance and industrial/manufacturing companies primarily in the Northeast and along the East Coast.
Brown has run the firm with partner Bob Gilchrist for the past 10 years, but his start with the company began by accident. In the process of moving to Connecticut in 1994 with Hartford conglomerate United Technologies Corp., Brown met the firm’s former owner Robert Horton. At the end of an hour, Horton offered Brown a job.
“I didn’t even want one. I wasn’t impressed by recruiters I’d met in the past. But then I started to meet the people, and I decided to join them,” Brown said.
Brown and Gilchrist took over the company when Horton passed away in 2002. Brown now manages and grows the business from its Connecticut headquarters. The firm has branches in New York, Boston, Charlotte and Philadelphia. Horton International U.S. is a principal partner of the global Horton group, which operates more than 40 offices worldwide.
One of Brown’s biggest clients is Waterbury-based Webster Bank. Ten years ago, he recruited Joe Savage to his position as executive vice president of commercial banking.
And Savage remains a fan of Brown.
“He was always well-researched, considerate, thoughtful and deliberate. With Larry, you’re dealing with someone who knows how to execute,” said Savage.
A native of Western Pennsylvania, Brown previously worked in human resources at UTC. Before that, he spent six years as a captain in the army; an experience that helped him to learn organization, discipline and leadership skills. He served in Panama, which he says now helps in his position on the global board of directors and with the international clients that make up 10-15 percent of his client base.
“It became helpful and relevant when working with people from very different cultures,” Brown said.
Outside of Horton, Brown serves on the board of directors for organizations including the MetroHartford Alliance, Junior Achievement, the Hartford Club and the World Affairs Council. These positions are opportunities to further connect in the business community.
“People working with big corporations are internally focused. Their network is their own people. They need to be more aware of professional and community organizations to expand connections beyond the nine-to-five job,” Brown said.
Savage’s connection with Brown expands beyond his experience with Horton International. They often run into each other through associations and events, as Savage is a member of the MetroHartford Alliance.
“It’s clear he makes a commitment to his town. He’s a visible contributor to the community,” Savage said.
Brown recruited Lou Golden for his current position as president of Junior Achievement of Southwest New England in 2002.
“I can’t think of anyone who connects people more than he does. He’s rarely in the spotlight, but he’s working tirelessly behind the scenes,” said Golden.
As co-chair of JA’s strategic planning committee, Brown has a chance to interact with Hartford’s business community and meet potential clients and candidates. The volunteers from JA that educate young people about economics and free enterprise are local business professionals. The cause brings people together from all kinds of companies and corporations.
“I meet many clients through Junior Achievement, not by selling to them but by establishing a relationship and building it over a period of time to build trust and confidence,” said Brown.
Through his work with Horton International and his involvement throughout the Hartford area, Brown has established a reputation as a networking guru, Golden said.
“He knows everyone. Larry is forever introducing people who he thinks should meet one another. He just naturally knows that a community works through developing relationships and interconnections,” said Golden.
