Middle Management Case Studies

Manufacturing Client

Situation
Our client was struggling in identifying world class talent as they are located in a region with technology companies that draw the best talent. They were finding it difficult to attract and retain talent and needed a recruiting partner to assist in selling their story and identifying talent from outside the region with similar engineering processes.

Solution
We became a strategic partner of this company utilizing our Middle Management solution. What was critical in representing this client was developing a compelling story to why individuals would want to make a career move to this company. An overall story was created and we put together a strategic Target List of companies to recruit from and systematically sourced them for all of our client’s openings. Additionally, for opportunities where function took precedent over domain, we targeted local technology companies.

Result
Over the course of six years we partnered with them, we were responsible for building their management team and many of their key individual contributors across most all company functions including marketing, sales, operations, logistics, purchasing, and engineering. Revenues increased during this period and the company was able to attract and retain a much higher caliber of talent than ever before. Additionally, recruiting became much easier once they were able to secure several key executives as it made their story more compelling and people more willing to join them.

BPO Client

Situation
In a rapidly growing and competitive industry, our client needed a dedicated recruiting partner to assist them in identifying and attracting talent that their many competitors were also pursuing. Given the size of our client they also needed a firm with the capabilities to handle 10+ searches at any given time across the numerous divisions of their company.

Solution
We suggested our Middle Management Solution which would allow us to dedicate resources to our client to capture talent away from their competitors but also steer the talent to them. We also put together a team that was dedicated to this client and began building relationships across this complex matrix organization to make the recruiting process more efficient.

Result
We have been successful is building out their sales teams in several of their practices and adding key contributors to many of their different divisions. In all cases, their competitors were in pursuit of the same candidates and in many cases, the candidates we recruited were employed at their direct competitors.

Software Client

Situation
Although recognized as one of the top employers in the world, they struggled with perceptions in the marketplace that they did not have a lucrative compensation plan for their sales team causing them to struggle in attracting the top salespeople from world class companies.

Solution
We became a strategic partner of this company and constructed a Middle Management solution keying on targeting salespeople from software companies known to have world class salespeople.

Result
Over the course of a 3 year period, we were responsible for introducing our client to some of their key salespeople, in very specific domain areas, from the specific companies they desired upgrading their sales force and putting them in a more competitive position in several different key markets.