Case Study: Targeted Approaches For Industry Specific Search

Client Overview:

A specialist building product manufacturer aiming to expand into a new sector within the construction industry. The client indicated they were targeting  a proven sales professional with a well-established network in that exact sector, along with a strong entrepreneurial spirit to penetrate the market quickly and drive growth.

Client Requirements:

• Sales Expertise: The candidate must have demonstrated success in sales with a technical product.
• Established Network: The client required only candidates with an extensive network of established relationships within that specific target sector.
• Entrepreneurial Mindset: The individual needed to be proactive, creative, and driven to carve out new opportunities and grow the market.

Challenges:

• Niche Sector: The targeted sector was highly specialised, making it difficult to find candidates with the exact skill set and network the client required.
• Limited Talent Pool: While the broader market for sales professionals was buoyant, finding individuals who met the client’s very specific criteria proved to be challenging.
• Time Sensitivity: The client was eager to fill the role quickly to gain momentum in their market expansion efforts.

Approach:

Initial Advertising and Screening:

• The role was advertised with very detailed  specifics. Due diligence with the first 50 candidates unearthed only  one could really claim the specific background the client was looking for.
• We remained committed to finding the best possible match and continued to search through targeted channels.

Targeted Search Strategy:

• In tandem to advertising, we focused on identifying candidates who possessed transferable skills and peripheral network with the potential to succeed in the new sector.
• We leveraged our own network, professional associations, and industry connections to tap into the passive market and a hidden pool of candidates.
• Through targeted outreach, we shortlisted five strong candidates who all met the client’s agreed criteria.

Identifying the Standout Candidate:

Among the shortlisted candidates, one individual stood out: a sales professional with a proven background in a related industry. She demonstrated an exceptional entrepreneurial spirit, was highly active in the market, and had a deep network of industry contacts that aligned with the client’s needs.

Speed to interview was key, in order to secure her interest. She impressed the client at interview, and we moved forward with comprehensive reference checks before the second interview. This ensured that the client had all the necessary information to make a confident hiring decision at the second interview should they choose.

Collaboration with the Client:

• Throughout the process, we maintained regular communication with the client, keeping them informed about candidate progress and addressing any concerns. This collaborative approach allowed us to continue fine-tuning our search and ensure that the candidate pool remained aligned with the client’s evolving needs.

• By conducting thorough reference checks ahead of the second interview, we ensured the client could move quickly and decisively once they were satisfied with the candidate’s qualifications and did not lose momentum in the hiring process.

Result:

• Successful Placement: The standout candidate impressed during the second interview. The candidate felt highly valued by being directly approached and the client felt comfortable to make a swift offer. Successful outcome all round.
• Immediate Impact: The selected candidate’s strong network and entrepreneurial mindset shortened the ramp up timeframe, helping the client break into the new sector and establish key relationships with industry stakeholders.

Key Takeaways:

• Targeted Search Is Essential in Niche Markets: While advertising attracted a large number of candidates, the success of the placement came from a focused, time consuming proactive search using personal networks and industry connections.
• Thorough Reference Checks Streamline Decision-Making: Conducting in-depth reference checks prior to the second interview empowered the client to move quickly and confidently in securing the right candidate.
• Flexibility and Persistence: The recruitment process required flexibility and persistence, adapting the approach to meet the client’s high standards and unique requirements.
• Close Client Collaboration: Regular communication and collaboration with the client ensured that the recruitment strategy remained aligned with their expectations, leading to a successful placement.

Conclusion:

This case highlights how a targeted approach can effectively navigate a highly specialised recruitment search, leveraging both industry expertise and deep professional networks. Despite the challenges of finding a candidate with the exact right background, persistence, creativity, and thorough vetting led to a successful outcome, delivering a candidate who could contribute immediately to the client’s expansion goals.

If your organisation requires specialised recruitment or strategic HR support, contact our team today to discuss how we can help you achieve your goals.