The Challenge

Our client was entering a significant period of change.

Having built a strong reputation around customer service and account development, the business wanted to refocus on business growth while launching a new value-added solution with unique technological advantages.

At the same time, several established competitors were showing signs of weakness, creating a rare opportunity to win market share. The client recognised they needed someone capable of driving new business and capitalising on these favourable market conditions.

However, finding the right person proved difficult.

The available talent pool within their sector lacked the commercial mindset, strategic business development experience and drive required to support the company’s growth ambitions. The client needed a recruitment partner who could identify talent beyond the obvious market and attract candidates with the ability to become genuine change agents.

Our Approach

Before beginning the search, we worked closely with the client to understand their wider business strategy, growth plans and the importance of the appointment.

This consultative approach allowed us to build a compelling candidate proposition rather than simply recruiting against a job description.

Our recruitment process included:

• Producing a bespoke Candidate Brief that accurately reflected both the opportunity and the business.
• Creating a tailored Candidate Addendum with qualifying questions to assess suitability before interview.
• Running a targeted recruitment campaign designed to reach candidates beyond the client’s existing network.
• Screening applicants and presenting the ten strongest candidates, together with their completed Candidate Addendums.
• Conducting first-round interviews with the client’s preferred six candidates and providing detailed interview reports.
• Coordinating the client’s first and second interview stages through to appointment.

The Outcome

The successful candidate quickly demonstrated the qualities the client had been looking for.

They became a genuine catalyst for change, building strong relationships both internally and with customers while helping the business strengthen its commercial position.

The impact included:

• Significant growth in new business sales.
• Strong internal and external stakeholder relationships.
• Promotion of the placed candidate into a key management position, reflecting their contribution to the business’s continued success.

This assignment demonstrated the value of combining a consultative recruitment approach with targeted market mapping to identify talent capable of delivering long-term commercial impact.