Sales Recruiting
Case Study:

Type: exclusive contingency search
Title: Business Development Director
Role: new business development, sales
Location: Minneapolis MN
Client: privately-owned IT Consulting firm
Collaboration: CEO
Completed by: Deare, Minneapolis sales recruiters

Company Profile
One of the fastest growing IT Consulting firms in the Minneapolis / St. Paul marketplace, our client is a leader in the business sector and in the community.

This privately owned firm specializes in full SDLC staff augmentation, IT project resourcing, IT / business-side consulting and project leadership. An operational gem under the leadership of an extraordinary and high-profile founder / CEO, the company has superseded most contemporaries in business growth while maintaining a very lean sales and IT recruiting / delivery staff.

Having exceeded all growth projections to date, our client developed a new 5-year strategic growth plan and determined to expand sales, recruiting / delivery, and operations to support competitive expansion in the MN marketplace.

Key Selection Criteria
– 7+ years of IT Consulting / Management Consulting sales experience with consistent success with landing new business, building strong client relationships, and expanding revenue
– A new business development professional possessing the business acumen, process disciplines, communications savvy, and selling skills needed to build a large portfolio of business
– Capable of managing a large book of business and expanding it by developing a strategic account management program to support continued portfolio expansion
– Bachelor’s Degree

Challenge
To set the new overarching growth plan into motion, the CEO needed an apex-level new business development pro capable of cutting through the clamor of a competitive marketplace and quickly capturing prospective client interest; someone who:
– can take the process from prospecting to close unassisted
– is a consummate sales pro with good marketing instincts and capable of substantially contributing to the development of a competitively-advantaged sales message
– comes with pre-drilled programmatic solutions to expanding a strategic in-market constituency
– is a multi-faceted business professional who can land it, grow it, then lead it

Given the nature of the role, the industry-relevant talent pool would be very limited

Solution
Deare was contacted by the CEO who confidentially shared a current state overview, a situational analysis, this/next year projections, and a robust growth plan from an organizational and functional perspective. The bigger picture included the addition of the key business development role which would mark the beginning of the business expansion effort.

Based on our relationship with the CEO and company, Deare handled the search on an exclusive contingency basis and went to work immediately. The successful execution of the growth plan depended on acquiring one of the very best business development pros in the marketplace. The search strategy was directed exclusively at the very best, “known-quantity”, senior-level performers within the IT Consulting community. As always, the search proceeded as a direct engagement effort with specifically targeted marketplace talent.

Result
Starting with the CEO, there was unanimous agreement that the person hired was among the very best choice. Our candidate joined because he was genuinely inspired by the CEO, the team, the mission, and the opportunity.