Company C undertook a top down review and formulated a 5 year strategic plan. New business development became the primary focus to deliver the goals and objectives of the corporation in line with the plan. A thorough review of the existing capability of the sales team was undertaken and the diagnosis became clear – wrong people in wrong jobs.
In order to achieve the challenging goals outlined in the strategic plan a complete restructure and overhaul of the new business team and its function would be required. Davidson Consulting was engaged to define the roles and acquire top talent to fulfil the needs of the business.
A full job analysis was undertaken along with redefining roles and the compilation of in-depth job descriptions. This enabled DC to identify core competencies required for success within the role. Once this phase of the project had been completed, DC began sourcing the premium talent available from the market place. A comprehensive shortlist of suitable and interested candidates was compiled and delivered to the company. DC devised and implemented an appropriate interview and selection process incorporating Competency based interviews, candidate presentations and psychometric profiling. This enabled hiring managers to make an informed choice on the candidates, linking skills and experience to clearly defined job roles and responsibilities. DC assisted in job offer negotiations and post offer support allowing the client company to secure their first choice of candidates.
2 complete new business teams were recruited, the client safe in the knowledge that the best available people in the marketplace were hired and their skills, abilities and experience closely matched the company’s and the job’s requirements. During the first quarter the new teams had secured contract values in excess of four times the previous year’s total revenue.