The challenge.
Chad Harrison International (CHI) was engaged in exploratory discussions with an Iberian-based building materials manufacturer to determine how best to support their talent acquisition efforts. The manufacturer, heavily backed by a private equity (PE) firm, was planning a transformational project to deploy its groundbreaking products across Europe. This project created a range of challenging and business-critical vacancies. Identifying the necessary talent in new territories for an international company can be complex, time-consuming, and financially costly, even when considering the opportunities and innovations the company can offer.
To address the challenge, a senior member of the company’s executive committee reached out to CHI to discuss how we could support their recruitment requirements. With no presence or network in any of the five key territories, the company required a global search partner, such as CHI, to utilise its expertise and industry networks to attract top talent in the relevant regions. One of the main hurdles was identifying and securing the right personnel from a scarce talent pool with sector-specific expertise and the willingness to “start from scratch” given the company’s stage of growth.
The solution.
The client agreed to collaborate with CHI on an exclusive basis across all key territories. Initially, CHI utilised proven research techniques to analyse the labour market in three of the five key regions. As the client was unsure about remuneration rates in these territories, our team established a fair salary range that met the client’s financial objectives while attracting best-in-class passive candidates. With the package established, our team proceeded to screen candidates and delivered a shortlist of relevant, qualified, and sought-after individuals—all within the first ten days of commencing the project. The interview process progressed smoothly, culminating in the appointment of a proven specialist to head up the business development function. This candidate’s experience matched all the relevant skill sets required and was an excellent cultural fit with the business.
In the second stage, we worked with the client to hire Key Account Managers (KAMs) in the remaining territories. After building a productive relationship, we endeavoured to complete the process quickly and efficiently, without compromising on the quality of personnel presented. As such, CHI provided the client with industry specialists capable of effectively establishing their presence in local markets. Following a thorough interview process, CHI swiftly moved to the offer stage. Additionally, CHI advised the client on legal and traditional frameworks, including social security, payroll solutions, holidays, and car allowances. This guidance allowed the client to accelerate the offer process and secure the desired candidates promptly.
The result.
Candidates were successfully onboarded at the company’s HQ in Iberia after completing a comprehensive training programme. Due to the high calibre of alternative candidates presented in the shortlist, the client went on to hire a second KAM in three of the new territories. Although the transformation project initially aimed for five hires, CHI supported eight successful placements, surpassing the client’s expectations.
Despite the challenges and minor setbacks encountered during the project, CHI filled 100% of the vacancies and delivered an experience that outperformed alternative global search firms previously engaged by the client. These firms had been criticised for their slow processes and lack of sector-specific knowledge, which ultimately hindered their ability to identify and secure the right personnel. Additionally, CHI achieved a 10% cost saving for the client and PE investor, who deemed the project excellent value given that each placement has already established significant pipelines of new business and revenue streams.
As a result of this successful project, CHI now provides exclusive services to the client in various geographical locations while retaining the agency’s 100% repeat customer rate from new clients acquired over the past two years. Furthermore, the additional market intelligence CHI has provided through this committed partnership has enabled the client to grow quickly and successfully in new regions, ahead of schedule and under budget.