The human resources executive of a NYSE global provider of integrated mail, messaging, and document management solutions was in search of Facilities Management/Sales Managers for territories throughout the United States. The client had a list of 20 competitor companies in various cities and requested that we research several per week so that his recruiting staff could have a steady flow of candidates to call and could concentrate on presenting and interviewing. Each week, we identified 50-100 target candidates based on his requirements and provided their names, titles, telephone numbers, and reporting relationships. Back
The Vice President of Development and the Chief Technology Officer of a publicly traded designer, manufacturer, and marketer of lightweight communication headset systems and accessories wanted to hire a Senior Director of Corporate Design. This type of individual is typically embedded within the organization and difficult to identify, requiring extensive cold calling to identify potential candidates. We developed a list of 50 consumer and commercial electronics manufacturers of products that contained human factor or ergonomic qualities. We then researched each company to determine the person responsible for industrial design management, and presented a list of 40 candidates to the Vice President that included their names, titles and telephone numbers. After review, the Vice President had his recruiting staff contact each candidate directly. Back
The world’s most advanced producer of identity verification solutions for borders, airports, and sensitive facilities was in the process of introducing a new generation of biometric performance products that combined the ubiquity of facial recognition with the security of finger, hand and iris methodologies. They needed to generate 50 leads per week for each of the four sales representative positions. They asked us to find the person that would be considering security methods in a wide variety of government, business, and industry organizations. They gave us the names of the organizations that they thought would be good targets for their technology and we conducted extensive telephone research to ascertain the principal contact and his/her direct contact information. The President gave each of the sales representatives 50 names per week and asked for an accounting of each lead. The sales staff was empowered to make presentations and the management staff had both sales production accountability and a marketing pipeline. Back