Case Studies: UK
Strategic Contract Manager
Central Government has reduced funding to all the UK regions as part of the budget austerity measures and councils are having to find ways to balance their own budgets, reallocate funds and find ways to save money across their services.
We were approached by one of the major conurbation councils to recruit this role. The Council operates a property portfolio of 2,400 sites with an annual utilities bill of circa £24m, and as a consequence had created a Utilities Strategy which aimed to reduce these costs by smart energy purchasing, minimising consumption and maximising local production of renewable utility commodities, power and fuel.
The brief was to recruit a candidate from a commercial organisation rather than a similar council, who had expertise in not only contract negotiation with the major utility suppliers, but who also had a track record of reducing energy usage within a commercial property portfolio.
Following a meeting with the council we identified a large number of target companies within a commutable radius which had multiple sites and as a consequence potential candidates with the requisite energy contract expertise. We completed our interviews and presented a shortlist of four candidates to the council who interviewed them and offered the role to their chosen candidate.
Technical & Customer Support Director
As part of its growth strategy across Europe, this well-established Engineering Group was looking to set up a full Service and Support Function in the UK which will would cover all aspects of Technical and Engineering Services for its customers. They have been supplying engineered products and systems to UK customers for many years and have a large installed base across the country. In order to take commercial advantage of this they wanted to grow and expand their support teams/function developing a full service offering for customers.
A strong internal candidate was available and they asked us to search for suitable candidates from within their competitors to be able to benchmark this internal candidate, who had been with them for 20 years, against the market as a whole.
After an exhaustive search we interviewed and shortlisted five candidates, who were in similar roles in their sector, for them to meet, as well as interviewing the internal candidate. Following detailed interviewing and benchmarking, the internal candidate came out ahead of the others and was appointed into the role and we were then asked to find his replacement.
This two studio Architect Practice is a leader in certain key sectors, including Industrial and Logistics buildings, being recognised for its innovative and forward thinking designs in this very commercially sensitive sector. With a large team of Architects based in Birmingham and high aspirations for further growth they wanted to appoint a key Regional Director with specific sector experience.
With 30,000 registered Architects in the UK and firms ranging in size from one Architect to five hundred, it is a difficult sector to search within, being time consuming and highly confidential. Candidates do not tend to relocate so a Director from a local firm was sought, adding to the difficulty.
Over one hundred Architects were spoken to and their backgrounds and credentials in the Industrial & Logistics sector assessed. Several came to the fore that had enough technical and managerial experience and were subsequently met by the client, with the successful candidate coming from a Practice in Wolverhampton.
UK - Business Development Manager
This fast growing company manufactures a range of products for industry, including specific products for the wastewater treatment sector and has an ambitious five year plan to develop its water business and substantially grow the turnover.
Typically sales of its wastewater products have been for use in packaged plant for new build housing estates, with order values in the £7000 - £12,000 range, but due to AMP6 the company anticipates growth into the water plc’s, where orders will be much larger, and also internationally.
As a consequence they required a Business Development Manager to focus solely on the wastewater product range finding and developing new customers both in the UK and internationally within the water plc’s, councils and contractors/suppliers.
Key to the success of this role would be the candidates’ experience in building relationships in the wastewater sector, both in the UK and internationally, and in finding and developing new customers and opportunities.
We undertook a targeted search into their competitors in the UK, having in depth discussions with around fifteen potential candidates, meeting six and presenting a shortlist of five. For the client two candidates stood out and of these one was hired; an industry expert with 25 years’ experience with the biggest player in the sector.