case study

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Our client, a national law firm were looking to appoint a Strategic National Account Manager, to their property division, to manage and expand relationships with key national referrers.

The brief

This was a new role to the firm and therefore a key appointment for the business. This is a full service firm but with a national conveyancing function operating within a very competitive market. The role required an individual who had in-depth knowledge of the conveyancing market, on a national basis, and who could quickly grow current, and develop new, referrer relationships.

Identifying the main challenges

Our client has already identified that this was a niche role with, likely, a limited number of suitable candidates. Our client engaged our services as they recognised our experience and expertise in the legal sector, coupled with our network and understanding of business development roles within property.

• Talent Pool – Limited
• Sector experience – identifying an individual who had experience in a similar role within the sector, and most likely for a competitor
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Delivering the assignment

We undertook extensive desk-based research into locating individuals who fitted the need of the client, most notably from competitors of the firm.

We then systematically, and professionally, approached every single candidate using multiple methods, including direct, but professional headhunting, to gain as much interest in the opportunity as possible. The whole process was transparent, and we shared our progress on a weekly basis. We also took time to collate additional candidate information including salaries,benefits, bonuses, perception of brand in the market, to assist our client in understanding their position, as seen by potential candidates.

Successful appointment

The successful candidate was acquired from one of their strongest competitors and, although not actively looking for  new role, was persuaded by us to discuss the role with our client.