Steve Faulkner, CEBS's Linkedin Analytics

When IMA lost a key Account Executive to a promotion at another firm, they didn’t have someone waiting in the wings to step up and handle those complex clients The other AE’s already had their books of business, and the operation was run efficiently, so everyone had a full workload. The longer the position remained open, however, the more likely the clients would feel the interruption in service and the more vulnerable they were to other consultants calling on them. To avoid that, the practice leader had to re-assign cases. Team members who didn’t have any more bandwidth had to get a handle on the orphaned cases and pitch in and do more work, we all know how that ends…it's not sustainable. They tried placing job ads, but they didn’t attract the right people. The best people are hard at work, not actively reviewing job openings online. They had internal recruiters, but those recruiters were already overwhelmed with the other roles they were filling across P&C, IT, and the rest of the organization. They hadn’t spent time developing relationships and so didn’t have a deep bench of Account Executives and Senior Account Managers that they could call upon. This was when they called us. We dedicate the time necessary to find passive candidates who are working at their job and not scanning job boards. This entails having as many conversations as possible with qualified candidates. On our search tracked down 78 qualified candidates (All of whom were not currently on the market) spoke with about 35, presented 5, and got the best one hired. She had the skill set and know-how that inspired confidence in the clients. The whole process took about five weeks, which caused minimal disruption to the client base, and no clients left during the transition. Our candidate was promoted within two years to being the Denver Market Leader and, in turn, helped bring on more talented AE’s. Give me a call at 303-995-3444 or email me at [email protected] for a quick conversation. Even if you're not ready to hire an outside recruiter today, I might be able to give you some ideas, help you to work better with your internal recruiters, or we can at least get acquainted for the future. I look forward to connecting! Steve Faulkner, CEBS President, Spencer James Group Mobile: 303-995-3444 [email protected]