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Case Studies:
Performing beyond expectations
The following are case studies from actual
Fulcrum Search Science clients. Select a
case study from the list of 4 different
disciplines listed below.
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General
Management Case Study
Position:
Regional Sales Manager, New England States
Company Profile:
Industrial products manufacturer, one of
Canada's "50 Best Managed Companies",
with operations throughout North America,
Europe and the Far East
Challenge:
The position came up suddenly when the
incumbent suffered an unexpected long-term
health condition. The position had to be
filled quickly. At the same time, the fit
was critical, as the region was under-performing
in market share.
Solution:
Direct head hunting was used, identifying,
contacting and assessing the regional managers
from all the direct and indirect competitors.
Interviews were coordinated between Toronto
and various sites in the New England States.
Results:
A strong candidate was hired from one of
the competitors. He had over 20 years of
hands-on experience in the territory, was
well connected with the industry, and strong
at developing 3rd party channels. The entire
process, from initiation to candidate start,
took 8 weeks. The client was delighted,
and has entrusted us with several more searches
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Manufacturing
Case Study
Position:
Director of Manufacturing
Company Profile:
New start up Manufacturing Company in Aluminum
Foam
Challenge:
As a new start up company, their infrastructure
such as procedures or policies, and buildings
were not set up. They are the only company
in North America that manufactures this
type of Product.
Solution:
We directed our recruiting efforts to companies
that had start up manufacturing plants in
Ontario. Through our research with construction
companies, we found information about new
start up manufacturing operations in Ontario
that occurred in the past 5 years. We also
targeted companies involved in a similar
process to our client- Aluminum Die Casting
and Extrusion Plants, as well as Automotive
Foam Plants.
Results:
We recruited and placed a Tier 1 Plant
Operations Manager from a new Japanese automotive
start up in the Waterloo area with strong
start up experience in building and putting
together teams, designated as a Mechanical
Professional Engineer and with experience
working for Fortune 500 Consumer product
companies. Subsequently, we have successfully
placed a Production Manager and an Engineering
staff with the client as well.
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Executive
Finance Case Study
Position:
Senior Vice President, Operations - Toronto
Company Profile:
The largest bank worldwide with Canadian
Head Office based in Toronto
Challenge:
Our client needed an individual who had
senior executive management experience in
a large credit card operation dealing with
Call Centres. International, US and Canadian
experience was highly preferred as this
individual would have to bridge the different
cultures in the role. The position would
initially report directly into the President,
Canada with a dotted line responsibility
to the Vice President, Operations in the
US.
Solution:
Direct head hunting was used to identify
all major credit card operations in North
America and source potential candidates
for the role. We also attended a major Call
Centre Exhibition to network and work referrals.
Both approaches provided a target list of
over 160 candidates. After screening and
evaluations, a short list of 4 first class
candidates were presented to the client.
Result:
The client eventually hired an individual
with both US and Canadian Banking experience
and solid experience in Call Centres. Due
to his outstanding interpersonal skills
and experience, he has already made a positive
impact and he is rated as one of the best
hires the company has ever made.
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Sales
Management - Case Study #1
Position:
Manager, Product Development
Company Profile:
A leading Canadian provider of Frozen
Foods for over a quarter of a Century.
Challenge:
The company has set very aggressive goals
for growth over the next 2-3 years. They
needed a self-starter with innovative and
creative abilities to manage their product
development department and take on a strong
leadership role in the expansion of their
product lines. As the position would be
heavily involved in the reformation of the
company's culture and market position, it
was imperative to get the right person on
board quickly.
Solution:
Using a consultative approach, we worked
with the client to develop a profile outlining
both hard and soft skills necessary to successfully
fulfill the position's responsibilities,
and identified where appropriate candidates
would be located. We then employed direct
head hunting as the best method of identifying
the most qualified candidates for the position.
Results:
After screening and evaluating approximately
40 candidates, a short list of qualified
individuals was put forth and presented
to the client. The ideal person was hired
from within the industry. From the initial
stage of the search process to the end,
it took just a little over 4 weeks to meet
the client's search requirements and needs.
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Sales
Management - Case Study #2
Position: Regional Sales Manager,
New England States
Company Profile:
Industrial products manufacturer, one of
Canada's "50 Best Managed Companies",
with operations throughout North America,
Europe and the Far East
Challenge:
The position came up suddenly when the
incumbent suffered an unexpected long-term
health condition. The position had to be
filled quickly. At the same time, the fit
was critical, as the region was under-performing
in market share.
Solution:
Direct head hunting was used, identifying,
contacting and assessing the regional managers
from all the direct and indirect competitors.
Interviews were coordinated between Toronto
and various sites in the New England States.
Results:
A strong candidate was hired from one of
the competitors. He had over 20 years of
hands-on experience in the territory, was
well connected with the industry, and strong
at developing 3rd party channels. The entire
process, from initiation to candidate start,
took 8 weeks. The client was delighted,
and has entrusted us with several more searches
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