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Case Studies

Examples of measurable outcomes

Each case study highlights the hiring challenge, our search approach, and the commercial impact achieved.

Building Products

Business Development Manager — Major Projects, NSW

Strategic search for a senior business developer in Boral’s Concrete Division, specialising in complex tenders, extended sales cycles, and multi-stakeholder engagement across major infrastructure projects. We prioritised candidates who could bridge sales and operations — a capability missing in prior hires.

🏗️ Construction Materials 🏢 Concrete Division 📍 NSW Territory 💼 Senior Level

From brief to hire in 31 days

The Challenge

Secure a credible BDM capable of strategic planning, winning major infrastructure bids, and collaborating seamlessly with operations and technical teams in a complex B2B environment.

Our Strategic Approach

Defined success. Built a competency scorecard aligned to tender wins, stakeholder management, and operational alignment.
Mapped the market. Targeted talent across concrete producers, tier-one contractors, and adjacent infrastructure suppliers.
Assessed rigorously. Behavioural interviews and scenario-based evaluation to test commercial + delivery capability.
Validated thoroughly. Multi-rater referencing across leaders, engineering, and ops to confirm performance and fit.
Secured the hire. Benchmarked package, aligned incentives, and pre-wired onboarding for a fast transition.

Search & Client Results

17Days to present shortlist

3Final candidates interviewed

18%Revenue growth, year 1

$8.0MContract awards (TCV), year 1

*Figures reflect search efficiency, slate quality, and client-reported outcomes.

The hire secured a $2.7M contract within 90 days by aligning stakeholders and improving tender execution.

Bid-to-win ratio: Before 45% → After 70%

Book a Hiring Consultation Prefer to talk now? Call 1300 774 900

Enterprise Software

Enterprise Account Executive — Melbourne

Search for a top-tier enterprise seller to own a named account book, drive new and expansion revenue, and partner closely with pre-sales to land complex software deals. We targeted sellers who could multi-thread, run disciplined deal cycles, and align to a co-selling culture.

🧩 B2B SaaS 🏷️ Enterprise Sales 📍 Melbourne 🤝 Named Accounts

Enterprise software dashboard and team collaboration

From brief to hire in 30 days

The Challenge

Win in a competitive market with an enterprise AE who could build executive alignment, navigate procurement, and orchestrate with pre-sales to close complex deals.

Our Strategic Approach

Defined success. Intake with ANZ leadership and pre-sales to set must-haves: multi-threading, forecast hygiene, and enterprise presence.
Targeted top talent. Mapped sellers across the Microsoft ecosystem and adjacent enterprise platforms.
Assessed rigorously. Scenario-based interviews: discovery-to-close walk-through, exec pitch, and mutual close plan simulation.
Validated thoroughly. References confirmed negotiation strength, SE collaboration, and deal discipline.
Secured the hire. Benchmarked OTE/accelerators and aligned onboarding to pipeline health and win rate.

Search & Client Results

18Days to present shortlist

4Final candidates interviewed

$2.2MNew ARR closed, year 1

+33 ptsWin rate improvement

*ARR shown for clarity; outcomes are client-reported.

The hire closed a $1.5M deal in Q1 by aligning IT and business stakeholders through an executive-led deal plan.

Win rate: Before 22% → After 55%

Book a Hiring Consultation Prefer to talk now? Call 1300 774 900

Building Automation

National Sales Manager — Adelaide

National search for a hands-on sales leader to grow specification wins and channel revenue for Theben’s building automation portfolio. We prioritised leaders who could translate technical value into spec wins and channel momentum.

🏢 Building Automation 🔌 KNX / BMS 🇦🇺 National (Remote) 🧠 Spec & Channel Led

Smart building automation and KNX control panel

From brief to hire in 37 days

The Challenge

Increase specification share across commercial new-build and retrofit markets by engaging designers, engineers, and integrators — while orchestrating channel partners nationally.

Our Strategic Approach

Defined success. Intake with leadership and channel stakeholders; scorecard built around spec influence, channel execution, and technical credibility.
Mapped adjacent ecosystems. Targeted KNX/BMS vendors and high performers from electrical/IoT suppliers with proven spec wins.
Assessed rigorously. Scenarios: consultant “lunch-and-learn”, spec-in walk-through, and TCO/energy-savings defence.
Validated thoroughly. References from engineers and integrators to confirm credibility and follow-through.
Secured the hire. Package benchmarked to market; KPIs aligned to spec wins and channel throughput.

Search & Client Results

22Days to present shortlist

5Final candidates interviewed

$1.8MContract awards (TCV), year 1

+18 ptsSpec-in conversion (12 months)

*TCV shown for clarity; outcomes are client-reported.

The hire lifted spec-in conversion by 18 points in 12 months and contributed to a 25% uplift in pipeline value.

Spec-in rate: Before 52% → After 70%

Book a Hiring Consultation Prefer to talk now? Call 1300 774 900

Road Markings

Sales Manager — Queensland

Territory growth search to lift specification wins and channel revenue for Geveko’s portfolio across QLD — working with councils, principal contractors, and specialist crews. We targeted candidates who could convert technical advantages into clear business cases.

🚧 Road Marking Materials 🧪 Thermoplastics & Cold Plastics 📍 Queensland 🧭 Spec & Channel Led

Road marking and highway construction project

From brief to hire in 34 days

The Challenge

Win share against incumbents by converting technical advantages into outcomes for councils and contractors — while orchestrating distributors and applicators across long, compliance-heavy cycles.

Our Strategic Approach

Defined success. Scorecard built around consultative spec-selling, on-site credibility, channel execution, and safety/QA follow-through.
Mapped adjacent markets. Targeted road-marking, pavement/coatings, and traffic-safety vendors plus contractor-side performers.
Assessed rigorously. Scenarios: council presentation, whole-of-life cost defence, and engineering objection handling.
Validated thoroughly. References from managers, council engineers and applicators confirmed credibility and compliance.
Secured the hire. Package benchmarked; KPIs aligned to tender wins, spec share, and project throughput.

Search & Client Results

21Days to present shortlist

5Final candidates interviewed

$2.7MProject wins (TCV), year 1

+9Council/TMR tender wins (YoY)

*TCV shown for clarity; outcomes are client-reported.

The hire secured nine additional council/TMR tender wins in year one, contributing to a 30% regional revenue increase.

Tender win rate: Before 35% → After 60%

Book a Hiring Consultation Prefer to talk now? Call 1300 774 900

Medical Finance

Business Development Manager — Medical Finance

National search for a referrer-led BDM to expand Medpro’s footprint with brokers, accountants, and equipment suppliers, and move deals from application to settlement quickly. We prioritised candidates with relationship depth and credit-structuring agility.

🏥 Healthcare Finance 🏦 Non-bank Lender 🇦🇺 National (AU) 🤝 Referrer-Led GTM

From brief to hire in 33 days

The Challenge

Win against banks by proving speed, flexibility, and service. Build a durable referrer network, structure bespoke finance, and move deals to settlement without compromising compliance.

Our Strategic Approach

Defined success. Scorecard built around referrer acquisition, sector fluency, credit structuring, and cycle-time velocity.
Targeted top talent. Sourced from specialist lenders and equipment-finance teams with health portfolios and broker networks.
Assessed rigorously. Simulations: acquire a referrer, qualify a practice scenario, and walk settlement comms.
Validated thoroughly. Broker/manager references confirmed conversion, compliance hygiene, and relationship depth.
Secured the hire. OTE benchmarked; KPIs aligned to settlement volume, referrer growth, and cycle time.

Search & Client Results

20Days to present shortlist

4Final candidates interviewed

31%Revenue growth, year 1

$14.2MNew business won, year 1

*Figures reflect search efficiency, slate quality, and client-reported outcomes.

The hire delivered $14.2M in new business and grew the referrer network by 40% in year one.

Referrer network growth: Before 35 → After 50+

Book a Hiring Consultation Prefer to talk now? Call 1300 774 900

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Examples of measurable outcomes

Business Development Manager — Major Projects, NSW

Enterprise Account Executive — Melbourne

National Sales Manager — Adelaide

Sales Manager — Queensland

Business Development Manager — Medical Finance

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