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SR Management Case Studies 1, 2
Position: VP Sales
Company: Alpha Technologies
Client Search Challenge
Alpha Technologies is the leading supplier of custom Power solutions
to
the broadband cable industry. Located in Bellingham Washington and
being one of only a few companies who specialize in what they do
meant that there would be a limited number of players who knew the
industry and would be willing to relocate. In addition, the right
cultural fit was critical.
Thompson Associates Solution
An experienced team familiar with the industry went to work to build
a search profile of the ideal candidate. Of equal importance in
this situation, they built a "reasons why" profile of
the long term opportunity with Alpha and Bellingham WA. They also
carefully considered what the company's short and long term goals
were that would be impacted by the new VP. Key questions and a script
were crafted and polished to not only identify potential candidates,
but also to create maximum enthusiasm and interest in the position,
with every conversation.
Search Results
This proved to be an extremely challenging search given the few
truly qualified potential candidates, the cultural criteria and
the relocation. The team was successful largely due to their ability
to sell the company and the benefits to candidates. The client team
was also a big reason we were ultimately successful .They took the
time up front to give us the information needed to help us sell
the company and the area. Several final candidates were brought
in for interviews with the client team. Perhaps the most difficult
part of the search took place after the final candidate was chosen.
Negotiations were highly sensitive and extended to some degree because
of numerous logistical factors. In the end the commitment to it
being the right situation for both parties and desire on both sides
to make the deal work did result in long term success for client
and candidate.
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