Case Study:
Future Processing S.A.
Customer Profile
Future Processing is an IT company that specializes in designing and developing custom software for clients in various industries. The company was founded in 2000 and has since gained a reputation for providing high-quality IT services. Future Processing has more than 1,000 employees who work on projects for clients around the world. The company serves a wide range of industries, including finance, insurance, medicine, e-commerce and many others. In this case study, we will describe the process of recruiting a Business Development Manager.
Challenge
Future Processing needed an experienced Business Development Manager who would be responsible for developing business in international markets. This person needed to have knowledge and experience in software sales, as well as interpersonal skills that would enable him or her to establish and maintain long-term relationships with customers from different countries and cultures.
The company tried to source candidates on its own, but found that they did not meet the company's requirements, mainly in terms of international experience in selling custom software solutions. Future Processing contacted Fast Forward Solutions for help in finding a suitable candidate.
Action strategy and recruitment process
FFS met with the Member of the Board of Directors for Business Development and the HR Department to get a thorough understanding of the challenges facing the company, its future BDM and to learn more about the organizational culture. Being after the interview with both the Board and the head of HR, we knew who we were looking for. The requirements were very specific: an experienced salesperson in the area of customer software development with excellent knowledge of customers and international markets.
We started our work with:
Preparing the profile of the ideal candidate
Mapping the Polish market of Software House companies that could have experienced salespeople in US, UK, EMEA markets and fit the FP culture
Develop a sourcing strategy
Develop and implement a communication strategy with candidates
Our sourcing strategy was based on reaching out to candidates using the Direct Search methodology identified through the Linkedin Professional Recruiter tool, and searching them in our unique candidate database in the Sales IT category created through the most modern recruitment tools available on the market today. We then prepared a recruitment campaign with specific parameters and a sequence of emails. The challenge was to reach candidates who are thinking of changing jobs and at the same time have UNIQUE competencies in international sales, which are the treasure of any sales department.
Effects
Over a 3-week period, we provided 5 profiles, in our opinion the most matched candidates who could apply their experience to Future Processing's business development. The company met with all the candidates we presented and selected the candidate who was the best fit for the profile. The head of BD Future Processing and the candidate recommended by FFS are very satisfied with the cooperation undertaken, and we are glad that we could contribute to the rapid development of the Polish software house. This is how the Business Development Manager recruitment process ended.
Number of candidates in the funnel
Number of candidates presented by FFS
Number of candidates hired
Project duration in months
CUSTOMER OPINION
We recommend Fast Forward Solutions as a reliable business partner in the field of recruitment services to any company operating in the IT industry, which values effective, professional actions combined with excellent communication