Case Study – Adapting To Competitive Market Conditions

A rapidly growing spend management platform provider needed to make a key appointment.  They ideally wanted to identify  a candidate with experience from a direct competitor  that could fit seamlessly into client facing projects.

In a market where those skills were particularly rare, we identified an outstanding candidate who met all the core criteria.  After reviewing our findings on recruitment best practice, the client ran an excellent interview process, and the candidate accepted an offer at the perceived market rate.  However the candidate was then made a very aggressive counter offer when he resigned which increased his basic salary by 32%.  The candidate then decided to stay with his current employer.

We then focused on a second candidate that we had identified earlier in the process.  He was offered a salary at the very top of our clients band for that grade.  However he was made another offer by a Consultancy which was worth 15% more on the basic salary alone and accepted that.

At this point our client realised that the market had moved on from their existing salary bands and they needed accurate, up to date salary benchmarking data for their specific market sector.

Within 10 days we were able to gather salary data from their direct competitors and make our recommendations on the market rate for their various different grades.  Using this hard evidence HR and the senior management team were then able to revise their salary bandings across all grades giving them more flexibility to recruit external talent without creating pressure on their existing internal structures.

This client’s ability to adapt to changing market conditions has now enabled them to compete successfully for the best talent in the market.  As a result the role has now been filled with a very strong candidate that we sourced from a direct competitor.

We’ve also been able to recruit for additional roles for this client at the lower and mid points of their salary bands by tapping into an alternative talent pool that we discovered through extensive networking across the sector.

If you would like to understand how Edbury Daley can have a positive impact on your hiring process in challenging market conditions, please contact Andrew Daley.

For more information on the Spend Management market place, please visit our new site http://www.spendmanagement.co.uk/