Case Study

Client:

European Fixed Line Carrier - Western Europe

Mandate:

Recruitment for Sales, Marketing, Operations and Engineering functions - Team of eight people

The Brief:

This client is a well recognised but niche telecommunications organisation selling fibre solutions into Carriers, Financial institutions and Government bodies across mainland Europe. From their launch in 2001 they were operating out of three offices in Europe and, due to a refined and initially very concentrated approach which focused on a core market, they successfully worked their way into an established market dominated by generations of incumbent operators. A significant amount of their success can be attributed to an excellent senior management team and a carefully considered business plan; it is this same senior management team that decided to open a new office in London and develop their business in the UK market.

The Telecommunications market in the UK is one of the most saturated worldwide and to continue previous successes it was essential that the company hired industry experts to provide a skilled nucleus that could integrate them into the UK. As well as various technical contractors the retained Search was a prerequisite to hire the core functions within Sales, Marketing, Operations and Engineering teams including a Sales Director, Marketing Director, Head of Product Management and a Senior Operations Manager. It was vital to ensure that the individuals had not only the necessary experience but that they performed as a team. This was established through thorough interviews by Wenham Carter which measured their individual strengths and weaknesses, therefore confirming that they complimented each other and would function as polished team.

The Action:

The Telecommunications team at Wenham Carter has over 25 years combined experience carrying out targeted Searches of this nature. For this project, a Senior Consultant worked with a team of dedicated resourcers to identify existing and new contacts in the Carrier, ISP and software markets who had the relevant experience combined with the required drive and determination to deliver. Each of the positions provided the exciting proposition of building a new network from scratch but with the measured risk of setting up a new name in an old market and the Consultant involved worked with the client to pitch the roles at the right level. A team of eight selected individuals are now performing as a well knit and focused unit.