Sales, Business Intelligence, Sharepoint Recruiting and Staffing Case Study

My name is John Kaufman, and I’m the president and Director of Recruiting at Nexmation, LLC.

I’d like to share an example of how our quality, consultative recruiting solutions work for our clients.

 

In the summer of 2011 we were contacted by Pixstar, Inc. of Lewes Delaware.

 

 

Pixstar’s people are EXPERTS in Business Intelligence Consulting, and have a strong growing company with an EXCELLENT reputation.

 

They had one problem that they were aware of though, they were focused very heavily on government contracts. They needed to develop a healthy mix of private and public clients.

 

 

 

They needed to Diversify

 

 

Pixstar hired Nexmation with ONE Request! Bring us a Software Consulting Sales Star.

 

Someone with a strong track record as a Multi-Million Dollar producer.

 

 

 

 

With experience selling to both Government AND Enterprise accounts.

 

The Process

 

I met with the Head of HR and the Chief Marketing Officer to better understand their company’s culture, and their requirements. I assisted them in refining their job description, as well as expanding the scope of potential candidates nationwide, due to the location of their offices.

 

 

 

During the course of our nationwide search
we identified and contacted a total pool of over 2500 qualified candidates.

 

From that pool we narrowed the field down to 250 who were available and interested in the position.

 

• At this point we began challenging the candidates – assigning them “homework” and using other techniques to identify the final 100 candidates that we interviewed for the position.
  
• Of these 100 candidates we narrowed the field down to a total of 6 candidates that met all of the experience, culture, personality and performance requirements for Pixstar and these were presented.
  

 

 

We submitted 6 pre-screened candidates to Pixstar.

 

All 6 candidates participated in phone interviews followed by video interviews with the management team – to demonstrate the candidates’ executive presentation skills using sales and web conferencing technology.

 

Following the Video interviews, 3 out of the 6 were invited to on-site interviews at the company headquarters in Lewes, Delaware with the full management team, and a decision was made to hire a particular candidate.

 

At this point I stepped back in to assist Pixstar by negotiating a compensation plan that is favorable to both Pixstar and their chosen candidate, and provide continuous follow up throughout the onboarding process.

 

Enough with the process, what you should be wondering by now, is what kind of candidate did they hire?

 

 

 

Is he really a Star?

 

They ultimately hired a candidate with over 30 years of experience selling software and consulting services to both government and enterprise clients.

 

A candidate that had not just consistently met million and multi-million dollar quotas at every previous employer, but consistently outperformed them. Has had single sales of almost $8 Million.

 

I don’t know what you consider a star, but let’s just say that he was more used to being in the President’s club than in the dog house.

 

Within the first 60 days his first major accomplishment was to successfully lead Pixstar through the proposal / award process of a combined SharePoint / Business Objects project within a Fortune 100 client.

 

Since our initial engagement we have continued to work closely with Pixstar as a business partner to assist them in being able to meet complex staffing needs with high quality consultants on very tight timelines.

 

This allows them to sell consulting services with confidence, knowing that we will be able to supply them with a high quality consultant for virtually any requirement they have.

 

Pixstar has hired 2 subsequent candidates through Nexmation:  A SharePoint architect and a Business Objects dashboard developer both with Fortune 500 consulting
and development experience to support the project secured by the salesman we had recruited for them.

 

These positions were handled on a tight schedule with qualified candidates delivered within 1 week of the contract award.

 

 

Now that I’ve told you everything from my point of view, I think it might be helpful to hear what Pixstar thinks of our performance.

 

 

 

The following quotes are excerpts from a letter received from James Jasch, the HR manager at Pixstar.

 

 

 

On our consultative approach:

• The candidates he presented targeted the sales capabilities that he perceived we needed, and by doing so he helped us better identify and refine our exact needs.
  

 

 

On Trust

 

Our trust in John’s ability and knowledge were well founded, and resulted in us hiring a person of the highest caliber.

 

 

On our ongoing relationship

 

Recently, our company was awarded a contract from a Fortune 100 company, however, we needed to complete staffing the project with contract consultants.

 

 

 

On Quality

 

John presented us very high quality candidates, with very short notice. We were able to successfully staff those demanding positions, and also obtain praise from our client in being able to do so.

 

 

 

On Performance:

 

None of this would have been possible without John’s intense attention to us and our complex needs and very tight deadlines.

 

 

Would you recommend working with Nexmation to others?

I am happy to recommend Nexmation and John Kaufman.

If you are serious about hiring us as a trusted recruiting and staffing partner, and would like to get an unfiltered opinion from a recent client, you may contact Mr. Jasch.

 

And of course, if you need a high quality, reputable Business Intelligence consulting partner, he can get you pointed in the right direction there too.

 

 

 

If your company would like to work with a recruiter that you can trust, a consultative, partner, not a “used car salesman”, visit our website at http://www.nexmation.com

 

 

Call us at Toll Free – 1-800-385-2302 or 1-440-387-4589

 

See what others clients have said about our team at http://www.nexmation.com/testimonials/

 

 

And of course, if you need to reach me directly, you can always reach me on our main phone number at extension 100, or e-mail me at jkaufman@nexmation.com

About John Kaufman:
http://www.nexmation.com/staff/it-recruiter-john-kaufman/

 

My company’s reputation is a reflection on me, so I am always available to all of Nexmation’s clients.

 

The full text of Pixstar’s Review of our services is below:

I first contacted Nexmation early in 2011, when our need for a high level Information Technology (IT) Salesperson became a priority for our corporation. What most attracted me at first was Nexmation’s professional and comprehensive website. After in-depth conversations with Mr. John Kaufman, Pixstar entered into a master contract with Nexmation, and immediately engaged them to initiate a search.

At first, I gave Mr. Kaufman a very difficult assignment to find a very high-powered IT Sales person. John returned the favor by very quickly presenting Pixstar with six very different, but very qualified candidates to choose from. The candidates he presented targeted the sales capabilities that he perceived we needed, and by doing so, he helped us better identify and  refine our exact needs. We had to place a great deal of trust in John, in that he was leading us into areas of consideration that would ultimately get us the absolute best candidate for this critical position. The results of the search that John produced were precise, timely and most successful. Our trust in John’s ability and knowledge were well founded, and resulted in us hiring a person of the highest caliber.

Recently, our company was awarded a contract from a Fortune 100 company; however, we needed to complete staffing the project with contract consultants…..specifically a SharePoint Architect and a SharePoint Developer, as well as a Business Objects Dashboard Developer. In spite of the fact that all three of these specialties are in very high demand, John presented us very high quality candidates, with short notice. We were able to successfully staff those demanding positions, and also obtain praise from our client in being able to do so.

None of this would have been possible without John’s intense attention to us and our complex needs and very tight deadlines. I never contacted John and didn’t receive a response either immediately or within moments of sending my email or making my phone call. His attention to customer service has been impeccable…..in fact….there were times that he nudged us along, with extreme tact and diplomacy, whenever we needed it. In many ways, my company’s relationship with Nexmation has developed into a kind of “partnership” that has  become instrumental to us accomplishing several critical objectives.

I would highly recommend Nexmation and John Kaufman.

Sincerely,
James E. Jasch
Pixstar, Incorporated