Date
31st August 2021

The challenge

A leading multinational Healthcare company required to keep gaps in its salesforce to a minimum in order to remain competitive.

The duration of NHS contracts won and the limited timescales to generate sales pull-through meant it was important to be more flexible to optimise sales performance.

The existing recruitment process was to bring people into the organisation on headcount and hence followed a strict protocol, but this meant it was taking significant time to fill these gaps which reduced the time available to optimise sales performance in areas where contracts had been won.

The solution

Our solution was to introduce an alternative option to headcount recruitment, which was to bring in flexible contractor resource including access to highly capable and motivated graduates from the CHASE Graduate Academy.

Our contractors were deployed where they were required quickly.

We offered a differential resourcing solution that the client had not considered before, so where contracts were won, resource levels to pull through sales could increase & where contracts were lost, these resource levels could be reduced.

Successful CHASE Graduate Academy Sales and Marketing recruits would also be seen as a source of “future talent”.

The outcomes

  • We were the first and only agency to be put onto the client contractor PSL
  • In the space of 6 months 9 opportunities for CHASE Graduate Academy contractors were identified in Sales and Marketing across 2 sales directorates
  • 100% of the vacancies were filled in an average of 16 working days
  • All CHASE contractors were either taken onto client headcount after 12-18 months or headhunted by competitors
  • After 6 months the speed and quality of CHASE contractor recruitment was such that CHASE were also added to the permanent headcount PSL
  • In 2020 we were granted a further 2 year extension to the PSL

Customer feedback

"Very impressed with the speed and quality of the CHASE recruits. There is a great cultural fit between our 2 companies."    

Business Unit Head

Case Study: Deploying an alternative to a UK Distributor model in Medical Devices
Case Study: Increasing Awareness And Increase Advocacy Using An E-detailing/telesales Solution (Renal Disease)
Case Study: UK Launch for imaging software provider
Case Study: CHASE Delivers Supplementary UK Due Diligence
Case Study: Pharmacist Deployment in Customer Facing Roles
Case Study: A New Prescription For Primary Care Brands
Case Study: Product Portfolio Review
Case Study: Joint Working - A Global Collaboration
Case Study: Outsourced Key Account Management Team – Speed and Impact
Case Study: Building Effectiveness & Confidence in Remote Customer Engagement
Case Study: An Introduction to Remote Customer Engagement
Case Study: High Calibre Graduate Recruitment
Case Study: Challenging Recruitment Assignment – Area Business Managers
Case Study: CHASE Performance vs CSO Competition
Case Study: Graduates - Reinvigorate Existing Sales Organisation
Case Study: CHASE – Maintaining Momentum Through Loss of Exclusivity Whilst Retaining Talent
Case Study: Nurse Recruitment Success Where Others Failed
Case Study: Identifying Resource Needs and a Customer-facing Team Structure
Case Study: CHASE’s Effectiveness vs an RPO Global Agreement
Case Study: Graduates Can Make A Positive Impact
Case Study: Supporting New UK Ventures in Rare Diseases
Case Study: Supporting a Specialist Product Launch with Hassle-free Outsourcing
Case Study: Market Access – Regional Account Directors and Key Account Managers Competitive Recruitment
Case Study: Identifying and Supporting the Right Candidate
Case Study: Market Access Managers & Key Account Managers - Oncology
Case Study: Specialist Key Account Managers – Secondary Care
Case Study: Clinical Trial – Respiratory (COPD)
Case Study: Successful Market Access Team Build
Case Study: Hot-Spot Team – High Quality Delivered Quickly
Case Study: Introducing Future Talent
Case Study: Assessing the Market Potential of a New Medicine
Case Study: Feasibility Project- Asthma Randomised Clinical Trial
Case Study: Remote Selling Induction Programme – Preparing for Hybrid Selling
linkedIn
vimeo