BH Associates™ Case Study
Increased Demand for New Contract Staff Due to Company Growth
Challenge
In late 2021, an online art investing platform experienced a surge in requests for people to join their app and buy shares of fine art, a demand that outpaced their capacity. As a young company, they recognized that this demand meant it was time to create a new position within their group for sales coordinators who would connect with these interested parties and build their overall portfolio. Additionally, they aimed to place sales coordinators with a background in, or passion for, art history and/or financial advisory services versus those with only a sales background, as they hoped these passions would boost overall investments.
Understanding that they needed to quickly source, screen, and onboard these sales coordinators, this company prioritized partnering with a staffing agency over building their internal recruiting team. As such, they elected to work with a staffing partner in February 2022. Beacon Hill was on their short-list of potential partners, and due to our quick response and offerings, we signed a contract to support their sales coordinator needs within one hour of our first discussion!
Solution
We immediately advised our client on the best job description for these two-month contracts. Beyond wanting to find candidates passionate about art history and financial advising, there were key expectations for each person, including conducting at least 300 cold calls to inbound leads daily. Together, we decided to convey in the job description that this was an opportunity to learn more about these interests while gaining the opportunity to grow beyond the position. We also emphasized the importance of soft skills and personality.
With the job description finalized, we began sourcing the best talent for the positions. Within two days, we presented twenty candidates to the hiring manager, who quickly scheduled welcome calls that served as a sign-off on extending the offer. Our client approved offers to all twenty candidates, who were then scheduled to start our client’s one-week onboarding class.
After the onboarding class, a handful of candidates opted not to proceed with the contract due to the grand expectations of daily cold calls. We quickly partnered with our client and proposed a solution: We would “overpack” each class session with the expectation that some candidates wouldn’t proceed with the contract. Understanding the potential burnout and turnover, our client agreed. This empowered us to quickly have new candidates ready to onboard at a moment’s notice.
We continued proactively monitoring our performance with weekly check-ins with our client and consultants, adjusting our service approach as needed.
Achievements
Between February 2022 and June 2022, we sourced, screened, and onboarded talent for seven classes of candidates for two-month contracts. Between December 2022 and January 2023, we also sourced, screened, and onboarded talent for three classes of candidates for weekend coverage. In total, we filled 100 percent of our client’s sales coordinator roles, with us filling more than ninety positions!
Our client was so pleased with the quality of our consultants that they extended the initial two-month contracts for thirty of the consultants we placed. On average, extensions were two additional months. As further evidence of our success, our client converted five of our consultants to internal full-time equivalent (FTE) positions!
While this project ended in 2023, our achievements resulted in a strong trust-based relationship. In fact, in September 2024, our client tasked us with filling an open-ended office manager contract. Within twenty-four hours, we presented them with six stellar candidates, empowering our client to choose one to start immediately.
