Carlyle Group Case:
Personality and past performance make it a match.

Industry:      Information Technology

Client:          Fifth largest payroll service company in the United States

Search:         Vice President, Business Development

Client Situation:
Our Chicago client needed a Vice President, Business Development and they needed to fill this position quickly. Due to their meteoric growth, many opportunities were presenting themselves—opportunities that were not being maximized, explored or converted into sales. Additionally, they had been struggling on their own to find this individual.  They wanted to hire a local candidate, if possible, to avoid the cost of relocation. But most of all, they wanted someone with not only the experience to do the job, but the personality and work ethic to help drive revenues for their high-growth, venture capital backed firm.

Carlyle Group was hired in late October 2006 for this challenging search. Why was it a challenge? Because an accomplished business development person has the ability to listen, think on his/her feet and deliver results.  Someone who can develop major long-term relationships in a short period of time was needed. The client wanted someone with confidence and competence. They needed more than an impressive resume and good interview skills. They needed proof, based on performance, that the candidate had the skills, temperament and drive to be successful as their new Vice President, Business Development. The person in this position would be responsible for aggressive revenue growth.

The client selected Carlyle Group over several other firms. “We were assured that we would have access to their senior executives and we knew that they had years of experience working with companies like ours—high growth companies financed by private equity with aggressive sales goals,” said the CEO. “Carlyle Group’s senior people were always available to us, communicated with us regularly and frequently, and helped us identify the type of person who would excel at the position. They were excellent listeners and they produced results in less than three months.”

Carlyle Group, working with the client, was able to clearly define the role of the position, the skill set required to be successful, and the most fertile pool in which to find ideal candidates. Tapping into our knowledge management services, we used existing contacts to identify the target universe, expanded the search nationwide, (keeping in mind that the client preferred a local candidate) and communicated almost daily with the client on potential candidates. We never lost site of the goal—to identify a person with an undisputable history of success who also fit the corporate culture of the client. They wanted someone who was aggressive not arrogant, had a high energy level, and would be a fast learner.

The search took three months. Six candidates were presented; the client met with all six; then extended an offer in February 2007, which was accepted.  The recruitment was local and could start immediately, and exceeded the client’s expectations. A very satisfied CEO says, “Clearly we would use Carlyle Group again and would absolutely recommend them to any other company looking to hire the best and the brightest.