Expertise

Case Study

We were asked to put our client on the map prior to their IPO. Challenge Determined to make a splash on Wall Street, this software upstart wanted to give IBM and Computer Associates a run for their money. First, they needed the right team to give them the credibility necessary to successfully launch an IPO. The Chairman and Vice President of R&D wanted a Dream Team, to include a star center. But with demand for top talent peaking, competition for difference makers was ferocious. They called in David Reff, who previously had helped one of their senior marketing executives hire a water walker at another company. Our client needed a Product Author, several Senior Developers, and an array of QA and Support Specialists. Experience with a major vendor was essential. Developers had to be heavy hitters – 5-10 years or more with product internals. The QA Specialists had to gauge real-world usage with exceptional accuracy and translate test results into implementable design parameter changes without losing track of the big picture. While best-in-class capability was crucial, cultural fit was equally vital. Our client sought only “adults” – team players who didn’t require micromanagement. Everyone on the Dream Team would have to be able to keep their egos in check and work alongside the best talent in the industry without feeling threatened. Action Free from the constraints of off-limits source companies, it was possible to generate a true, no-compromise best-in-industry Dream Team short list. The criteria were: professional credentials, technical capability, raw intelligence, people skills, proven track record, industry reputation, and cultural synergy. While the background and ambitions of top prospects were researched, perceived interest didn’t affect who was targeted. Atop the list was our biggest challenge. A Product Author for one of the largest tech firms in the world, he was universally regarded as the foremost expert in his field. He radiated integrity, professionalism, and dignity – an ideal personality fit. From every perspective, he was the perfect Dream Team center. Unfortunately, he also worked for the same company throughout his three-decade career, and was considered unrecruitable. Not only had he never interviewed with another employer, he'd never consented to meet with an executive recruiter. However, we were supremely confident in our ability to presence our client’s opportunity with sufficiently compelling conviction. Result In the ensuing weeks, we helped our client land seven of the first ten candidates they interviewed – including that perfect Dream Team center. As we had assured him, our client offered an opportunity to mine his years of experience and storehouse of innovative ideas to produce software the industry had been waiting for – with his name on them. Once on board, he conceived and designed a multi-million dollar suite of products. Our assignment was completed with the hire of: • The top two Software Developers from our client’s largest independent competitor • The top-ranked Support Specialist from the number two company in the industry • A leading QA expert from one of the Baby Bells The resulting IPO was a major success. Within two years, revenue had jumped 21%. Building companies – and improving their bottom line – is what David Reff & Company does best.