Targeted market insight
Background
Our client, a market-leading tax, assurance and advisory firm, had identified a market opportunity, a chance to reduce its reliance on a single discipline by capitalising on significant growth in the tax accounting market.
It wanted to transform its regional operations – from being heavily audit biased to a more balanced audit and tax service offering – but the strategy hinged on its ability to secure a number of “foundation hires”. It needed senior people able to bring proven track records of building successful teams in short periods of time, and with the ability to use its already strong audit platform to grow the tax business to a comparable size.
Working in partnership
In order for our client to venture into markets it was previously underweight in, it needed guidance on which specific tax disciplines to focus on, due diligence on each candidate’s strategic fit and how this aligned to the market opportunity it had identified in each region.
It needed a partner to help navigate these complexities, and Definitive Consulting was the obvious choice to do just that.
The solution
A dedicated Definitive Consulting team worked to assess the market, identifying a highly targeted group of outstanding people in growth tax sectors – with the skills, experience and profile necessary to deliver against the strategic brief.
Since the individuals identified were not actively seeking to move, the team developed a series of compelling strategic pitches, to communicate the career opportunity to each individual.
By personalising the approach to each candidate and presenting a well thought-out proposition, we were able to secure firm interest from almost every target candidate.
The outcome
Such was the quality of the candidates we presented, our client made offers to every one they met – and all offers were accepted.
Over the course of a few months, we played a pivotal role in enabling our client to hire seven strategically important tax hires specialising in a number of disciplines to include Corporate, Employment, Expatriate, International, Private Client and VAT.
As a result of these hires, our client has already achieved significant growth in its tax discipline revenues and, equally, our candidates have achieved their goals in leadership roles and via promotion to partnership level.