Case Studies
Measurable Commercial Impact
We measure the success of every placement by the revenue impact it delivers. Here are real examples of how our searches have transformed our clients' commercial performance.
Late 2024 · Sales Director
The Challenge
National FM provider, multi-state portfolio, gap in NSW commercial leadership after the previous Sales Director left for a competitor. New business had stalled and three tier-1 customer renewals were at risk inside twelve months. Strong internal operations bench, but no one with the seniority to move enterprise tenders.
Our Approach
Retained search, eight-week brief. Mapped 47 senior commercial operators with multi-site service-contract experience; targeted the nine who had led successful renegotiations at top-10 industry peers in the prior 24 months. Shortlist of four within 21 days.
The Outcome
Placed candidate had previously led commercial at a competing top-5 operator. Within the first twelve months: all three at-risk renewals retained, plus A$6.2M in new contract revenue across two healthcare contracts and one retail-property account. National sales team rebuilt to seven BDMs.
A$6.2M new business · 3 at-risk renewals retained
Early 2024 · Commercial Director
The Challenge
PE-backed 3PL in growth phase. Limited visibility into senior logistics commercial talent — a small, well-networked, mostly passive market. The growth thesis required moving from regional accounts into national enterprise within 18 months. Two prior BDM-level hires hadn't penetrated enterprise procurement.
Our Approach
Confidential retained search. Targeted commercial leaders who had verifiably won enterprise contracts at ≥A$10M ACV inside 3PL or contract logistics environments. 21-day timeline to a shortlist of five; one interim option held in reserve as risk mitigation.
The Outcome
Placed Commercial Director had won enterprise contracts at that scale in their prior role. Built a new enterprise sales function with four hunters reporting in; A$14M in new business signed over the following 18 months. PE sponsor confirmed the track aligned with the growth thesis.
A$14M new business · enterprise sales function built
Late 2023 / early 2024 · Business Development Manager
The Challenge
Top-tier contract cleaning operator, urgent gap in government and corporate FM tender capability. Existing BDM team was strong on renewals but had not landed a federal government contract in eighteen months. Each missed federal panel was an A$2M–4M ACV opportunity.
Our Approach
Targeted headhunt across the national cleaning and integrated services market, focused exclusively on operators with verifiable government-tender wins in the prior 24 months and corporate FM procurement-panel exposure. 14 days to first endorsement; four candidates endorsed over three weeks.
The Outcome
Placed BDM had personally written three winning federal government tenders in their prior role. Within the first twelve months: three federal government contracts won totalling A$8.4M, plus two corporate FM panel wins. The operator hired a dedicated tender writer to support the increased pipeline.
A$8.4M new business · 3 federal contracts + 2 corporate FM panels
Two verticals · One specialist team
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Whether you're hiring a commercial leader in Facilities Services or Freight & Logistics, or you're a senior operator open to a confidential conversation — start here. Every search is mapped, every candidate endorsed one at a time, every brief confidential.
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