Challenge

NHS Kent and Medway, a cluster ofthree Primary Care Trusts, werelooking to recruit an interim BusinessDevelopment Director/COO. This rolewould play a major part in leading thetransformation of commissioningservices into a professional and viableservice offering. This role called forthose with huge commercial acumencoupled with a deep understanding and appreciation of the NHS and of a professional commissioningsupport business.

This combination of skills, coupledwith exceptional leadership,engagement and gravitas was a difficultchallenge, one that would not be metsufficiently by traditional advertisingmethods. The natural alternative,Search & Selection was considered,however the cost proved prohibitive.NHS Kent & Medway approached TMPand we were able to provide a creativealternative – Direct Sourcing.

Solution

After an initial brief meeting, the DirectSourcing representative took a full brief,uncovering the unique elements andengaging criteria for this role and setabout sourcing both passive and activejob seekers. With the use of deep websearching, online communitypenetration, LinkedIn analysis andother methods, a longlist of 34 suitablecandidates was established and ‘tester’CVs submitted to NHS Kent & Medway.This gave us the opportunity to sense-check the suitability of the candidatesand from there, contact was made byemail and phone to introduce theopportunity, establish interest and mostimportantly engage with relevantcandidates. All contact was ‘clientbranded’, which aided with thecandidate engagement – crucial forsecuring commitment and follow-through of the process. A short list of 6candidates was presented to NHS Kent& Medway and 5 of these were invitedto interview. At all stages throughoutthe process, TMP maintained candidatecontact, ensuring commitment tointerview attendance and offering aconduit communication service.

Results

34 Longlist6 shortlist5 interviews1 appoint

The results were impressive – all 5 candidates were deemed highlyappropriate and an offer was madewhich was accepted.

All in all, the process took 7 weeksfrom initial speculative conversation tooffer and at a cost which was at least a quarter of a Search & Selectioncampaign – an added bonus in a hugelycompetitive arena and a cost consciousmarket, where public spending is underhuge national scrutiny.

Case study: NHS Kent & Medway – Direct SourcingBusiness Development Director/COO

Fast facts…

Industry Sector

Public Sector – NHS

Type of Service

Direct Sourcing

Results

An outstanding and hugely cost-effective hire.

“We were very happy with the process, cost and outcome.A well managed campaign!”Cathy Pitcher. Associate DirectorHuman Resources andOrganisational Development – NHSKent and Medway PCT Cluster