Filling a Unique and Nuanced Leadership Role – Case Study

Case Study

The Situation:

A second-generation transportation consulting firm was experiencing rapid growth. The President retained Acumen to find a Vice President who could take on critical responsibilities, including sales, customer management, finance and data analytics, and leadership, to help scale the organization.

The Process:

Acumen began by interviewing the President and key staff members to fully understand the skills, experience, goals, and values required for the Vice President role. We also delved into the company’s culture, recognizing the importance of the new Vice President building trust and fostering strong working relationships in a fully remote, small team environment.

Given the company’s niche market, sourcing candidates was not straightforward. With no direct industry peers and related fields dominated by large companies that silo roles, Acumen knew a tailored approach was essential. In addition to leveraging standard recruiting practices, our extensive networks, and past candidate lists, we implemented a customized, targeted outreach strategy. We dedicated hours to potential candidates who not only had industry experience but also aligned with the company’s values, demonstrated strong leadership skills, and could easily integrate into the team.

We recommended presenting candidates to the President as they advanced through our interview process. This iterative approach allowed us to engage top candidates quickly and refine the search in real-time, incorporating feedback to better align with the client’s needs and team dynamics.

The Results:

After screening hundreds of candidates, the President interviewed seven. Initially, candidates with experience in related fields were promising but often came from large companies where their values—focused more on closing sales than fostering win-win customer relationships—did not align with the organization. This insight led Acumen to adjust our sourcing strategy, ultimately finding candidates who had both the desired experience and a passion for working in smaller, customer-focused environments. This approach not only led to the successful hiring of a stellar new Vice President but also brought another candidate on board as a consultant for specific projects.

Here’s what the President and the new Vice President shared with us:

The President:
“I’m extremely pleased—thrilled, actually—with the addition of our new team member. The degree to which he has hit the ground running has exceeded my highest expectations. His instincts and insights, both internally and with clients, are spot on. I’m grateful to have him here and grateful to you all for your work in finding him.”

The new Vice President:
“The team is fantastic—everyone is kind and helpful! The President’s leadership style is refreshing; I couldn’t ask for a better boss. I’ve already made an impact and am assuming additional responsibilities. Plus, working from home has been great for my family.”