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Case Study
Olive Communications
Olive is recognised as the UK’s fastest-growing business communications provider, appearing for 3 consecutive years in the Sunday Times Hiscox Tech Track 100. Providing innovative and integrated communications solutions for UK businesses, Olive operates across the 4 cornerstones of IT infrastructure: voice, data, mobility, and applications. Holding the highest partner accreditations with the UK’s leading network operators, Olive prides itself on improving the productivity, accountability, and flexibility of business organisations, placing customer satisfaction at the forefront of its vision.
What We Did
Pareto approached Olive in 2012 when the business was still in the process of becoming established in their market. In 2014 Chief Executive Martin Flick returned to approach Pareto, who had previously placed his son in another organisation, identifying a need for desk-based account managers to join the company’s Hatfield office.
A previous focus on Enterprise Accounts and an acquisition had resulted in a requirement to upscale headcount for management of a number of SME accounts for the business, and maximise revenue potential. The new team of Account Managers would be responsible for up-selling and cross-selling within these existing accounts, ensuring high levels of customer service and longevity of the smaller accounts.
In November 2014, Pareto ran 2 bespoke assessment days, sourcing and assessing over 60 candidates. 21 successful candidates were subsequently offered roles with the business, including a junior law position and a junior analytical role, outside of the original brief.
Following the success of the initial recruitment initiative, Olive returned to Pareto in 2015. Two additional Business Development Managers were placed within the business, followed by a further bespoke assessment day delivered in March. Olive went on to offer 5 Customer Service positions and 4 Business Development positions from the day.
The Pareto Effect
Since the initial assessment day in 2014, Pareto has successfully sourced, assessed, and placed a total of 33 candidates to Olive Communications. This included an upsell from the original brief of 16 candidates to 21 placed during the original assessment day, due to the high-quality calibre of graduates present.
Working in conjunction with the existing sales team, 2 of them placed candidates successfully sold a deal just 2 weeks into their role. A further candidate secured a £1000 cash incentive in his first month in recognition of his numbers, attitude, and internal brand: a testament to the cultural fit of the placed candidates.
Pareto and Olive continued to work in close partnership to drive the growth and development of the Olive sales team, with further plans for additional recruitment initiatives in place for the coming 12 months.