How TSP Helped Our Client Streamline an Entire Function to One Firm  

The Background

Our client embraced a relationship with TSP when vast and invigorating change was on the horizon for their organization to commercialize future products for their brand. Our client, a Danish biotechnology research company that designs and develops peptide-based medicines, was expanding into the United States market with little brand recognition in the Western world. Their goals were twofold: bring awareness and differentiate their brand story in a saturated market while attracting and onboarding the right talent to grow their U.S. teams as they commercialize patient solutions in their robust pipeline. 

Within TSP, our client saw and believed that our five defined businesses with customizable solutions to talent delivery driven by subject matter experts with years of experience, would meet their needs and goals. They sought a partner they could lean on to lead this function with the desire to optimize time, create efficiency, adapt to the changes within their organization, and ultimately grow their business through hiring the right talent at the right time. TSP jumped in and immediately began formulating the story that would elicit “why a candidate should choose their organization” as their career keystone, while the recruitment teams armed themselves with strategic messaging, tools and operational must-haves. 

The Partnership

Our client made a strategic decision to work with one partner—an exception to the rule within our industry, inspired by the ease of partnership and expertise that TSP offers—and enabled us to gain extraordinary insight into who they were, launching empowered programs through all of our solutions—Recruitment Process Outsourcing, Sales Accelerator, Executive Search, Consulting & Assessment and tspSTORYTELLER. With each of these teams being dedicated to exceeding specific goals set by our client in parallel lanes, and with their team utilizing all of our businesses to expand and enhance their workforce by encouraging our consultative approach, our partnership is one that represents commitment, trust, strategy, agility, rapport and longevity. 

How We Helped

Our client made a strategic decision to work with one partner—an exception to the rule within our industry, inspired by the ease of partnership and expertise that TSP offers—and enabled us to gain extraordinary insight into who they were, launching empowered programs through all of our solutions—Recruitment Process Outsourcing, Sales Accelerator, Executive Search, Consulting & Assessment and tspSTORYTELLER. With each of these teams being dedicated to exceeding specific goals set by our client in parallel lanes, and with their team utilizing all of our businesses to expand and enhance their workforce by encouraging our consultative approach, our partnership is one that represents commitment, trust, strategy, agility, rapport and longevity. 

RPO

• Our client and TSP’s primary goal positively impacted both groups’ ease of experience. To TSP, this meant acquiring responsibilities of our client’s teammates to prioritize the work that will buoy business goals. 
• The RPO team supported corporate and commercial hiring outside of field sales with our recruiter supporting special projects for Talent Acquisition. Early the next year, our RPO team began supporting Sales requisitions as well. Our recruiter for the client acted as the “requisition owner” for all of our client’s U.S. requisitions – doing full-cycle recruiting and managing vendors where applicable. 
• In partnership with the Talent & Leadership Consulting team, this specialized group of life science sales recruiters measured and assessed sales talent, sourcing within specific regions where a TSP recruiter resides, improving the likelihood that the local candidate perspective and expectations are thoroughly understood and anticipated. This ultimately streamlines candidate presentations to hiring managers, quickly enabling TSP to get the most qualified sales talent into the role at our client’s organization. 

Sales Accelerator

• Our Sales Accelerator group, led by a project director who oversaw the entire relationship with our client, kicked off recruitment for them and assessed their goals to build a vigorous sales force with urgency, ultimately proposing a timeline to acquire new employees that would fit both the competency and cultural profile of the role, which enabled them to commercialize their solution with the right sales leaders and professionals in place. Our Sales Accelerator team consulted with the client on a sourcing strategy, profile considerations, timeline, interview, and assessment process. We shared our expertise throughout the partnership, ensuring bolstered efforts with diversity recruiting and hiring practices.  

Executive Search

• Our Search team is a highly specialized group of talent acquisition professionals whom our client entrusted with several executive-level requisitions that include “Vice President of Commercial Excellence and Operations” and “Head of US Sales” that each present unique challenges such as competency and cultural alignment, compensation alignment, and geographic alignment. They worked diligently, sourcing, screening, and assessing qualified talent to ultimately fill 100 percent of the positions given by the client.

Talent & Leadership Consulting

• TSP’s team of industrial organizational psychologists met with leadership stakeholders to create defined competencies for new talent. From these competencies, a true candidate profile can be targeted. Once our team truly understood what the right talent looked like, we began recruiting and our Talent & Leadership Consulting team delivered our proprietary assessment to our client’s candidates called tspFOCUS. tspFOCUS enables deeper, more impactful discussions with top sales candidates. Candidates complete an online assessment to assess key competencies through a series of “situational judgment items” or job-relevant scenarios. Produced based upon their responses, is a hiring manager interview guide that empowers the interviewer to extract the intent, context and reasoning of the candidate’s responses. This encourages the hiring manager to gain insight into the perspective and personality of the candidate. 
• For executive leadership, our I/O psychologists conduct personality assessments to align for cultural fit. We conduct a deep behavioral interview, interpret the results from personality assessment(s), and then provide specific feedback, observations and objective insight about each candidate. We serve as decision consultants and advisors for hiring managers. 

tspSTORYTELLER

• Words and designs created with intention produce compelling and meaningful storytelling, and the narrative of our client’s growth into the U.S. market, a robust pipeline, and bold and empowered employees, coupled with a new, global perspective that included more inclusive and exciting messaging, is the secret sauce that targeted U.S. talent could hold onto, differentiating our client as a brand they should know about. TSP expanded upon the core of values of our client, expectations and goals, and broadcasted their transformational story through ambassadorship strategy that raised brand awareness and prioritized the candidate experience throughout the interview journey. 
• Our client looked to the tspSTORYTELLER team to create strategy, communication and tools for several platforms for their team. tspSTORYTELLER takes both an omni-channel and omni-digital approach to recruitment content. 
• Some of the fruit that was produced from our strategy included the following outcomes: 
• Built two Candidate Engagement Portals (CEP) to enhance candidate experience. The CEP is a landing page full of cultural insight and interview preparation for recruiters to integrate into their interview process by providing a link to candidates to prepare them for their subsequent interview 
• Produced a Brand Ambassador Playbook that will guide and train our client’s global workforce to advocate for their brand through organic and strategic social media engagement 
• Successfully managed LinkedIn strategy, dramatically supporting the growth of their engagement rate, followership, and overall brand awareness through content such as leadership spotlights, employee testimonials, and cultural insights 
• Redesigned and rewrote messaging for their careers sites 
• Led recruitment marketing, prioritizing hard-to-fill jobs by creating enticing job advertisements that elicit why a candidate should choose our client 
• Designed a substantial “DNA Pillars” employer brand campaign that ties to our client’s core values while simultaneously attracting passive talent 
• We created and launched an employer brand campaign centered around the top six most enticing aspects of working at our client’s organization. We’ve highlighted their Employee Value Proposition through messaging and graphics, which are posted to LinkedIn every Wednesday. We have also created Recruitment Marketing graphics for them which are utilized by recruiters, as well as our team to post to their channel on Mondays. These job ads highlight open roles that our client is looking to fill. 
• In addition, we have created one-off marketing materials to observe specific holidays and recognized days – Thanksgiving/Gratitude Video, New Year’s Video, International Day for Women and Girls in Science, Rare Disease Day, International Women’s Day. 
• We have also started monthly employee spotlight posts to highlight two of our client’s employees each month. These spotlights are meant to aid in both attraction and retention. Employees enjoy being recognized for their work, and we are positioning our client as a company that cares about awarding and highlighting their people. 
• These outputs have increased their brand awareness and effectively supported the delivery of talent that aligns with the culture and future of their community. 
• One month prior to TSP’s partnership with our client beginning, their LinkedIn account had gained 232 followers that month and 3,401 visitors to their page. To compare, in TSP’s most recent month with the client, their page has earned 307 new followers with 4,067 visitors – a 32% and 20% increase, respectively. Of these followers, 22% are in Sales/Business Development positions, compared to the 13% of Sales followers prior to our partnership. 
• Since the beginning of this partnership, our client’s LinkedIn has gained 3,206 new followers. We work in partnership with our client and their corporate vendor to ensure content is aligning to their organizational goals and speaking to both their employees and their talent. We are taking efforts to keep content engaging and ensuring our audience is coming back for more by following and viewing the page. 
• Average monthly numbers include 50,323 impressions, 1,370 clicks, 699 reactions, and 33 shares.

The Challenge

• Our client’s competencies for the leadership profiles require distinguished skill sets and inherit personality traits that are not vastly available in the candidate market. Because their organization has ambitious and prestigious growth goals, their employees must carry a level of sophistication that fuels success. Despite the detour that unqualified talent can send a recruiter on, TSP’s experienced team managed to present several executive candidates to the client partners that we have sourced through advanced techniques and a communication strategy that promotes transparency while building rapport with each candidate. This allowed TSP to bring forth the right talent for consideration who will make a significant impact within their business. 
• Throughout our partnership, we became more and more enriched through the daily discoveries of preferences, market challenges and recommendations, and we saw a remarkable return on investment despite our biggest challenge, which is twofold: 1. Brand visibility in the United States market and 2. Building it in a candidate market that is saturated. 
• Client Employment Brand Challenge and Outcomes 
• When the partnership began at the beginning of 2021, our client was looking for a way to increase their brand recognition in the US market. As their organization was relatively unknown in the US market but highly regarded in Denmark, this posed an interesting challenge. Our team needed to ensure we spoke to the opportunity to build something new in the US without undermining their existing brand within Europe. The tspSTORYTELLER team partnered with their global leaders to ensure alignment and balance and took the time to understand their culture and what makes them unique. We developed a strategy to take these insights, packaging them in a way that would resonate with their target audience and share them with the public. 
• We began managing their Employer Brand and Recruitment Marketing content on LinkedIn, creating graphics and copy, delivering enticing information to our client’s existing followers, and driving new audience members to their LinkedIn account. 
• TSP’s ability to partner with our client to understand what would resonate with their intended audience allowed us to deliver the results they were looking for – increased visibility and brand recognition. 
• Recruitment Challenges and Outcomes
• Life Science sales, leadership and individual contribution talent are inundated with career opportunities where the organization has an exciting new product coming to market, impressive employee perks, and a robust pipeline to demonstrate longevity and a bright future, so how can a recruiter grab the attention of the right candidate and then assure them coming to the organization is the best choice—coupled with the simultaneous uncertainty of making a life change during a global pandemic? 
• Our recruitment teams utilized years of expertise to creatively source and prepare candidate warming plans alongside the tspSTORYTELLER team, home in on the right messaging to align with our client’s sophisticated employee competencies, and entice candidates to visit their careers sites, and conclusively hit the apply button. 
• From this innovative strategy to meet unique market challenges for our client, TSP has been able to develop and advance strategy, processes, recruitment tools, and internal communications between teams. 

In Summary

• As this relationship with our client grew and developed, our partnership deepened. We pushed back with our expertise when viewpoints differed or if we felt our partner may be headed in the wrong direction. This created a respect and trust with our partner that demonstrated that our tagline of “the power of personal” is something that lives through our work, communication and daily execution. 
• The house turned into a home through our approach of collaboration and trust, in not just the substantial goals, but in the smallest details. This partner has retained tspSTORYTELLER for all global employer branding efforts, indefinitely.