Profile: Provider of underwriting, asset management, and due diligence services for investment banks and lenders in the commercial real estate space.
Role: A technical underwriter role with skills in risk management.
Challenge: Both “underwriter” and “risk management’ are highly-searched keywords in the insurance industry, which produced candidates that were not a fit for the real estate client.
Strategy: This specialized, niche-type of recruiting called for targeting specific individuals online, rather than traditional search tools like keyword searches and database candidates. But PeopleSuite is versed at leveraging technology rather than relying on it and we reached back into old school referral-based search techniques to find the perfect fit. To understand the client and role, we immediately scheduled a site visit and did a lot of listening, striving to ask questions in their own language, as well as translating their answers into layman’s terms. We then developed a targeted approach to the candidate conversation in an effort to understand their “unwritten” rules. As always we were diligent about striving to understand, then solve. What makes them tick? What’s their specialty? Beyond traditional skills, what do they bring to the table?
Result: By listening and refining our approach we were able to determine the most desired, and most limiting experience factors. By targeting portfolio managers who manage transitional CRE loans, we were able to narrow the scope. Referrals and lots of phone screens were ultimately the keys to uncovering the right candidate as the nuances we were seeking to vet could only be done through a discussion.
Time to Fill: 57 days
“Marc really took the time to get to know me (both personally and professionally) he made sure to understand my skills, values and vision for life. When I look back at school, a key component missing in our learning about interview skills, preparedness and networking was your network also needs to include recruiters and individuals that can act as both mentors and brokers. It was certainly one of the best business relationships that I made in 2017. And with Marc as the mediator and advocating for all parties involved (myself, himself and the business) it truly was a win-win-win. Five stars for sure. Huge standing ovation for Marc and his team at PeopleSuite.” –Sarah R