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Ligand Pharmaceuticals Achieves Critical Hiring Objectives With Help of PrincetonOne HirePursuit
The Client
Ligand Pharmaceuticals, a biopharmaceutical company headquartered in San Diego, has been largely known in the biotechnology
industry for its extensive and productive research and development program. The company’s cutting edge technology has been
accessed by 11 of the world’s most successful pharmaceutical companies, including Abbott, Allergan, GlaxoSmithKline, Eli Lilly,
Organon, Pfizer, TAP and Wyeth. These major pharmaceutical companies collaborate with Ligand for the discovery of compounds
that could generate global revenues in excess of $1 billion.
The Challenge
While strongly focused in the co-promotion market, Ligand’s R&D team was also busy developing products to be marketed
solely by the company. This prompted the U.S. Food and Drug Administration (FDA) approval of oncology product AVINZA®,
and Ligand was ready to launch it to the market immediately. In order to do this, the company needed to build a superior sales team
of 34 people all within a four-week period.
The Solution
HirePursuit team members met with Ligand executives to learn of the short timelines and immediately began customizing a talent
acquisition plan to meet the goal. HirePursuit served as a sourcing and qualifying agent for prospective employees in the establishment
of the new sales force. HirePursuit also coordinated all the logistics for the face-to-face interviews held nationwide. HirePursuit even
extended its services to handle all the background and reference checks, as well as phone screens to determine who would be the best
fit for the job.
Measurable Results
The overall project results were extremely successful with a fill rate of 100 percent at launch compared to an industry average of
80 percent. Before the deadline, 34 employees were placed and the interview to offer ratio was less than two to one. Throughout the
four-week hiring process, 1,100 candidates were screened. Ligand’s savings were 42 percent less than what was typical of their
in-house recruiting efforts.
Goal vs. Actual Metrics
• 80% Improvement in attrition after 6 months
• 25% Increase in anticipated fill rate
• 70% Improvement in time to fill
• 74% Increase of anticipated interview to offer ratio
A Long-Term Solution
While a major concern of HirePursuit was to meet the proposed deadlines, it was also imperative to find quality talent for Ligand that
would have a lasting impact by staying on with the company long-term. According to Mackensen, “The new sales force continues to
make a major contribution in the commercial efforts of the company. From the group of 34 employees hired during this effort, only one
person has transitioned to other opportunities.”
Due to the project’s successful turnout, HirePursuit and Ligand developed a partnership that allowed them to work together on other
recruitment efforts. Mackensen said, “Without the assistance of HirePursuit, I do not believe the deadlines would have been met. In
addition, the performance of HirePursuit warranted Ligand’s request for assistance from HirePursuit outside the establishment of the
new sales force in order to supplement recruitment efforts for the existing sales force.”
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