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PrincetonOne uncovers prime candidates after client's fears over candidate shortage threatened new market venture
The Client
VitalWorks is one of the largest corporations in the Healthcare Information Systems industry, and one of the largest providers of
Practice Management Systems in the world. The company's software products make management of documents, schedules and
other items easy and convenient.
The Challenge
VitalWorks was enjoying much success with the sale of their product to anesthesiology and radiology practices. Their profitability
factor was high, but their market, it was determined, was too targeted. Their software application had promise beyond these two
fields and profitability and business security could be considerably strengthened by segueing into new markets. After much research,
VitalWorks determined that entering the small to mid-sized physician practice group market would present their best chance for
successful growth. One concern that plagued the venture was finding the right individuals to break into the market.
VitalWorks had experienced candidate "shortages" before, and they knew that this time they had to hire the best; their entire plan
depended on it.
The Solution
PrincetonOne aided VitalWorks in developing the proper candidate profile. First, the candidate would need to show a successful
track record in sales. Secondly, these sales people would need to bring with them knowledge of the new venue - something VitalWorks
currently lacked. In addition, the candidates would need to possess the enthusiasm and drive necessary to get the project off the
ground.
PrincetonOne quickly found a prime candidate who was hired immediately. The candidate fit the position so well that he was promoted
within 30 days and charged with taking a lead role in developing the market and the entire division.
Five additional hires followed, including one exceptionally knowledgeable inside sales person and four highly motivated and
knowledgeable outside sales people, for a total of six hires within 60 days.
VitalWorks had never experienced such a smooth and efficient hiring process. Normally, they poured countless hours into reviewing
resumes and often ended up with the wrong types of candidates. PrincetonOne proved that the right candidates are out there; it's just
a matter of sourcing them correctly. VitalWorks' Human Resources Manager expressed it best:
"You have given us such great quality candidates, it's hard to weed any of them out!"
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