David Forney

A cardiology company needed an Associate Territory Manager with a nontraditional profile. Instead of the typical B2B sales background, the role required healthcare experience, alignment with heart failure and cardiology, and access to key physicians and hospital accounts. As I launched the search, a home health physical therapist contacted me on LinkedIn. She had already applied to the company three times: two automated rejections and one HR interview, with no chance to meet the hiring manager. Because I had just finished the strategy call, I recognized that her background might be exactly what the company needed. Over the next three days we mapped and validated her network, and she showed meaningful relationships with physicians and hospital personnel across several priority accounts. I presented the findings to the hiring manager, who agreed to interview her. Within a day she was fully engaged in the process, and two weeks later she received the offer. The placement strengthened our credibility with the client and reinforced a lesson: a resume rarely tells the whole story. Great recruiting means asking the right questions, validating the details and looking beyond what appears on paper.