Growth-stage DME company · Durable Medical Equipment
Hiring a Head of DME Business Unit to build a division from zero
A growth-stage durable medical equipment company needed a senior director to launch its direct-billing DME business. It was the company's first hire of this kind, so FloodGate helped define the profile while running the search.
- 52
- days to accepted offer
- 8
- candidates presented
- 75%
- advanced to interview
The client, an existing FloodGate partner, created a new senior director role to build its direct-billing DME business unit from 0 to 1, including structure and strategy. Because the company had never hired for this role, the ideal profile wasn't fully defined at kickoff and had to be sharpened through early interviews.
Non-negotiables
- Experience building a business unit from 0 to 1
- Based in Denver, CO
- Startup background and an entrepreneurial mindset
- 01
A team with direct client history
A Senior Talent Director with deep DME industry expertise and a Talent Advisor, both of whom had worked with the client for several years and understood its business, culture and product.
- 02
Split sourcing by candidate type
One recruiter targeted candidates with general 0-to-1 business-build experience across industries, while the other targeted candidates with deep DME experience.
- 03
Hiring manager partnership from day one
FloodGate worked jointly with the hiring manager to shape and narrow the candidate profile as the search progressed, since the client had not yet defined it precisely.
8 candidates presented
All screened against a profile refined in real time with the hiring manager.
6 advanced to first-round interviews
A 75% conversion rate from presented to interviewed.
2 reached the final round
Narrowing to a focused decision set.
52 days from kickoff to accepted offer
For a first-of-its-kind senior role with an evolving profile.
The client came back
The company returned to FloodGate for a related search afterward.
The cost of a bad talent decision is almost always greater than the cost of the hire itself.
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