Case Studies

Sales and Marketing

Harrison McMillan Simply Won’t Settle for Second Best!

The Project

The Sales & Marketing industry is a fast-paced and ever-changing market that demands highly creative and innovative ‘trend-setters’ to drive an organisation’s public image and voice. Given the nature of the industry, most of the highly successful Brand Managers are gainfully employed which means there are not a lot of candidates available and looking for work.

Thoroughbred Racing South Australia (TBRSA) went through a re-branding process to raise awareness of horseracing across metro and rural SA. Shortly after this process, they ran an internal recruitment process to bring a new Brand Manager into their team. Through this process they did identify some suitable candidates to interview however they felt that they were settling for second best candidates. TBRSA were not after ‘’just ok’’ they wanted the best candidates in the market. As such they reached out to Harrison McMillan to help them find top talent.

TBRSA had already invested time and money into the process so there was a restriction on their budget. This was no problem for Harrison McMillan as our flexible pay- as- you-go recruitment solution can be tailored to our clients’ needs and budget! TBRSA engaged Harrison McMillan to run a part process to identify and secure a suitable Brand Manager for their team where we tailored the process to have a strong focus on sourcing and active head hunting.

The Client

Thoroughbred Racing SA (TBRSA) is the controlling body for horseracing in South Australia. It represents, promotes and supports the State’s thoroughbred racing industry through the promotion, arrangement and attendance of hundreds of race meetings across the state.

Harrison McMillan’s Solution

Harrison McMillan scheduled a meeting with the Hiring Manager to gain a clear understanding of the role requirements and how Harrison McMillan would be able to assist. Harrison McMillan met face to face with the Hiring Manager in their head office, which allowed Harrison McMillan to better understand the environment the Brand Manager would be working in. The Hiring Manager engaged Harrison McMillan in a tailored solution, to advertise, strategically source and reach a shortlist of candidates; TBRSA managed the process thereafter. Harrison McMillan followed the below tailored process which allowed TBRSA to only pay for the parts of the process that they needed:

  • Developed a structured and targeted advertisement to attract top talent whilst keeping their brand confidential as requested by the client, by posting the advertisement without TBRSA brand
  • Managed the candidate advertisement response and assessment of the applications received against the key requirements provided by the client
  • Engaged in strategic sourcing utilising social media, digital databases, referrals, forums and key universities in addition to proactively contacting desirable candidates to ensure that every possible candidate and avenue to access them had been explored
  • Collated all information and submitted a longlist to Thoroughbred Racing SA, highlighting the best suited and experienced candidates for each role making a recommendation to progress those candidates to phone interview with Harrison McMillan
  • Engaged the recommended candidates in a phone interview to allow Harrison McMillan to thoroughly assess not only their technical capability but their ability to fit with the client values and organisation vision
  • Presented a final shortlist to the client through a structured matrix and detailed phone interview notes
  • Made a recommendation of preferred candidates to interview and held a detailed phone conversation with the client to introduce them to each candidate
  • Once the process was completed, Harrison McMillan assisted Thoroughbred Racing SA in notifying all unsuccessful applicants on the outcome and delivered the candidates feedback on the process

This project took the Harrison McMillan Recruitment Partner 21.5 hours spread out over 10 business days


The Outcome

We successful found an outstanding Brand Manager for TBRSA! Through taking a dual approach to candidate attraction, by both advertising and strategically sourcing, Harrison McMillan were able to reach a greater volume of candidates. We reached out to passive candidates who were not active on job boards such as SEEK and raised their awareness to the career opportunity at TBRSA. Harrison McMillan were pleased to successfully place a highly experienced and qualified Brand Manager who was attracted to the role through our strategic sourcing using social media. The candidate not only met the core technical requirements of the role but also possessed the passion, innovation and energy for Brand Management that TBRSA had been looking for. Without the access to Harrison McMillan’s leading edge technology and highly trained Recruitment Partner’s, this would not have been possible.

In addition to the outstanding outcome reached, TBRSA also had full control over the process. They were able to choose only the services that they required whilst still having full input into the candidates that were progressed to shortlist. This saved them time and money by outsourcing the parts they needed assistance with and managing the interview and reference checking process in-house.


The Cost

TBRSA paid $3,676.50 plus GST for this recruitment process. If, TBRSA had engaged with an agency on the ‘traditional’ model of charging a % placement fee (around 15%) based on the annual salary of the candidate who was selected it would have cost them around $13,961.25 plus GST.

By partnering with Harrison McMillan on our flexible, Pay-As-You-Go recruitment solution resulted in a savings of $10,284.75 plus GST!


Key Benefits of Using the Harrison McMillan Model

TBRSA had tried to run the process themselves however they were not happy with the outcome. They felt their only option was to work with a ‘traditional’ recruitment agency on the % fee for placement model until they heard about Harrison McMillan’s flexible Pay-As-You-Go recruitment solution.

Harrison McMillan offer a highly transparent and tailorable service which allows so much flexibility and value for money for their clients. TBRSA were able to utilise Harrison McMillan for the strategic sourcing expertise yet still manage the parts of the process that they had the time and expertise to manage.

Given Harrison McMillan undertook a dual approach to candidate attraction, TBRSA also had access to a huge matrix which mapped the market of active and passive Brand Manager’s in South Australia. This intellectual property belongs to the client as that is the material that they paid for. So, should another requirement arise in the future, they are able to revisit the matrix, access the candidates contact details and resumes to reach out to them at no additional cost.


Harrison McMillan’s Key Project Personnel

Dani Bieg – Director – Dani has developed a strong working relationship with Thoroughbred Racing SA nationally and provided her expert knowledge with over nine years of recruitment and human resource experience to oversee the entire recruitment process. Throughout the recruitment drive for the positions with TBRSA, Dani oversaw the timely delivery of promised outcomes and worked to ensure that a high standard of work was delivered.

Lauren MarshallRecruitment PartnerLauren was the primary Recruitment Partner on this assignment. She prides herself on her ability to deliver high quality outcomes to her clients, whilst maintaining excellent customer service and communication to both clients and candidates alike. Lauren took ownership of Account Managing Thoroughbred Racing SA on this project where she was able to maintain communication with the client and candidates to ensure timely and consistent feedback on the assignment was reached to all involved. She was also responsible for ensuring deadlines and budgetary requirements were met as instructed.

Project Key Personnel

Dani Cuff

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