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Ten years ago, life science recruitment agency Skills Alliance was founded in response to the ever-pressing need for talented pharmaceutical industry professionals. The founders set out to create a bespoke service on a global scale to ensure permanent proximity to the company’s operating markets.
Today, Skills Alliance’s network of recruitment hubs spans across three offices in London, Zurich, and New York. Skills Alliance’s leading position in the market comes from its combined expertise from both industry experts and recruitment professionals, setting an incomparably high calibre of knowledge.
Skills Alliance’s proximity to the market, both geographically and professionally, gives the agency a strong competitive edge, ensuring that it can select the best candidates and foster a culture of close client communication. Two years ago, however, Skills Alliance was ironically hindered by a combination of its success and the ever-expanding, changing nature of the life science industry. Consequently, the company needed a new CRM.
We caught up with Malcolm Silander and Carl Marotta, Co-Directors of Skills Alliance, to discuss the decision-making process behind its CRM search and how Bullhorn has enabled Skills Alliance to continue its seemingly limitless expansion.
The agency needed a tool to manage its internal structure. It had to mirror the full drug development lifecycle that Skills Alliance recruits for, with specialist teams responsible for each vertical area, from the preclinical discovery phase to drug commercialisation. Specifically, Skills Alliance wanted a tool that enabled it to develop a “client and candidate list quickly.”
Most importantly, however, the agency wanted a service-focused tool with an international viewpoint so that proximity to the market could be ensured through a seamless global approach. Malcolm wanted his team to be able to work wherever, be it “on the beach or in the office”. Accordingly, the solution must be cloud-based, easy-to-use, and flexible. Bullhorn not only ticked all Skills Alliance’s boxes, but it also “had a lot of developmental potential,” says Malcolm.
This year in particular, Malcolm and Carl have been able to tailor the Bullhorn system to the way they want it. They now have their own custom-made KPI reporting tool, allowing their consultants across the globe to see exactly what their peers are experiencing, from pipelines to client pools. Appropriately, this has enabled Skills Alliance to maintain the transparency and accountability that it prides itself upon. Indeed, sharing knowledge is part of the agency’s everyday work.
Skills Alliance now always has a solid prediction about what is going on in each quarter, giving the agency the ability to provide its consultants with improved direction. Malcolm says that Skills Alliance benefits greatly from this improved visibility: “We can get all the stats we need instantly, with one button”. This is particularly beneficial for Malcolm, who travels on a regular basis. He can now access information seamlessly, which is especially important for client meetings. During these meetings, Malcolm can “run a search on the spot and show [his clients] the result.”
Skills Alliance’s customised tool has made a significant difference to the way the agency operates on a day-to-day basis. The consultants now want to use Bullhorn – they’re not using the system because they have to, but because it has become an “ingrained” part of the company’s processes.
It is admirable that Skills Alliance’s revenue has doubled every year since Bullhorn’s implementation, when you consider that the agency’s number of employees has remained relatively constant. Malcolm states that “Bullhorn has enabled us to grow at the pace we wanted to grow at.” He advocates the use of Bullhorn for start-up companies that plan to grow quickly.
With Bullhorn’s partnership, Skills Alliance is admirably and undeniably on its way to becoming the preferred global recruitment partner for the life sciences industry.
Having signed a long-term contract with Bullhorn, Skills Alliance plans to grow to over 100 users within the next year. With Bullhorn as an integral part of Skills Alliance’s daily processes, the agency plans to become a full service staffing and workforce consulting business, focusing upon pharmaceutical, medical device, and consumer health markets located in all major markets across Europe, Asia, Australasia, and the Americas.
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SVP Product, Executive Search
As Bullhorn’s SVP Product, Executive Search, Richard drives the company’s product strategy and initiatives for the executive search sector and the Invenias product. Richard joined Bullhorn as part of the Invenias acquisition in 2018, where he one of the founders and spent 14 years as the Chief Product & Technology Officer and a Board Director.
Richard brings over 25 years of business, technology and product leadership, with broad industry experience that spans the full spectrum of the staffing industry, with specific focus on executive and retained search. Prior to Bullhorn, Richard was central to the successful growth and development of the Invenias business globally, from its inception to becoming the market leading provider of executive search software.
Team Lead – Enterprise Solution Consultant, APAC
As GM for Bullhorn’s APAC business, Aaron McIntosh oversees all business functions in the region. He also leads the solutions consulting team locally, ensuring our customers have an incredible experience when transitioning to Bullhorn. He has over 20 years working various roles within the technology industry and joined Bullhorn in 2013 in the London office before relocating back to Australia in 2015. During his tenure, he has helped numerous customers make the move to Bullhorn including Kelly Persol, Ambition, Hudson, and many others. He is passionate about technology and in particular how technology can be used to solve business issues and problems that are inhibiting growth within recruitment businesses.
He has a Bachelor of Engineering (Electrical and Computing) with Honours from Monash University in Melbourne.
Senior Vice President, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for successful delivery of all products and services globally and is committed to creating and maintaining incredible long term customer experiences in the candidate to cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora: specialising in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
Director of International Marketing
As the Director of International Marketing at Bullhorn, Catherine is responsible for all international marketing efforts across EMEA and APAC. Catherine has been with Bullhorn based in the Boston office since 2010 and has recently relocated to London. Over her tenure, she’s overseen several marketing functions including demand generation, marketing operations, and events. She is passionate about marketing technology, building high-performing teams, and leveraging both to drive for results. Catherine has a Bachelor of Arts in Global Studies from Providence College.
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Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations outside North America in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch and continued expansion internationally. Peter has grown the international team to over 100 staff, established Bullhorn as the UK’s market leading recruitment software and has expanded Bullhorn’s reach into EMEA and APAC, achieving a user base of more than 30,000 international users. Prior to taking on the launch of Bullhorn International, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.