CGO Case Study

Chief Growth Officer

Series C

Health Services Consulting

15 Weeks

Our client had been looking to identify a Chief Growth Officer to
succeed their SVP of Sales. Given the complexity of the business model and services offered, they turned to us to run the search. We made an investment in the business in kind.

In working directly with the President of the organization, we were retained to find a seasoned growth leader to join their C-suite, articulating 6 key criteria they hoped to see. These included deep expertise in consultative hospital sales, enterprise deal shaping, customer success experience, and KOL status.

In total, the search took 4 months to complete, which while more than our average time of 3 months, was commensurate with the seniority of candidate.

We began by kicking the search off with a deep dive with the President of the organization and a subsequent discussion with the sitting SVP of Sales to gain perspective into the organization and outline the search criteria. We then went through an exhaustive research cycle, which lasted three weeks, at the end of which we presented a calibration slate of five candidates who were all interviewed by our client.

As we completed Stage 2 of our search process, the mandate for our client became clearer. One aspect that added to the complexity of the search was that the company was going through a structural shift, ultimately resulting in our key counterpart becoming the CEO. This added to the nuance of the search, which realigned our criteria, enabling us to top-grade candidates and introduce qualified individuals into the process.

This resulted in a candidate emerging who had a non-traditional CGO background, but who had success as a serial entrepreneur with multiple exits under his belt. His potential to supercharge the organization by impacting product and other company initiatives became readily apparent.

After a thorough vetting process, the new Chief Growth Officer was hired and has become a close thought partner for the CEO.

“Aequitas found me at a time when I wasn’t actively searching for a new position… Their ability and perseverance in unearthing underlying needs created an ideal opportunity for me and I couldn’t be happier.” – Candidate