[Case Study] How to win and retain new business with Hinterview

In this case study, Hawk 3 Talent Solutions shares about working in a competitive and highly saturated market. Like most businesses, they have worked hard to build value propositions that differentiate themselves from their competitors. However, their differentiators are difficult to articulate before a sales call is answered. They realised that they needed to get creative, specifically with their initial engagement because capturing attention early is vital. 

Founded in 2016 with two main hubs in the southwest (Gloucester) and the midlands. You might know them better as Gap Professional, but were re-branded to Hawk 3 Talent Solutions in April 2021.

Who are Hawk 3 Talent Solutions

• Location: (UK) Worcester, Leeds & South Wales
• Features: Full Hinterview Platform
• Results: Winning new clients, upselling to existing relationships and increasing response rates

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The Challenge

Hawk 3 works in a competitive and highly saturated market.Like most businesses, they have worked hard to build value propositions that differentiate themselves from their competitors. However, their differentiators are difficult to articulate before a sales call is answered.The Hawk 3 team were feeling frustrated because they were trying everything in their cold calls and emails but weren’t getting a response from businesses that they wanted to work with. Bridey realised that they needed to get creative, specifically with their initial engagement because capturing attention early is vital. Once the client meeting is secured her team can sell the unique services Hawk 3 offers. They bought Hinterview because it was a solution to multiple problems since they could use video in every stage of the recruitment process from business development to sourcing and aftercare.

Winning New Clients with Video Outreach

The team at Hawk 3 don’t have to wait for a phone call to be picked up or returned when using video to get new business. With Hinterview, they can send introductory videos using the one-way video engagement tool. In their outreach messages, they detail relevant projects and what their recruitment packages include. Whether they’re sending videos in mailers or on LinkedIn, they receive numerous calls and messages with positive feedback. For example:

A new client told Bridey that her video introduction stood out because they hadn’t seen this approach before. This client had already onboarded two recruitment agencies for a specific project, but because of Bridey’s unique outreach efforts they dropped one and took on Hawk 3; who are now receiving all future roles.

Their clients are impressed by video outreach, but also by how Hinterview’s video software is used in the rest of their recruitment process to shorten interview stages whilst maintaining talent quality. That’s why the story below closes deals:

A client who recruits heavily throughout the UK forBDEs and BDMs had a strict three-stage interview process in place. This puts candidates off and the client was losing them in the process. Once Hawk 3explained their video capabilities and results, the client agreed to replace the first stage interview with a Hinterview video followed by a short call.This led to a reduction in candidate drop out.

Using Video to Retain Clients

Winning clients is just the beginning of the relationship as the team must retain the business and secure more roles. Hawk 3 uses video to source, qualify and present candidates to clients. For example:

An existing client from an industry that is known for having long interview processes wanted to cutdown their time to hire. The client was also having issues with candidate engagement. Hawk 3 wonthe job because they could prove that video would solve both problems.They reduced their average time to hire from 3 weeks to 72 hours. Since Hawk 3 used video to qualify candidates and ask effective pre-screening questions they were only sending the client high-quality candidates. They successfully placed 6 candidates and have broken the high turnover rate streak.By achieving these results, Hawk 3 has obtained15 more roles and has an ongoing relationship with the business.

With the use of video, their clients get substantial insight into each candidate from day one and can gauge if they can do the job before they even book an interview.The candidates that Hawk 3 is putting forward are proving their commitment, and are less likely to dropout since they’ve been kept engaged with videos from either the hiring manager or managing director throughout.

The Results

''We more than covered our costs of Hinterview within months.''

Hawk 3 is seeing big results across the board from speeding up interview processes to winning clients that they could barely get on the phone before using Hinterview. In an unstable and competitive recruitment market, they are staying ahead of the shifts by being early adopters of recruitment technology that differentiates their services and gives them tangible results.Their team regularly attend new training sessions with the Hinterview Customer Success team to ensure that they’re using the video tools to maximise return. With the support of Bridey, who supports her team, they have experienced strong consultant adoption with half of their team using Hinterview and all new starters are on.Hawk 3 is capturing prospects’ attention, building strong relationships with their existing clients, and excelling in their business development initiatives.Since using Hinterview they have upsold two existing clients to utilising the video recruitment platform and brought four new clients on board because of the innovative tech. Clients on PSL have been more responsive since introducing the Hintro tool when confirming review dates which led to a 3% fee increase.