Search Execution: Achieving Rapid Placement in Private Equity-Backed Healthcare

Rachel Gauthier, managing partner and chief client delivery officer at The Tolan Group, recently sat down with Hunt Scanlon Media to share insights into the firm's search execution metrics. With an average time to fill of just eight to 10 weeks, we look at how the firm has established itself as a leader in the competitive landscape of private equity-backed healthcare recruitment.

October 3, 2024 – As a leader in the competitive landscape of talent acquisition, The Tolan Group (TTG) has maintained an average time to fill of just eight to 10 weeks for over five years — an achievement particularly noteworthy given that 90 percent of their placements cater to private equity-backed portfolio companies. This remarkable efficiency is a critical factor in a sector where timely recruitment can significantly impact organizational success, and it sets TTG apart from larger multinational search firms that often experience longer timelines.

Rachel Gauthier, managing partner and chief client delivery officer at TTG, has spent considerable time examining the firm’s search execution metrics. Drawing on decades of industry knowledge, Ms. Gauthier actively engages with her colleagues on market trends, ensuring the firm remains at the forefront of healthcare talent acquisition – an area she acknowledges is fraught with a host of unique challenges. “This commitment to lifelong learning and proactive candidate engagement not only strengthens our search capabilities but also fosters a culture of continuous improvement within the organization,” Ms. Gauthier said.

The structured and collaborative approach employed by TTG also enhances its effectiveness in meeting client needs. Ms. Gauthier explained that the firm’s search methodology is designed for early alignment with client expectations, allowing them to present only the most fitting candidates. The use of a split-desk model — where business development and client delivery teams operate independently yet cohesively — further boosts its capacity to handle increased recruitment volumes seamlessly. This strategic focus not only optimizes efficiency but also ensures that clients receive the highest-quality talent tailored to their specific requirements.

The Tolan Group is a Hunt Scanlon Top 40 healthcare and life sciences executive search firm. TTG provides recruiting services for clients and candidates serving the private equity market, focused on placing leadership for healthcare services, healthcare technology, and behavioral health.

Recently, Hunt Scanlon Media sat down with Ms. Gauthier to discuss TTG’s impressive search execution metrics and some challenges the firm faces in finding talent in the competitive private equity-backed healthcare recruitment space.

    Rachel Gauthier

Rachel, what makes TTG’s delivery metrics so impressive? 

Great question. The time it takes to fill a search is always important, and because 90 percent or more of our placements are for PE-backed portfolio companies, this metric becomes critically important. For over five years, our average time to fill has consistently been between eight to 10 weeks across all roles we’ve recruited for. This metric stands out for us because the same search within a multi-national search firm is significantly longer.

Private equity healthcare can have demanding talent challenges. How does your team handle the unique nuances of healthcare talent acquisition?

First and foremost, our firm is a true subject matter expert in the sectors we serve. We live and breathe healthcare — whether it is healthcare services, healthcare tech, or behavioral health, we know these fields well. With decades of industry expertise from our founder and partners, this knowledge is continuously passed down and sharpened across our entire team. Our deep understanding of the market is a key driver of our success. And we don’t just sit on that expertise — we’re constantly ‘in the market,’ actively engaging with candidates and clients, staying ahead of trends, and evolving with the ever-changing landscape of healthcare. Lifelong learning is in our DNA, and that’s why we’re always a step ahead.

What types of roles does your team work on?

We recruit for a wide range of roles, spanning from C-level positions, such as CEOs and CFOs, to middle management positions. In addition to these, we have significant experience in placing candidates in operations, sales, business development, marketing, and technical positions. Our client delivery team brings a diverse skill set to the table, enabling us to effectively manage the majority of roles requested by clients.

Discuss your process and what makes it so unique?

Our process and methodology have been honed and perfected over the years. We begin each search with a structured approach and key steps to ensure we are directly aligned with the client very early in the process. We only present candidates who fit their needs and the ideal profile.  Additionally, we operate in a team-based environment, which allows our search consultants to focus on different areas of candidate procurement and qualification while ensuring the role requirements and maintaining regular communication with the client.

“We begin each search with a structured approach and key steps to ensure we are directly aligned with the client very early in the process.”

How do you assign roles to your team?

For C-level searches, a partner or VP always takes the lead, ensuring top-tier expertise and leadership throughout the engagement. But we don’t stop there. We actively involve other team members to support the process, sharing valuable knowledge along the way. This collaborative approach not only strengthens the search but also accelerates the growth and expertise of our team. As we expand as a firm, every member grows with us, continuously building and enhancing their skills. It’s a win-win for everyone – clients get the best talent, and our team evolves with every search.

Tell me about your firm’s ability to handle increased volume to meet the needs of your clients?

We continuously track key metrics across our client delivery team, ensuring we have a clear pulse on productivity for each team member. Thanks to our collaborative approach and impressive time-to-fill metrics, we’re able to scale seamlessly, no matter how the market shifts. What truly sets us apart is our split-desk model: our business development team is laser-focused on driving new business and managing accounts, while our client delivery team dedicates 100 percent of its energy to recruiting. This specialized approach supercharges our efficiency and enables us to handle higher volumes with ease – far beyond what full-desk recruiting can offer.

Related: Value of Strong Portfolio Leadership During the Holding Period

Contributed by Scott A. Scanlon, Editor-in-Chief and Dale M. Zupsansky, Executive Editor  – Hunt Scanlon Media

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