Director of Project Solutions, Healthcare for a Construction Manager

3 Min. Read

Poised for growth in a booming metro area, a construction management firm again turned to ZRG to help define and implement specific search criteria for a newly added role: Director of Project Solutions. Conducting interviews with industry insiders led us to identify several leading candidates. The standout candidate had completed 30 healthcare construction and renovation projects and built strong client relationships during that time.

Challenge

An international construction management firm looked to expand its business operations in the thriving Raleigh-Durham market by growing its healthcare practice. Raleigh has experienced steady growth in recent years and is expected to be the third-fastest growing U.S. metro area with an anticipated 72 percent growth in population by 2040. The firm decided that hiring a Director of Project Solutions specifically in Healthcare would help the Raleigh office capitalize on this market.

The unique role is a mix of business development, client relations, preconstruction, and operations. The right candidate would have a pre-existing relationship with healthcare clients in the region and would help the firm to pursue new ones. The new director also needed experience managing healthcare projects, which would include new construction, additions, and renovations to operating healthcare facilities. 

Considering those expectations, the client selected ZRG to conduct the search because of the successful work we have completed with its other offices. Our regional director first met the EVP, Business Unit Leader for the Raleigh office when managing an executive search for another office in the state. In addition to the expertise of the ZRG team, the EVP, who was also the hiring manager, valued our thorough process and ability to hone in on specific search criteria.

Strategy

ZRG partnered with the client to draft a position description — identifying the qualifications and characteristics of a successful candidate. The search concentrated on leaders who had existing relationships in the region within the niche of healthcare construction. Due to the complexity of the role, ZRG search consultants focused on individuals from competing construction firms. They also targeted those with a focus on healthcare construction at architecture and engineering firms, and specialty subcontractors.

The team painted a picture of the market through interviews with ZRG clients and industry contacts who are owner-operators at major healthcare organizations, including a world-renowned academic medical center in the region. Armed with intelligence about the competitive landscape including what firms are successful, and who the key players are at each firm, our search consultants identified nine optimum candidates.  

Results

One candidate had completed more than 30 renovation and construction projects for the firm’s target client. He built an excellent relationship by being open and transparent with client contacts. An architectural design background helped him understand the big picture of each project, and he demonstrated an outstanding ability to lead efforts in the preconstruction phase.

The client had defined approximately 80 percent of the responsibilities and goals for the position prior to the interview process. The selected candidate’s many abilities helped the client further define the role in a way that supported his individual strengths.

A key player in the space, the candidate coming on board generated industry buzz for the firm and sent a message about their commitment to the Raleigh-Durham region and the vertical market of healthcare. That added credibility aided in other recruiting and business development efforts.

The placed candidate has successfully closed out construction work on time and on budget and positioned the firm for additional healthcare opportunities. A great cultural fit for the organization, he will play in an instrumental role in building client relationships. 

The opportunity to perform for a repeat client and grow the relationship is always rewarding. The key to success in this search was working in complete collaboration with the hiring manager. He was extremely responsive throughout the process and appreciated the thoroughness of information we provided.