In 2008, Oasis was a young entrepreneurial company navigating its early growth phase. By 2011, founder and CEO Steve recognized the need to expand beyond his own efforts in business development to sustain consistent revenue and support long-term growth. This pivotal decision led him to partner with Naviga Recruiting & Executive Search to make a critical hire.
The Hiring Challenge
At that time, Oasis was still small with only a handful of employees. Steve needed someone who could step into an individual contributor role while also acting as a long-term partner in building the company’s sales engine. The stakes were high: the wrong hire could stall growth, while the right hire could set the foundation for years of success.
Naviga was selected not only because of its specialization in sales and leadership recruitment but also because of its boutique, hands-on approach. Steve emphasized that the Naviga team invested deeply in understanding both his business goals and leadership style.
The Hire
Among three highly qualified finalists, Felicia stood out. She was hired as Executive VP of Global Accounts in 2011. What differentiated her was not just her sales expertise, but her ability to thrive in an entrepreneurial environment without rigid structures.
Steve recalls:
“I needed somebody that didn’t necessarily need to have all the answers, but was willing to work with me to create the answers. That’s where Felicia stood out.”
Her Impact Over Time
Felicia quickly proved her ability to contribute beyond expectations. Initially focused on revenue generation, she soon surpassed the CEO in sales performance. Over the years, her role evolved dramatically:
- From Individual Contributor to Leader: Felicia’s strengths in motivating people transitioned her from top producer to team leader, eventually scaling the business development function into a high-performing team.
- Driving Business Growth: Her ability to build relationships and sustain revenue ensured Oasis consistently had new opportunities flowing in.
- Cultural Influence: Her people-first approach shaped the company’s culture. As Steve notes, “People always looked at our company as Steve and Felicia. It was us — not me, not her.”
Leadership Expansion: Today, as President, Felicia leads over 150 employees and continues to play a pivotal role in shaping Oasis’s direction.
Naviga’s Role
Steve attributes Naviga’s process as critical to finding a candidate who could make such a lasting impact:
- Hands-On, Boutique Service: Naviga took time to understand the unique needs of the business. Every interaction built confidence that candidates were being evaluated beyond surface-level traits.
- Sales-Specific Expertise: Since sales recruiting is a specialization of Naviga, it helped ensure candidates weren’t just strong interviewers but truly capable of delivering results.
- Candidate Vetting Tools: Steve liked that Naviga’s 5-step pre-qualifying methodology complimented his internal assessment tool to ensure the chosen candidate’s motivations aligned with the company’s entrepreneurial stage.
Steve reflects:
“It’s much better to hire slower and make the right hiring decision the first time vs. hiring too fast and having to reset the clock. Naviga helped me make the right decision by not rushing and staying the proper course to select Felicia.”
The Results
More than a decade later, Felicia’s journey from Executive VP to President is a testament to the long-term impact of Naviga’s recruiting approach. Her leadership has:
- Scaled Oasis to 150+ employees
- Balanced company leadership during times of growth and change
- Helped maintain a culture of collaboration, resilience, and client-first service
Lessons for CEOs
Steve offers this advice to other business leaders:
- Hire deliberately: Take the time to make thoughtful strategic hiring decisions.
- Invest in talent: The right hire isn’t just about filling today’s needs but about building the future.
Recognize potential: Sometimes leaders don’t see their own capabilities—great CEOs help unlock them.
Conclusion
This case study demonstrates how Naviga’s boutique specialized approach towards recruiting resulted in a transformational hire. Felicia’s journey proves that investing in the right talent early can create lasting business impact, cultural strength, and leadership continuity. It also demonstrates that a specialized, deliberate, and comprehensive approach to recruiting is critical for long-term business success impacting succession planning, strategic organizational development and a growth oriented culture.