Successes—BioLucent

Charles Bracken—Vice President of Sales

BioLucent, Inc.

Aliso Viejo, Calif.

“Finding good sales people is tough and some recruiters just want a quick hit. If you don’t like the first candidate they send, they just walk away. Not David Coad. He takes time to get it right.

“Where I used to work, HR dealt with the recruiters, I saw the candidates. Here at Biolucent, I’m it, so I get to see how hard DEC works to give us high-quality, high-integrity candidates. David has a special knack for discerning quality. He intuitively knows what I look for and who would work best here.

“I came from big pharma where high turnover was common and it was not unusual to replace 30 percent of your salesforce in a year. Here at BioLucent, we’re a small start-up marketing to radiologists and technologists. Our salesforce is small and the sales cycle long. Constant ‘churning’ would be a disaster here. We need our ‘cream’ delivered and that’s what David does. Turnover is rare with DEC hires who make up more than half our sales team.

“It’s hard to put your finger on what makes all DEC candidates ‘keepers.’ I’m sure his competitors would like to know. Perhaps it’s his knowledge of the medical device industry. He also has a great business sense, and is very honest, easy to deal with and extremely responsive. Plus he’s got the resources to get us good people anywhere we need sales coverage.

“Biolucent has been growing steadily since we started in 2001, but we’re still fairly small. I owe it to my organization to build the best team possible—that means getting good people wherever I can. I can’t afford to give any one recruiter an exclusive. That’s fine with David—he just works harder. In the end, most of our top sales performers are from DEC anyway.

“David is very flexible in terms of fees as we grow our business. When I think of what pharma recruiters charge, I appreciate DEC even more.

“With some recruiters, the big clients get all the attention. I get the feeling all David’s accounts are important to him. He values our business, and does his best to get us the best people. With DEC, a small firm can afford big company quality.

“Our MammoPad product helps make mammograms softer and warmer for patients. Some call it ‘the answer to a woman’s prayer.’ DEC makes recruitment equally pleasant for Biolucent.”

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