Closing a niche FSC mandate three prior agencies could not crack
Challenge
A Series B wealth-tech platform needed four Salesforce Financial Services Cloud engineers with deep domain context in wealth management workflows. Three previous agencies had submitted full-stack generalists with no BFSI awareness. Two senior hires had fallen through at offer stage in the previous quarter because the candidates could not translate their generic CRM experience to the regulatory workflow the platform needed.
Approach
We mapped the wealth management value chain end to end and screened candidates specifically for experience with portfolio management systems, advisory workflows, and SEBI compliance touch points. Each candidate was evaluated on both technical depth (FSC architecture, integrations, custom Lightning components) and domain vocabulary. Could they hold a 20-minute conversation with the head of advisory operations.
Outcome
All four positions filled within five weeks. Each shortlist averaged three to four candidates per role. Zero replacements invoked at 18 months. The platform's head of engineering wrote later that the screening calibration was the single largest factor in retention.