Development Driven Search®: Wijs & van Oostveen strengthens commercial team for sustainable growth

The challenge 

Wijs & van Oostveen, an established asset manager with nearly forty years of experience, faced a commercial challenge. With a growing client base of 12,000 clients and increasing interest in their three focus areas – personal wealth management, their pension product JOUW, and the award-winning ABS Fund – the company needed to strengthen its commercial capacity.

The challenge was twofold: on one hand, the company wanted to grow to a team of 38 professionals with new commercial talent; on the other hand, CEO Steven Sarphatie was confronted with a labor market in which suitable candidates were hard to find. The specific search for sales and wealth management professionals proved problematic. 

The approach: Development Driven Search® 

SalesQuarters was engaged because of its specialization in finding sales leaders in complex markets. The Development Driven Search® methodology consisted of: 

1. In-depth analysis of the actual need – Instead of simply searching for people with a financial background, SalesQuarters analyzed which competencies and qualities were truly needed for success at Wijs & van Oostveen. 
2. Broadening the candidate pool – By thinking outside the beaten path, SalesQuarters also focused on sectors that weren't immediately obvious, but where the desired competencies were nonetheless present. 
3. Focus on cultural fit and development potential – Not only current skills, but also growth potential and alignment with the values of Wijs & van Oostveen were decisive. 
4. Guidance throughout the entire process – SalesQuarters guided both the candidates and Wijs & van Oostveen throughout the entire selection and onboarding process. 

A surprising insight: hospitality proved to be an excellent source of customer-oriented professionals. 

The result 

The collaboration with SalesQuarters resulted in the successful hiring of five new employees in 2023: four wealth managers and one marketer. These additions directly contributed to the commercial strength of Wijs & van Oostveen. The results proved measurable: 

• Improved client service with a more personal and customer-oriented approach 
• Increased reach among potential clients 
• Strengthened commercial foundation for further growth 

Steven Sarphatie is clear about the added value: 

The SalesQuarters added value 

By applying Development Driven Search®, SalesQuarters made a valuable contribution to the success of Wijs & van Oostveen. The added value of the approach lay in: 

• Out-of-the-box thinking – By looking beyond the financial sector, candidates were found who would otherwise have remained out of sight. 
• Priority on cultural fit – The focus was not only on technical knowledge, but specifically on personality and customer orientation, which proved crucial for Wijs & van Oostveen. 
• Long-term perspective – Instead of quickly filling vacancies, SalesQuarters focused on sustainable matches that also add value in the long term. 
• Evidence-based approach – Through in-depth analysis of success factors in the specific context of Wijs & van Oostveen, targeted candidate profiles were developed. 

For Wijs & van Oostveen, the commercial expansion was a strategic investment decision that directly contributes to their ability to optimally serve their growing client base and continue growing in a demanding market. 

Ready for more grip on sales growth? 

Approach your sales leadership decisions as investment decisions and achieve maximum return with SalesQuarters. Contact Bart Dietz. bart.dietz@salesquarters.nl or +31 20 226 90 00