At Purple Squirrel Advisors, we believe the best searches happen when a client is willing to look beyond a checklist and consider potential, fit, and the long-term value a person can bring to the business. The strongest hires are not always black-and-white decisions. More often, they live in the grey. 

That was certainly the case with an aerospace manufacturing client in Michigan. They came to us looking for a sales leader, but during our kickoff, it quickly became clear that this role was more than a traditional sales position. It sat at the center of sales, operations, and customer communication, and it had a direct impact on the daily rhythm of the business.

As the client put it:

“We had experienced a few misses in this role, which made it clear just how critical it was to the day-to-day functioning of the business.”

They described the position as the company’s “air traffic control” for sales and execution. When the wrong person was in the seat, the impact was felt across the entire organization. 

Looking Beyond the Resume

Early in the search, we had to challenge a core assumption we see often: that candidates need to check every box. We reframed the conversation with our client around what actually mattered.

At its core, this was a people-centered role. Relationship building wasn’t just important; it was foundational. If we could find someone who truly excelled in that area, the rest could be learned over time.

That meant stepping back and asking better questions. What did the business really need? What would success look like in the long run? And what kind of person could thrive in an environment where relationships mattered just as much as experience? 

That led us to a candidate who did not fit the traditional mold.

Her background included music education, English literature, and experience in smaller, family-owned businesses. She did not come from aerospace, and she was not a conventional sales leader. On paper, she was a complete mismatch.  In many hiring processes, her resume likely wouldn’t have made it through an initial screen. To her credit, she addressed that head-on: 

“I was initially a bit timid — could I pull this off? Did I possess the right skills and aptitude to thrive in an aerospace manufacturing environment?”

But she also had clarity around her strengths.

“I focused on what I think my superpower is — connecting with people and making a meaningful relationship.”

That mattered more than a perfect resume.

Finding the Fit

“She didn’t immediately present as a traditional ‘home run’ candidate on paper. However, it was clear early on that she had a strong cultural fit with our team.”

That kind of alignment is often the missing piece in searches like this. The candidate may not check every box, but if the core strengths match the business need, the result can be far stronger than a conventional hire.

Together with the client, we created a path that allowed her to start in customer service with the intent to grow into the sales leader role. That gave her the opportunity to build confidence, learn the business, and prove herself in stages.

The Lasting Impact of Hiring in the Grey

“She has become a key leader within our organization.” 

Five years later, the impact of the search is clear.

The client noted that she plays a central role in managing the flow of sales and operations and has been instrumental in helping the business navigate several periods of growth. More importantly, she has become a steady presence on the leadership team and a contributor to both execution and culture.

“She has been a major Leadership Team contributor — both in terms of leadership and execution — and has had a meaningful impact on the stability and scalability of the business.”

For the candidate, the role has been about more than advancement. It has been about finding a place where she could contribute, keep learning, and make a meaningful difference.

“I have never cared about my title, as long as it somehow connected to being a ‘difference maker.’”

That is what made this search work. Purple Squirrel did not just fill a role. We helped the client look beyond the black-and-white and make a thoughtful decision in the grey. We recognized potential, created a path for growth, and helped place someone who has made a lasting impact on the business.

At Purple Squirrel Advisors, that is often where the best hires are found: not in the obvious choices, but in the space where potential, fit, and opportunity come together.