Navigating an unfamiliar market requires more than a recruitment process
When Swedish-based ppm Industrial decided to expand into Denmark, the ambition was clear: build a local presence and create growth. But entering a new market is not just about hiring —it is about understanding a new context, making the right decisions early on, and having the right support along the way.
“We are very well known in Sweden, but not in Denmark. So our brand is not known here – and that is a challenge,” says CEO Johan Palmér.
After initially trying to recruit on their own, ppm Industrial chose to engage Compass. Looking back, the conclusion is simple: “That was actually the right choice.”
What made the difference was not just access to candidates, but having a partner who could help navigate the Danish market. For Johan, the uncertainty was not only about finding the right person—but about understanding how things work locally.
“What’s important for me is that I don’t know the Danish market. I don’t know how everything works. So I need that extra support – that extra layer,” he explains.
Compass supported beyond the recruitment itself, contributing insights into contracts, salary structures, and local expectations—ensuring that decisions were made on a solid foundation rather than guesswork.
No shortcuts: Getting the right match over getting it done fast
The profile ppm Industrial needed was not straightforward. It required a senior salesperson who could operate independently in a new market without a local organisation.
“It was really hard to find the right person. I was quite frustrated at times,” Johan admits.
In that situation, it can be tempting to compromise. But that is exactly what did not happen.
“Claus could say: ‘This is the only candidate we have right now – but honestly, this is not the right person for you.’”
Rather than pushing for a quick hire, Compass challenged the process and prioritised long-term success over short-term progress.
“You don’t take the fast lane if something is not 100% correct.”
This approach created trust—and ultimately led to the right hire, not just a hire.
The real difference lies in engagement, not the process itself
According to Johan, recruitment processes often look similar on paper. The real difference lies in how they are executed—and in the people behind them.
“I think every recruitment company can find candidates. But the difference is the engagement and how you handle the process.”
From the beginning, Compass worked closely with ppm Industrial to align expectations and continuously refine the search. The collaboration was characterised by ongoing dialogue, active involvement, and a strong sense of ownership.
“Claus put a lot of energy into every candidate. He supported and managed the whole process very, very well.”
This level of engagement also meant looking beyond the initial brief. When a relevant technician became available unexpectedly, Compass acted immediately.
“He reached out and said: ‘Are you interested in this person?’ And we actually hired him as well,” Johan explains.
The result was not only a successful hire—but an accelerated setup in Denmark.
“I think one plus one became three or four here.”
A partner that goes beyond expectations
For Johan, the collaboration can be summarised in one key takeaway:
“You get more than you expect when you work with Compass.”
It was not just about filling a position, but about having a partner who stayed engaged throughout the entire process—challenging decisions, providing support, and ensuring the right outcome.
“You go the whole way, and you never give up.”
And when asked whether he would recommend Compass, the answer is clear:
“I would say: do it. You can feel confident. You get the support you need and a high level of professionalism throughout the process.”
