Case Study
See how we deliver high-impact leadership outcomes through structured, strategic executive search.
Case Study
From Operational Overload to 30% Revenue Growth
Client: Dr. Jon Marashi, DDS, APDC
Scope: To appoint a Chief of Staff who could take ownership of operations, strengthen the practice’s culture, and create the structure, systems, and processes needed for continued growth.
Impact: Within Kelly Kavanaugh’s first 90 days, revenue had grown by nearly 30% from where it stood when she started. Her appointment also improved processes, accountability, staff retention, and patient experience.
The Challenge
Dr. Marashi was being drawn into day-to-day operations, while unclear responsibilities, inconsistent execution, and retention problems were constraining growth. Having never recruited at this level, he was determined to appoint someone from dentistry, even though the sector offered a limited pool of suitably impressive senior candidates.
Cobalt’s Approach
Cobalt helped Dr. Marashi redesign his organisation and define the Chief of Staff’s outcomes, responsibilities, and reward structure. We conducted a targeted cross-sector headhunt, where we mapped and reviewed 1,434 passive and active prospects, proactively approaching the strongest. Sixteen progressed through our two-stage competency-based interview process, assessing both technical capability and cultural alignment, before we presented three exceptional profiles. Looking beyond Kelly’s resume and sector background, we translated her experience into the context of the role, persuaded Dr. Marashi to meet her, and supported both parties through a structured on-boarding process to ensure success.
The Outcome
Kelly was appointed within eight weeks of the search starting. She introduced stronger processes, clearer data and greater accountability, improved the practice’s culture and patient experience, and gave Dr. Marashi valuable time back. Cobalt has since placed two Dental Assistants, two Patient Coordinators and a Dental Receptionist; all have been retained and are collectively helping to raise standards across the practice.
The quality and calibre of candidates brought to me has been far beyond anything I could have found on my own. Cobalt thinks outside the box, has expanded our access to talent, and knows exactly how to assess whether someone can do the job, is coachable, and will fit culturally. It’s not just about skills, it’s about building a team that works well together.
