The British Dental Industry Association turned to us to find a Commercial Director with the perfect blend of commercial acumen and membership expertise – and we delivered.
Our client – THE BRITISH DENTAL INDUSTRY ASSOCIATION
The British Dental Industry Association (BDIA) is a prominent membership organisation representing businesses that supply products to the dental sector. With their small and closeknit team, the BDIA plays an important role in an industry that demands high standards and a strong voice.
Our brief
The BDIA approached Membership Bespoke after a previous recruitment effort had failed to deliver the right candidates for their Commercial Director role. They were seeking a Commercial Leader to consolidate their revenue streams, develop a strategy grounded in data, and work closely with the Chief Executive and the Association’s Council to support the organisation’s long-term goals.
While the role was described as commercial, we quickly understood that the BDIA’s needs were more specific to the membership sector. They needed someone with experience developing income for associations, working collaboratively in a small team, and understanding the nuances of member-focused organisations.
The BDIA trusted us to provide:- A clear understanding of the skills and qualities required for this unique role.
- Candidates who had relevant experience, including within the membership sector.
- A process that emphasised cultural fit, given their close-knit team.
Our solution
With 13+ years of experience recruiting for membership organisations, we began by conducting a detailed role briefing with the BDIA’S Chief Executive, Edmund Proffitt.
This allowed us to refine the scope of the role, focusing on BDIA’s priorities for the role: revenue development, strategic thinking, and seamless collaboration with the team and Council. We were then able to draw on our extensive network of membership professionals to identify candidates with a proven track record in association revenue development.
Our understanding of the membership sector further enabled us to see beyond surface qualifications and pinpoint individuals who could not only meet the BDIA’s needs but also thrive in their environment.
We were looking for a candidate who:
- Could integrate multiple revenue streams into one cohesive strategy.
- Understood the financial realities of member-focused organisations.
- Could engage confidently with senior leaders and stakeholders.
We then presented a carefully curated shortlist of candidates, all of whom had the skills and experience required to succeed in this position.
Our results
The recruitment process moved efficiently, guided by our membership-focused recruitment expertise and understanding of the BDIA’s unique needs:
- 6 candidates were selected for the first stage of interviews, all meeting the refined criteria for the role.
- 3 advanced to the second stage, participating in detailed discussions with the Chief Executive and Council.
- Within 8 weeks of approaching Membership Bespoke, the BDIA had found their ideal candidate.
What set them apart was their clear understanding of member-focused organisations’ financial landscapes, coupled with their interpersonal skills that made them an excellent cultural fit for the BDIA’s small, cohesive team.
Since starting in December 2024, they’ve already begun aligning revenue streams and providing strategic direction that supports the BDIA’s long-term goals.
Feedback from the BDIA has been positive:
Edmund Proffitt, Chief Executive at the British Dental Industry Association, stated:
"The position of Commercial Director is vital to our organisation’s leadership, playing a key role in our ongoing development. After an initial attempt to fill this important role proved unsuccessful, we turned to Membership Bespoke for their expert help. Their deep understanding of our specific needs and thoughtful approach resulted in an excellent appointment that has already begun driving meaningful progress for the BDIA."