Podcast
July 25, 2025
Episode 51: Change Management: From Pushback to Buy-In
Learn how an enablement leader partnered with RevOps to implement a new tool, drive adoption, and measure impact through effective change management.
Co-host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, a national executive search firm serving the private equity space. Unlike most guests from software or tech companies, Dan offers a behind-the-scenes look at what RevOps looks like in the world of high-stakes talent placements - and spoiler: it’s not just Salesforce dashboards and MQL fights.
Together, Matt and Dan unpack what it means to run operations in a service business where revenue isn’t recurring and every “deal” means placing a human, not a product. From aligning decentralized teams to quantifying stickiness in hires, this episode is a crash course in what RevOps looks like when your company sells expertise instead of software.
Unlike SaaS, where recurring revenue smooths out the ups and downs, JM Search operates almost exclusively on retainer-based contracts that are one-and-done.
“Search is bought, not sold... We do our best sales motion by doing really exceptional talent search.” – Dan Kalish
Clients typically pay 30–33% of a placed executive’s first-year salary, and repeat business is earned, not assumed. This one-off model makes each engagement both high-touch and high-pressure - and creates a direct incentive to deliver immediate and lasting value.
For more on value-oriented selling and services-based RevOps, check out another RevOpsAF Podcast Episode on What CROs Really Want From Their RevOps Teams.
At JM Search, partners don’t just sell the engagement - they deliver it. That creates a very different RevOps landscape than what you’d find in tech.
Dan’s stakeholders are time-starved, revenue-driven, and fully embedded in delivery work. This makes locking down alignment across systems, processes, and data a delicate balancing act.
“They know 100% what I should be caring about... what needs to be measured, what doesn’t, and whether I’m wasting their time.” – Dan Kalish
This approach reflects a broader trend of aligning operations more closely with frontline execution. To explore that concept further, read The One Constant Issue Spanning Maturity: Change Management.
Think SaaS-style OTE and quota tiers apply here? Think again. At JM Search, most senior leaders are on 100% variable comp - a model that rewards the full cycle of winning and delivering a search.
Revenue from each placement can be split in multiple ways depending on who sold and who executed the work, making internal collaboration and clarity on value-add critical.
To dig deeper into nontraditional compensation models, check out (Almost) Everything You Need to Know About Compensation Planning.
Traditional alignment challenges between marketing, sales, and CS don’t map neatly to an executive search firm. Dan’s job? Drive consistency across highly autonomous teams without stepping on toes.
“How do I not mess with anybody’s day while also making things easier for them?” – Dan Kalish
He walks through JM’s cross-practice standardization project, which harmonized how teams documented their work across seven different verticals. The secret: co-creating the solution with business stakeholders and never leading with the mandate.
For more advice on driving cross-functional alignment, you might like How Enablement Can Bridge Silos.
JM Search runs lean with an applicant tracking system (ATS) at the center of its tech stack - no separate CRM in sight. Their system of record, Thrive, handles candidate tracking, client interaction, and even lead management.
The team recently rolled out Power BI dashboards to surface critical KPIs like:
These metrics help pinpoint misalignments between recruiters and researchers - and identify where future business might be hiding in candidate relationships.
“We found that if we talk to placed candidates 4–5 times a year, they’re far more likely to stay... and far more likely to become future clients.” – Dan Kalish
If you're interested in how analytics can support performance measurement, read Harness the Power of Your Data Assets.
Dan’s top advice for any operator trying to align busy stakeholders? Build a coalition early. Find champions inside the business who will help shape the solution - and then evangelize it to others.
“I’m not having to sell a product internally... I’ve got champions in the business showing others how it adds value.” – Dan Kalish
He shares the rollout strategy behind their new AI notetaker tool, which started with a small pilot, evolved through stakeholder feedback, and ultimately gained traction because it delivered value their way.
Looking to lead change more effectively? You’ll enjoy 9 Best Practices for Better Change Management.
At the end of the day, Dan reminds us that RevOps is as much about human behavior as it is about process and platforms.
Whether he’s walking the halls in King of Prussia or joining calls with stakeholders across practices, his advice is timeless:
“Get up out of your seat. Walk into someone’s office. Make small talk. Ask a question. Move on. It’s a 15-minute process that adds exponential value.”
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