Net-Defence

A 25-person cybersecurity business. No Finance Manager. Senior leaders covering gaps. Financial decisions are taking twice as long as they should. For Managing Director Debra Cairns, this wasn't just a vacancy: it was a brake on growth at the worst possible moment.

Brief

Net Defence is a Northeast-based cybersecurity business operating in a fast-moving, high-risk sector. Following the departure of their Finance Manager, the finance function was exposed. Senior leaders were covering gaps, financial oversight was stretched, and important decisions were taking longer than they should.

Debra initially explored internal promotion options through sister companies but quickly recognised that the business required a different level of experience.

"We promote from within wherever possible, but this wasn't something we could fill internally. What we needed wasn't there, and getting this right really mattered." - Debra Cairns, Managing Director, Net-Defence.

The challenge was clear:

• Hands-on financial expertise was required without the cost of a senior corporate hire

• Trust and cultural fit were essential following a previous breakdown

• Commercial insight was missing from the finance function

• The role needed to be local and fully embedded within the leadership team

The Approach

Rather than brief-and-search, Paul Card Recruitment spent time with Debra to understand what was going wrong, what the implications were and what it was costing the business. We then built a profile of the kind of person who could solve those specific problems."

Clear expectations were set from the outset:

• The candidate pool would be smaller due to the specific requirements of the role

• Progression potential mattered more than job title

• Commercial thinking and communication skills were as important as technical ability

"You didn't just ask what we wanted. You helped me understand what was realistic, what the market looked like, and where I needed to be flexible. That gave me confidence in the process." - Debra Cairns.

Candidates were carefully screened, with a small, high-quality shortlist presented. Each individual was fully briefed on the business context, challenges, and expectations, so both sides entered discussions with clarity and confidence.

The Search Process

Julie Harrison was not actively looking for a move. With 15 years in the same industry, she was experienced and capable, while also being realistic about the risk involved in changing roles.

From the first conversation, the focus was on transparency, support, and clarity.

"I hadn't applied for a role in 15 years. I felt supported at every stage and always knew what was coming next." - Julie Harrison, Finance Manager.

Julie was given a clear picture of the company's financial position, including areas that needed improvement.

"The challenges were discussed openly. That meant I accepted the role with confidence and clear expectations." - Julie Harrison.

The interview process progressed smoothly, with consistent feedback and communication that maintained positive momentum throughout.

The Results

Julie joined Net Defence in May and made an immediate impact.

Immediate Impact (First 12 Weeks):

• Debtor days reduced from 90+ to under 60

• Cash flow improved

• Missed billing issues identified and controlled

• Financial processes and accountability embedded across teams

Strategic Impact (First 6 Months):

• Contributing at management team level within 24 weeks

• Real-time budget tracking introduced

• Commercial insight from outside the sector applied to pricing and reporting

• Financial accountability strengthened across the business

"Within 24 weeks, she was contributing at management team level, much earlier than I expected. The impact has been outstanding." - Debra Cairns.

Business Outcome:

Debra could focus on leading the business again instead of firefighting finance gaps. The finance function now provides structure, control, and commercial confidence: enabling Net Defence to pursue growth opportunities with clarity.

"I can focus on leading the business again. That clarity has made a real difference." - Debra Cairns.

"I've developed more in this role than I expected. The opportunity has been incredibly positive.- Julie Harrison.

What We Did

Point 1

Defined the Real Requirement - We worked with the Managing Director to understand what the finance gap was costing the business and built the brief around commercial impact, not just job title.

Point 2

Targeted the Right Profile, Not the Obvious One - Instead of defaulting to senior corporate candidates, we identified a hands-on Finance Manager with 15 years’ experience and strong commercial instinct, capable of embedding into a 25-person leadership team.

Point 3

Achieved Measurable Results Quickly - Within 12 weeks, debtor days reduced from 90+ to under 60 and financial control strengthened. Within 24 weeks, the new Finance Manager was contributing at leadership level.

Unlike transactional recruiters who prioritise speed over fit, Paul Card Recruitment treated this as a business consultancy project first, and a recruitment brief second.

The result: one shortlist, one offer, one transformational hire.

For Net Defence, the value was in both the outcome and the process.

This was a seamless experience. You didn't just send CVs. You understood us and delivered exactly what we needed.

What started as a high-risk vacancy became one of Net Defence's strongest leadership appointments. Through a close partnership with Paul Card Recruitment, we secured the leadership capability needed to support long-term growth and financial stability.

Debra Cairns

Managing Director