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If you want to make more (and better) placements, you owe it to yourself to study “Performance-based Hiring.” The creator of Performance-based Hiring is Lou Adler, and I’m excited to have him on the podcast to learn from his four decades of recruitment experience. In our interview, you will hear Lou’s philosophy on figuring out the “performance obj…
 
There are significant advantages to being known as the premium brand in your market. For one, you can charge higher fees than your competitors. Secondly, your job as a recruiter is more fulfilling because you’re focused on delivering exceptional client and candidate experiences. Rob Bowerman is President and Executive Recruiter at The Bowerman Grou…
 
Last time Paul Taaffe came on the podcast, we heard how this former CFO has enjoyed extraordinary success running a boutique search firm. He revealed how he managed to bill €4,000,000 in revenue with a small team. Nearly two years later, Paul is back for his second appearance on the show. You’ll hear fascinating insights on how to gain an advantage…
 
Want to attract inbound client leads and convert them into engaged search assignments, where the client pays part of the fee up front? Then you’ll love my interview with Skip Freeman, founder of Smart Buildings Talent. Skip shared that he’s currently working on 13 engaged searches simultaneously at 25% fees. Of those 13 searches, 12 of them were in…
 
“For those out there that are starting a firm or for those recruiters out there thinking about starting a firm… when people really will look at the mirror and understand what their capabilities are, and where there are gaps and they work on that, they will then become a better leader.” I am very much looking forward to sharing this episode with you…
 
Are you putting up with companies who aren’t your ideal clients? Does the thought of asking for a retainer or increasing your rates scare the hell out of you? Do you have a mind block to being more specialized or refocusing on a niche that’s truly aligned with the direction you want to take your recruitment business? In this interview, my special g…
 
An ironic fact about the recruitment industry is that we have a very high attrition rate and so much churn, which can often translate into a massive drain on profit and can be an impediment to growth. My special guest, Mark Skinner, shares how they set up a work culture which has led to their recruitment team having an average tenure of more than e…
 
Are you concerned about what is going to happen when the current growth in the recruitment industry starts to slow down? While the recruitment industry is still enjoying the momentum from 2021, propelling it forward through Q1 and most likely Q2 too, it remains a cyclical industry. Sooner or later, economic growth and hiring will decelerate. In thi…
 
Have you ever dreamed of starting and scaling up a recruitment business to the point that you could achieve a successful exit? If so, you’re going to love my interview with James Caan, who joins us for his second time on the show. In this episode, James walks us through how to successfully launch, scale, and exit your business. His insights are bac…
 
I am always fascinated by hearing how recruitment business owners navigate their journeys through difficulties to grow their practices. That’s why I am very much delighted to share this episode with you on how my special guest, Doug Baird focused on four strategic pillars to successfully grow his small contract recruitment firm into a leading consu…
 
“Leaving people in the situation where all their major needs are met. For us, that is what a truly employee-centric model is. It is putting our people’s needs first so that they are at their best, and in turn they will make sure that the service they are providing to our clients and candidates is also at its best.” This is how my special guest, Sai…
 
Best results come from the best talents, and the best talents can be found in the best places to work. How do you make your recruitment company a top place to work? My guest, David Cathey, reveals their standards and practices that made his firm, Unity Search Group, amongst the Dallas Business Journal’s Best Places to Work for three years running. …
 
Many recruiters claim to provide excellent customer service. Certainly, nobody sets out with the goal of delivering bad service. But is customer satisfaction built into your recruitment process, and most importantly do you actually measure it? My podcast guest, Nick Eaves, is the Chief Customer Officer of Stanton House. As his job title suggests, c…
 
How resilient is your recruitment business? What will you do the next time there’s a financial crisis, like we experienced in 2020? In this interview, my guest Lauren Stiebing describes the experience of her pipeline evaporating in March 2020. She goes on to reveal how she used that setback as an opportunity to create new service offerings that com…
 
Recruiters everywhere are experiencing a surge in demand for quality candidates combined with an increasing quest for diversity and inclusion. Traditional approaches and outdated processes are proving inadequate to meet these challenges. Consequently, many recruitment firms are failing to capitalize on the huge potential for growth. My next guest, …
 
Would you like to generate an average revenue increase of 30% per year? In this interview, Simon La Fosse shares how La Fosse Associates has achieved this every year for the past 15 years. When Simon founded La Fosse Associates, his focus was on creating a values-led company and treating people well – including team members and customers. He firmly…
 
Are you ready to progress from contingency to retained recruitment services but aren’t sure how to pitch it? It is often a lack of confidence in what truly differentiates your brand – and the value you can deliver – that keeps recruitment business owners trapped in a position of earning less than they deserve. As the COO of i-intro, James O’Brien h…
 
Want to grow your recruitment business more rapidly? In today’s podcast, you’ll hear the remarkable story of how Ben Broughton managed to grow his start-up, Primis, to 21 staff members and revenue of £1.1 million in just five months. Primis specialises in recruitment in the field of technology and serves the UK and US market with a vision to expand…
 
Looking back on the past two years, how would you summarize the impact that Covid-19 had on your business? For most companies, this was a devastating time and an even worse period for the individuals who worked in these firms. It was no different for the team at Cubed Talent Management, but they opted to turn the cards into their favour and can now…
 
Imagine starting your own recruitment business with zero experience in recruitment and only 10 days later the world comes to a standstill with 9/11. This is how the story of Mark Brown, co-founder and director of Worldwide Recruitment Solutions (WRS) started. However, this wasn’t the last obstacle in his way. Their niche field was financial institu…
 
Many founders dream of selling their business one day. In this interview, you’ll hear from someone who’s actually done it. Since launching his firm, Taylor Hopkinson, in April 2009, Tom Hopkinson has grown the business to almost 100 employees and revenue of £50,000,000 – a 60% increase over the previous year! However, the biggest news is that in De…
 
Whether you’re a recruitment agency owner who wants to scale, or a recruiter looking to progress their career, you will benefit from listening to my informative and entertaining discussion with Dandan Zhu. Dandan is the Founder and CEO of DG Recruit, established in 2018 to connect top-billers within agency recruitment with top recruitment firms. As…
 
In this interview, my special guest Craig Paisley shares his secrets to billing close to 7-figures as a solo recruiter. He finished the year on $950,000 to be exact. How was he able to accomplish this amazing feat? There were several factors, of course, but Craig believes that the biggest key to his success was his tech stack. In this episode, Crai…
 
A highly successful career in a large recruitment agency does not always translate to becoming a successful business owner. As challenging as it can be running a desk, the challenges are multiplied when running a business. As my special guest Amanda Brandenberg explains, you suddenly find yourself wearing “42 different hats.” Yet in spite of those …
 
In this episode, you will hear how Susie Farrell built a really successful executive search firm under challenging circumstances. This podcast is called The Resilient Recruiter for a reason -- the path to success is often paved with adversity. This was certainly the case for Susie. You will hear her share the story of why her first attempt to launc…
 
What is the secret to billing $28,000,000 in 14 years, including $12,800,000 in personal production? If your goal is to become a top biller or billing manager, you’re going to love my interview with Michael Pietrack. Michael was recommended to me on five separate occasions by previous podcast guests, so I made it my mission to get him on the show. …
 
One of the biggest problems in our industry is the high level of staff turnover and attrition. This can have negative implications on profits, branding, and continuity of service. How do you overcome this? Neil Dickins, the founder of Intellectual Capital Resources, shares how they have achieved excellent employee engagement and retention for the l…
 
If you’ve ever wondered what’s involved in running an international recruiting firm and placing people all over the world, here’s your chance to find out. You’ll enjoy listening to my interview with Abigail Stevens, founder of Think Global Recruitment, who has 25 years of experience assisting accounting and finance professionals to not only change …
 
This email instantly got my attention: “Since listening to your podcast, I’ve had an exponential increase in my billings numbers. The past 64 days, I’ve billed $286,550. I just wanted you to know that your podcasts add value, and have been life changing from a commissions perspective for me.” Usually I interview recruitment business owners. But bas…
 
Diversity and Inclusion is a hot topic in recruitment right now, and for good reason. We’ve reached a “tipping point” (to borrow a term coined by Malcolm Gladwell) where most companies and organizations are embracing diversity and understand the benefits of a diverse workforce. Which means that we recruiters have an opportunity to play a pivotal ro…
 
If you’re an ambitious recruitment company director looking to scale your business, then you’ll definitely want to listen to my interview with entrepreneur Steve Beckitt. In this conversation, Steve revealed how he was able to grow his recruitment technology business to 63 employees in just three and a half years. At the same time, they have create…
 
I am proud and excited to share with you the 100th episode of the Resilient Recruiter Podcast! I would like to thank you for listening and following my show, for all the fantastic reviews which I really appreciate. I am humbled by how much people seem to love this show and I don’t take your support for granted - it motivates me to provide really mo…
 
If you want to accelerate your recruitment agency growth, there are two key challenges you absolutely must solve. First, how to attract and recruit the right people. Secondly, how to develop your people into great billers. Consistently achieving both of these objectives will translate into better talent retention and faster business growth. Of cour…
 
As agency recruiters, we are often required to collaborate with multiple stakeholders including hiring managers, HR and Talent Acquisition. This can be incredibly challenging and frustrating - especially when there’s a lack of cooperation or a breakdown in communication. To facilitate an efficient and successful recruitment process, we must find a …
 
Imagine if instead of placing one person at a time, you were able to recruit a whole team and enjoy correspondingly bigger deal values. I always thought team moves were rare opportunities that you might come across once in a blue moon - if you’re lucky. That was until I met my special guest Harlan Friedman. Harlan has developed a process for “lift …
 
Exploring new markets can be really exciting especially if you’re considering international expansion. But as much as opening offices in a new territory can present big potential for growth, it can also present an enormous amount of challenges. That is what my special guest, Rob Green, will be sharing in this episode. Rob has built recruitment team…
 
For a lot of recruitment business owners, going to the next level and scaling their business can present unexpected challenges. But no matter how difficult you’re finding it to grow your recruitment business, I hope today’s episode will inspire you to never give up! My special guest, Edward Chamberlain, shared that by far his biggest challenge was …
 
If you want your clients to work with you on a retained basis, you need a strong value proposition and an effective sales process. In this episode, my special guest, Chris Schoettelkotte, gives a masterclass on selling retained search, including how he developed his unique value proposition. He shares how he transitioned his firm from contingent se…
 
If you enjoy listening to the Resilient Recruiter podcast, I have a special treat for you. In this episode, I am collaborating with fellow podcaster, Hishem Azzouz, host of the Recruitment Mentors podcast. Between us, Hishem and I have interviewed hundreds of recruitment business owners. We decided to compare notes and discuss the key factors that …
 
When you started in your recruitment career, how long did you visualize yourself doing this for? Many recruiters get into this profession because of the earning potential but don’t necessarily see recruiting as a long-term career. There’s no question that recruitment is challenging. The failure rate among rookie recruiters is high and many experien…
 
Starting a recruitment business isn’t easy. Scaling a recruitment business is even harder, as evidenced by the fact that 73% of recruitment companies never grow beyond 10 employees. Selling a recruitment business is rare indeed -- according to BDO there are only 20-40 M&A deals done per year in the UK recruitment sector. Accomplishing all of this i…
 
One of the common factors that fast-growing recruitment companies share is that they invest in their people. To attract great recruiters, maximize their performance and retain them as pillars upon which you can build your business, you need a solid career development program in place including excellent training and development. What does a world-c…
 
Is it really possible to work less and make more? It seems counter-intuitive and the majority of big billers I know advocate the “hustle and grind” approach. But what if you could work smarter rather than harder? My special guest, Michelle Parchman, has been doing this for years - billing half a million dollars per annum by working 2 to 3 hours a d…
 
Business acquisitions can be a hassle and can present a lot of challenges - especially when it comes to the integration of management, culture, and way of working. My special guest, Ross Eades, believes that as challenging as it may be, strategic acquisitions can effectively lead your business to phenomenal growth! Hear his experience and approach …
 
Want to accelerate growth and increase your recruitment business profits? According to Nathan Callaghan, it’s about hiring the right people and creating a culture where they can thrive. Nathan is Managing Director at Futureheads Recruitment - an award winning recruitment company based in London with a team of 30. They have been awarded Great Place …
 
From changing people’s lives to creating positive social and economic impact, a career in recruitment can be a truly fulfilling experience. Despite the best intentions, you may still face the frustration of being perceived as a salesperson who is just after the fee, rather than what is the best for your candidate and your client. How do you change …
 
A successful recruiter’s mindset is not focused on closing a deal but rather on opening relationships. Indeed, recruiting is a relationship business and that is why my special guest, Jodi Kulek Mayer believes that this is the number one key to her longevity in the business. In this episode, Jodi will share how she builds relationships and how it le…
 
I love hearing success stories, don’t you? I’m especially fascinated by fast-growing recruitment companies. Alex Zoboli and Matt Nichols have a track record of successfully building teams and creating rapid growth. In our conversation, you will hear them share the success factors that enabled them to grow a recruitment business from 50 to 200 staff…
 
Recruitment is one of the most difficult sales jobs because we are placing human beings and not just products. Building a high-performing sales team is challenging, yet critical to growing a successful recruitment business. How do you hire recruiters who can sell - or at least who have the potential? How do you create a culture of high sales perfor…
 
What are the benefits of producing a podcast, a video series and an annual salary survey? To many recruiters that sounds like a lot of work. Is it really worth all the effort? My special guest, Sean Rigsby, believes that the combination of inbound marketing strategies position you as the ‘go to’ recruiter in your space. The salary survey, for examp…
 
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