Aimed at owners of small and micro recruitment firms who want to scale their businesses. You can see the range of topics we cover - all aimed at making it easier for you to create a business that gives you the income, freedom and wealth you seek. Check out the live show every other Thursday at 12:30 on LinkedIn and YouTube. To learn more about our summits go to - https://www.recruitmentpioneers.com/summits
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Why small companies find it hard so hard to change
47:53
47:53
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Whether you want to change to scale up, become more profitable, win more new clients or attract better employees there are four obstacles you ALWAYS have to overcome. We see it all the time. The owner of a recruitment company is keen to develop their firm but it just doesn’t happen. Or it does for a bit, then it peters out and they go back to solel…
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What's new in Recruitment from Across the Pond
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They say that what happens in the USA is bound to happen here shortly afterwards. So what is happening in the US recruitment world? If you’d like to know, please tune into our final episode of the Mike Ames Recruitment Show before the summer break. I have leading American recruitment industry podcaster Benjamin Mena on the show to spill the beans. …
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Podcasting for recruiters (and how it can help win clients)
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Podcasting is everywhere, but have you ever wondered why people bother, and how they make theirs popular in their community. Well, wonder no more because we have Rob Tyson as our guest on the #MARShow this week. Rob is a respected search consultant but also happens to host the number one podcast in the mining sector. He shares with us the following…
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Retained Search: how to sell & deliver it
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So many people have already, or would very much like to, switch across to a retained recruitment model. But it isn’t as easy as it sounds. Sure, the reward is obvious: a massive boost in profits because you convert more vacancies into revenue, usually on higher fees. But there are two problems: how do you persuade people to go retained and deliveri…
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Building a strong pipeline of business (so you sleep at nights)
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Part of running a successful business is to have a pipeline of potential business stretching into the future, which is easier said than done! But that’s what we’ll be discussing in this #MARShow. These are the things we’ll be covering: - ❶ The difference between Relationship and Revenue pipelines. ❷ How to keep your pipelines topped up. ❸ How to ma…
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I love talking to successful people especially if they’ve achieved things I have not. As they say, “If you’re the most successful person in the room… … you’re in the wrong room” because you’ll be the teacher, not the pupil. On thi #MARShow we are privileged to have Justin McGuire founder and CEO of MCG Talent. It's worth just tuning in to hear Just…
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The first thing you need to grow your business is a scalability mindset
31:24
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Most recruitment companies fail to scale for the same reason. The owner has a recruiter mentality rather than a scalability mentality. If you own a recruitment company (even if you are a solopreneur), and you have a recruiter mentality you’re pushing water uphill. Step one on your journey to scale is to adopt and nurture a scalability mentality. Th…
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Client care is one of those topics very much misunderstood by some recruiters. It is NOT the act of getting vacancies off clients. The actual definition is the opposite – client care is what you do with clients when they have no vacancies for you. Research around client care overwhelmingly points to many clients not being happy with the attention t…
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How to use commission schemes to boost your profits
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Get your commission scheme wrong and you’ll either make less money or attract less top talent. Get it right and it can boost your profits. But what options do you have, and what are the popular schemes out there these days? Our guest on the MARShow is Carl Jones, founder and CEO of Konquest and an expert on commission schemes. Obviously, commission…
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It’s widely accepted that when it comes to recruitment the less you focus on, the more money you make. In other words, you have to niche up. But how do you do this? Well, that’s the theme of our next show. We’ll be looking at: - 💥 The Pros and cons of operating a niche. 💥 How you select your niche. 💥 How you build your niche. 💥 The best way to prom…
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Get more emails into your target recipient's inbox
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32:15
If you use an automailer from your CRM system or a product like Mailchimp, many of your emails won’t hit the recipients inbox. Worse still, your current email policies may unwittingly be making the situation worse. This is because the ESPs (email service providers) and ISPs (internet service providers) are desperately trying to reduce the amount of…
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One of the big debates in recruitment right now is 360 or Layered. They both have their pros and cons, question is, which is best for you? Well in this episode of the hashtag#MARShow we will aim to shine the torch in all the dark corners of both models. In the red corner will be Max Learmonth a keen supporter of the 360 approach. In the blue corner…
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How I trebled my profits with 20% less staff
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Would you like to hear how the owner of a recruitment company trebled his profits but reduced his headcount by 20%? He’d been running his firm for 20 years but then made the decision to convert to a Factory model. And that’s when things began to change. He opted for a blended fulfilment function that was part 360 and part layered, and it operates l…
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We know that teams that stay together longer become more productive and so more profitable. But how do you do this? Simple, by becoming a sticky employer. This makes it easy for you to attract, retain and motivate the right people. In this edition of the hashtag#MARShow we will be exploring exactly how you do this. The key factors we’ll discuss are…
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What characteristics make a great recruiters (and how can you tell)
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What makes a great recruiter and how can you discover whether the person you’re interviewing is one or not? That’s the theme of today'sMike Ames Recruitment Show. Over the years I’ve employed well over 100 recruiters and estimate I’ve interviewed over 1000. I’ve learned some very hard lessons along the way (some cost me a lot of money). But I belie…
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If the gods decreed all the possessions I'd gathered over the years were to be taken off me, except for one thing it would be this. My network, because with that intact I could get all my other assets back over time. That's the power of a strong network - it makes it easier and quicker to get things done. The problem is, the concept of modern netwo…
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How to attract and retain the best recruiters
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Would you like to know what you have to do to recruit and retain the best recruitment talent out there? If so, check this out. Lysha Holmes (www.linkedin.com/in/lyshaholmesr2r) is our guest on this week’s show. She is a skilled and experienced rec-to-rec professional who has many years’ experience of recruiting recruiters. On the show we focus on d…
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5 Time Management Tips for Busy Recruiters
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One of the biggest complaints I get from recruitment leaders is “I don’t have enough time to do everything”. If this is you, this show is for you. In the fast-paced world of recruitment, time is our most valuable asset, but the modern world conspires against us. Countless emails flooding your inbox, a never-ending to-do list, firefighting, BD, clie…
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How to value and sell your recruitment company
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When you run a recruitment firm the dream is to sell it but, how likely is this to happen and how much will it be worth? In this episode of the #MARShow we will answer both questions. We’ll also share the characteristics of recruitment companies that are particularly attractive to potential buyers. Well, when I say “we” I mean our special guest, Ca…
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How to build and monetise a business network
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33:22
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This is for anybody who hates attending networking events or feels they don’t get very much from them. The good news is they are optional. A Real Network is a group of people who are willing and able to help you in your personal, and professional lives. Real Networking is the act of building and maintaining that network. But why bother? Because get…
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CASE STUDY: MBO and running a rec firm without commission
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Ever considered an MBO as either an exit strategy, or as a way of taking over the firm from your boss one day? Well, our next guest is Alan Shave who several years ago, successfully completed an MBO with his colleagues. The process of a MBO is more complicated than many believe and is fraught with danger on both sides. But Alan and his team steered…
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Probably the most common obstacle to growing a recruitment company right now is a lack of suitable candidates. Just imagine how much more money you could make if you could find more talent and then place them (the easy part). In this #MARShow our guest is marketing expert, James Whitelock who specialises in marketing techniques to attract candidate…
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AIDA – most powerful sales/marketing technique ever
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Imagine you had a magic wand that instantly made you better at sales pitches, calls, emails, presentations, proposals et al. There is, and it’s called AIDA. AIDA is a simple technique you can use when you want somebody (who doesn’t know you very well) to do something you want. Hence, it’s brilliant in all things sales and marketing. Anytime you hav…
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Tactical and Strategic BD for recruiters (and why you need both).
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Recruiters, did you know there are two kinds of BD: strategic and tactical. You need both, they’re very different and most recruiters only do tactical. This show is on this subject but let me quickly explain the difference between the two. TACTICAL BD Is either, “giz a job” or “I’ve got this great candidate…” by message or phone. In other words vac…
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Quick website changes that increase sales
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47:48
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Websites are like food processors, everybody has one, but few of us really know how to use them fully. Yet, learning just a few tricks can deliver some great results. In this episode of the #MARShow we’re delighted to welcome Rob Garner, a seasoned expert in optimizing websites. We'll be sharing free or low-cost changes that can bring in more candi…
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5 ways to make your recruitment company more scalable
30:46
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Whether you’re a solo recruiter with ambition or have hit that 3 or 4 employee mark and got stuck, you may be wondering how you can scale up. Scaling a recruitment business is soooooo much more than just adding staff and turnover. If that’s all you do, there’s a very good chance your company will lose its shape as it grows. That means one or more o…
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How to build a Profitable Recruitment Team
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Having seen many highly profitable recruitment companies the majority have one really big thing in common. They have stable, empowered, motivated and highly equipped teams. “Get outta here Sherlock”, I hear you cry. Obvious, yes, but since most recruitment companies aren’t highly profitable, it’s clearly hard to do. There are several factors involv…
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If you’re a solopreneur recruiter or own a small recruitment firm and want to break the link between the hours you work and what you earn then this show is important. Virtual teams are a great way to grow your business without committing to permanent staff, plus you can now hire people anywhere on the planet. But this approach does come with some r…
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For some years now, the only people who did cold calls were the ones that liked doing it or were forced into it. The market was good, active clients were feeding in new vacancies, email marketing was working OK and LinkedIn was also very productive. But two things have happened to change that: - ❶ the market tightened up ❷ AI started generating a l…
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We all want to improve our profitability and one way to do this is build offshore people into your team, but how do you do this successfully? Well, that’s the topic of our next Mike Ames Recruitment Show: offshoring for beginners. It’s also for those who’ve tried it, and it didn’t work out. On this, we’ll be exploring the reasons offshore projects …
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How ditching 360s can gain you profit & an easier life
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360 recruiters have been the mainstay of the industry for years, but things are changing now because as a model it’s unreliable. How can this be? I hear you cry. Well, 80%+ of the recruitment companies out there have less than 10 staff, growth is clearly a problem. Good 360s are hard to find, hard to make yourself and hard to keep. And if they go, …
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Lessons from exiting an 8 figure recruitment business with Wendy Merricks
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Every now and then you meet somebody who achieves great things but think themselves ordinary. Wendy Merricks is one such person. This is her story. A story that just culminated in the successful sale of her business to an investment company. Wendy has more recruitment experience than anybody I know, including me! She worked for Software Knowledge, …
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What 35 Years in the Recruitment Business Teaches You
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Not having a noticeable fear of failure and 35 years doing the same thing, teaches you an awful lot. Well, it’s time to share the best bits. Quite frankly, I’ve learnt more by working closely with over 100 recruitment company owners than I did building and selling my own two recruitment firms. One thing I have learnt is that recruitment is easy but…
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How to max-out the recruitment fees you get from a client
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Picture this. You’re discussing terms with a new prospect. They want as much as possible for as little as possible. You want retained and a good fee. Even though you’re damned good at what you do, that often isn’t enough to win the deal on your terms. Bummer! Well, our guest on the Mike Ames Recruitment Show has a blemish-free record of getting wha…
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AI & Recruitment 2024 - Best Practice & The Next Big Thing
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45:56
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12 months ago, The recruitment world changed utterly and forever – CHATGPT launched and incited an arms race. Where it will all end up is still to be seen, but in just one year, the world has witnessed a surge in AI-driven services, particularly in recruitment. ATS & CRM systems have integrated AI into many of their services. (or at least their mar…
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Buying Styles – the secret to successful selling
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Did you know that all of us have a way we prefer to buy things, and if suppliers sell to us in that way, they will be more successful? It’s called our Buying Style. Knowing how to spot, and then sell to a person’s buying style, is a bit like cheating, and will give you a massive competitor advantage. It makes sense when you think about it. We’re al…
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Case study: growing an international multi-million pound recruitment business
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Over 80% of recruiters never bill more than £1m a year, so those who do must have a secret growth sauce. Like to know what it is? Our next guest on the #MARShow is Roheel Ahmad, founder and MD of Forsyth Barnes. Started 8 years ago, they are now an international perm business with a turnover of £20m. Roheel will be talking about his journey and the…
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Writing job adverts that attract more great candidates
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Everybody has to write job ads from time to time, some more than others, but could they be better? Well, the stakes are high because we know great ads attract better candidates. We also know that everybody’s attention span has diminished so it’s increasingly hard to attract attention. Question: has your attention span diminished over the last few y…
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7 ways recruiters can boost revenues without lifting costs
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Growing your revenues is easy, right? Hire more people and they will do more business. But there’s a problem. 82% of recruitment companies have less than 10 staff and half of those are solopreneurs. In other words, if growth was as easy as hiring people, a lot more recruitment firms would have more than 10 staff. There are several reasons for this,…
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If you presented your offering to 100 people all at once, approximately 5 would be open to a pitch, 50 would blank you, and 45 would be like, “maybe but not now”. These are called the “Forgotten 45%”, and they hold potentially 9 times the revenue you get from those ready to buy right now. YES, A POTENTIAL 900% LEAP IN YOUR REVENUES! Maybe they don’…
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How to use webinars to reach decision makers
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Everybody is looking for a silver bullet that will speed up winning high value clients. There is one, but most people ignore it. Or, they know what it is, but dismiss it out of hand for a range of reasons (none of them are valid). In this #MARShow we will be covering this very powerful BD tool – webinars. See what I mean – your instant reaction was…
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How to SAFELY win retained and exclusive roles
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Statistically you only place 1 in 5 contingent roles you work. For retained its closer to 98% and here’s how you convert to be retained. But first a warning. If you’ve been used to working contingent or even exclusive roles, making the jump to retained carries risks with it. In this week’s #MARShow we have a double whammy. Backdoor Barry Cullen wil…
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A proven system to win new clients in a recession
39:29
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Winning clients hasn’t been a big problem recently, but it will be if the recession bites hard. Vacancy scraping and speccing candidates won’t be as effective, so what can you do? That’s the theme of this week’s Mike Ames Recruitment Show – a proven system to win new clients in a recession. Here’s a run down of what we cover: - ✅ Why vacancy scrapi…
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How to win clients with video (not what you think)
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Like it or not video is here to stay and many have dabbled with it in one form or another. But few have really made it work as an effective sales tool to win new clients, except for one person I know. Jacob Ireson uses video to great effect as a potent sales tool and he’s on the Mike Ames Recruitment Show to share all his secrets. He uses videos to…
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How to create and monetise an online community
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47:41
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You’d have to live in a cave to not be aware of how powerful building an online community can be, especially for recruiters. A tribe of people who have opted to join your WhatsApp, Facebook, Mighty or Six Circles group. They post, comment and help other members where they can. Each time you engage with your members another layer is added to the rel…
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MARS: Secret sauce that makes a recruitment company successful
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There are a lot of recruitment companies in the UK – over 30k in fact. But, why are some successful and others not? Wouldn’t it be great if we could have a discussion around this with somebody who speaks to 100s of recruitment company owners? Somebody who knows the “secret sauce” that makes one company succeed whilst others around it fail. Well, no…
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MARS: Recruiters - Get more high quality candidates
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Probably the most common obstacle to growing a recruitment company right now is a lack of suitable candidates. Just imagine how much more money you could make if you could find more talent and then place them (the easy part). In this #MARShow our guest is marketing expert, James Whitelock who specialises in marketing techniques to attract candidate…
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MARS: Why small companies find it hard so hard to change
47:47
47:47
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Whether you want to change to scale up, become more profitable, win more new clients or attract better employees there are four obstacles you ALWAYS have to overcome. We see it all the time. The owner of a recruitment company is keen to develop their firm but it just doesn’t happen. Or it does for a bit, then it peters out and they go back to solel…
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Todays episode handles one of the great rivalries in modern business. Marketing vs Sales. We talk about Mikes hypocracy on the subject (always fun) and we dig into how you should really look to support your business development with marketing. There's some tips on where to start, but great advice for anyone with a functioning marketing and sales te…
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Virtual Assistants can take on a surprising number of tasks from you, leaving you free to do more of what makes you a success as a Recruitment leader. Today we talk with two small business owners, Lee De Souza and Martyn Coton, on how they get value from virtual assistants. Filled with ideas and tips, it's a great listen.…
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