58 episodes

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

The Mike Ames Recruitment Show Mike Ames

    • Business
    • 5.0 • 1 Rating

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

    Retained Search: how to sell & deliver it

    Retained Search: how to sell & deliver it

    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 delivering a retained service is very different to delivering on a contingent basis.
    I know of at least half a dozen recruiters who have won retained work but then tackled it like a contingent search with disastrous results.
    The results I refer to are an empty shortlist, a totally rejected shortlist and more blow-outs than is acceptable.
    So, we have invited two seasoned search consultancy owners onto the show: Lee DeSouza and Ward Hampton.
    Both are very successful search consultants in their own right as well as being company owners.
    We’ll be drawing on their experience to answer two simple questions: -
    ✅ How do you persuade people to buy a retained solution from you
    ✅ How is a retained service different from a contingent one.
    I cannot stress how important knowing these two things are.
    You need to win more retained work, but you also need to be successful in delivering it. 

    • 52 min
    Building a strong pipeline of business (so you sleep at nights)

    Building a strong pipeline of business (so you sleep at nights)

    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 manage your pipelines to fruition.
    If you feel you don’t have enough future visibility over your upcoming work, this episode is for you.
    I often talk about the three most important priorities in a business: profit, value and safety. Well, strong pipelines tick each of those boxes.
    Who wouldn’t want to go to sleep at night with all the comfort a soft duvet and a strong pipeline can give you? 

    • 32 min
    Working in the Middle and Far East

    Working in the Middle and Far East

    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 Justin’s journey from a marketing agency specialist to an agency owner with licences in the UAE, KSA, Hong Kong, and Singapore.
    He shares his story with us but that’s not why we’re asking him onto the show
    Justin has done two things I believe many people aspire to do: -
    ✅ Build a business in four foreign countries.
    ✅ Convert from a 360 to a Layered Recruitment model (with astounding effects)
    We ask him how he achieved these feats, the pitfalls he made along the way, and the things he would do differently a second time. 
    So, much to learn and so much to take away and use immediately.
    Some of you may have seen Justin on LinkedIn, he is an open, engaging, and very knowledgeable speaker and we’re looking forward to interviewing him.
    What question would you like to ask Justin?

    • 49 min
    The first thing you need to grow your business is a scalability mindset

    The first thing you need to grow your business is a scalability mindset

    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.
    This is the subject of this #MARShow: what is a Scalability Mentality, and how can you get one.
    A scalability mentality has 7 parts to it, and we’ll reveal all of them. I wonder how many of them you already have?
    Anyhoozle, just to get you started here are the first three: -
    ❶ A deep belief that your business is there to serve you, and not the other way around.
    ❷ You are as strategic as you are tactical (you need to be both).
    ❸ You feel no guilt for working “on” the business and taking time off for yourself.
    These are the easy ones but there are others you need to know about.
    Adopt a scalability mentality and I believe it’s harder NOT to scale than it is to scale.
    The thing I am most proud of achieving with my clients is changing them from a recruiters who own a business, to a business owners who just happen to do recruitment.
    There is a world of difference between the two, and I want you to be the latter. 

    • 31 min
    The Secrets of Apex Client Care

    The Secrets of Apex Client Care

    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 they get from their suppliers.

    This breeds a thing called “perceived indifference” (you do care but your clients think you don’t because of your actions).

    In turn, perceived indifference often leads to clients giving vacancies to other agencies leaving you out of pocket.

    In this episode of the hashtag#MARShow we’ll be explaining what real client care consists of, if you want to be your client’s natural first choice agency.

    This is called Apex Client Care and it’s how I made most of my money in recruitment.

    We’ll explore the following: -

    💥 The research around this fascinating topic.

    💥 How to grade your clients.

    💥 How you build strong business relationships.

    💥 How to get more vacancies than your competition.

    💥 How to make sure your team are properly looking after their clients.

    💥 How to get more exclusive or retained work from existing clients.

    💥 How to move up the chain and get bigger roles from them.

    A lot to cover but then again, it’s a very important part of your business.

    I’ll leave you with this. My first business went from zero to £5m turnover in 5 years. In the next 5 years we went from £5m to £40m.

    That growth was down to Strategic BD combined with Apex Client Care.

    Can you afford to miss this one?
    -- THE SUMMIT --
    To find out more about the Summit click here - https://www.recruitmentpioneers.com/summits --
    GET IN TOUCH --
    ▹Flair Homepage:- http://www.recruitmentpioneers.com
    ▹LinkedIn:-
    Mike: https://uk.linkedin.com/in/mspames   Kirsty: https://www.linkedin.com/in/kirstyames/ 

    • 50 min
    How to use commission schemes to boost your profits

    How to use commission schemes to boost your profits

    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 payments are one of the most important motivators for recruiters so you have to get it right.
    And that’s where Carl comes in.
    He’s forgotten more about commission schemes than I ever knew!
    We’ll be exploring such things as: -
    ✅ What the most popular schemes are these days
    ✅ Thresholds and accelerators
    ✅ Paying on GP or Contribution
    ✅ The most and least popular schemes at the moment for 360s and layered models
    ✅ What percentage of the GP should you be paying.
    If you employ recruiters (or plan to anytime soon) this show is for you.
     

    • 32 min

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