The Resilient Recruiter Recruitment Coach Mark Whitby

Every successful recruiter will tell you success is born out of the grind, not the glory. Mastering the grind is the key to unlocking growth. Whether building a robust network, honing communication, or leveraging technology, recruiters must navigate the ups and downs with resilience and determination.
 
Today’s episode explores how recruiters can embrace the grind and build successful businesses with a special guest, Matt Ballema. Matt is the founder of Pioneer Search Group. With a track record of consistently surpassing the million-dollar revenue mark for the past three years, Matt brings over two decades of executive search experience. He specializes in material handling automation space and has placed professionals at all levels, from general manager, president, and COO to sales reps and engineers all over North America.
Tune in to gain insights on elevating your firm to unprecedented success. Matt's insights will inspire and enlighten you whether you're a seasoned recruiter seeking to optimize your operations or an aspiring entrepreneur looking to carve a niche in the industry.
Episode Outline And Highlights [02:19] How Matt got into the executive search business space 
[04:13] When Matt started the Pioneer Search Group
[10:40] The difference between burning out and embracing the grid 
[18:34] What it means to work hard and be consistent as a recruiter 
[20:03] Three important metrics to track in a recruitment business 
[25:24] Key tools to adapt to stay with the times and leverage technology
[35:07] How to stay relevant as an executive recruiter in the digital environment 
[39:10] How to create an in-house team structure for building your database 
[42:58] The rainmaker model and how it works in a recruitment firm 
[48:23] Leveling up your team and scaling back direct workload Vs retiring 
[50:58] How recruiters make people multimillionaires, changed lives and family trees 
[54:47] How recruiters can harness fear as motivation rather than a detour
[01:02:04] The mindset of successful recruiter and thinking of the long game 
  How Recruiters Can Navigate the Grind and Scale Their Recruitment Firm During our discussion, Matt and I discussed his recruitment strategies at Pioneer Search Group, which has been instrumental in building and scaling the firm. Pioneer Search Group specializes in executive search within material handling, power generation, and oil and gas industries across North America, placing top talent in various roles, from sales and sales management to director and VP/C positions. 
 
Matt outlined six essential steps crucial for recruiters looking to establish or expand their executive search firm:
 
Entrepreneurship grind: Matt emphasizes the importance of embracing the search business grind mentality, regardless of the revenue goal. Whether it's a million dollars or $250,000,. It doesn’t matter; you must be willing to grind and embrace the grind to achieve.
 
Alignment: Before embarking on becoming an executive recruiter or starting a search firm, Matt highlighted the necessity of ensuring alignment with one's partner, as the pursuit can be very demanding.
 
Hard work and consistency: Hard work and consistency are the hallmarks of a successful recruiter. Recruitment is an activity-based business, and Matt encourages recruiters to focus on data analytics, planning, and tracking metrics.
 
Build your database: According to Matt, as a recruiter, diligently working on and growing your database is the foundation for turning leads into lead generation, both on the candidate and client sides.
 
Stay relevant: From a marketing perspective, Matt advised recruiters to brand and package their services effectively, leverage team efforts, technology, and persistence to maximize engagement and seize opportunities.
 
Turn fear into motivation: In the placement world, there are many things that recruiters have no cont

Scaling a recruitment firm to 10x growth in a challenging market demands a strategic approach focused on innovation, adaptability, and talent development. All of which Tom has mastered and has been able to 10x his firm's growth over the past decade. Tom scaled Fraser Dove International from 5 employees to a workforce of 50 employees spread across two offices in the UK, one in Switzerland, and another in the US. 
 
In this episode, we discuss strategies for success and capitalizing on new opportunities in the recruitment industry with a special guest, Thomas Dove. As the co-founder and CEO of Fraser Dove International, a leading global search firm and talent consultancy specializing in Life Sciences, Tom brings a wealth of experience to the table. He started his recruitment career in the early 2000s in a large, corporate, multinational environment and transitioned into the global executive search world before starting his own recruitment firm.
 
Tune in to gain invaluable insights from Tom on achieving exponential growth and staying ahead of the curve in an ever-changing market.  Whether leveraging innovation, promoting adaptability, or investing in talent development, Tom provides valuable perspectives to help recruitment firms thrive amidst evolving challenges and emerging opportunities.
 
Episode Outline And Highlights [02:38] How Tom got into the recruiting space
[04:52] What it takes to start and 10x a recruitment firm 
[09:42] How to refine your roles in a partnership for scale 
[11:50] How to unpack your job and hire people with the potential to grow
[20:33] Ways recruiters can stop being the bottleneck in their businesses 
[24:38] Tips on how to drive high-performance standards hands-off 
[26:42] How recruiters can create processes and pathways for excellence 
[34:15] How to play to people's strength in a challenging market 
[37:10] Practical steps to becoming a great recruiter in a tough market 
[41:27] How to generate your production at a high level while developing others 
[49:11] The 360 business development for turning candidates into client 
[52:28] What OKRs are and how to use them within a recruiting business 
[01:04:04] How to develop a unique language and integrate it into a business culture 
How Recruiters Can Unpack Their Job and Find More Opportunities During our conversation, Tom and I discussed Fraser Dove's remarkable growth, expanding globally by 10x over the past decade. Tom describes how refining his and his partners' roles and constantly reevaluating their jobs has been pivotal in unlocking new opportunities and perspectives. He emphasized the importance of periodically stepping back, assessing tasks, and delegating effectively. For Tom, recognizing when he's overwhelmed with tasks outside his core focus signifies an opportunity to recalibrate priorities, leading to the discovery of fresh avenues for growth and innovation.
 
Tom also shed light on their thought process and hiring approach at Fraser Dove. Over the past decade, they've reviewed and refined job descriptions a notable 15 times, two times a year, when onboarding new leaders. They adopt a dual hiring strategy, defining immediate roles while envisioning how these positions will evolve over the following 12 to 24 months. This forward-thinking technique ensures alignment between organizational needs and individual aspirations, fostering a dynamic and adaptable workforce.
 
As a scaling company, Fraser Dove understands the importance of articulating its mission and vision to potential hires, positioning itself as an employer of choice within the competitive executive search landscape. Tom underscored the importance of communicating career trajectories and growth opportunities to prospective employees, as this distinguishes recruiters as visionary employers. This approach attracts top-tier talent and serves as a guiding principle for recruiters and leaders within the organi

Growing a recruitment business to 7 or 8-figure portfolio companies might be much simpler than you think. Few firm owners achieve this, but Aaron Opalewski stands as an example of this entrepreneurial success. He co-founded his first staffing company at just 24 and has nurtured his second venture into a portfolio of seven staffing companies across various industries. Remarkably, three companies consistently make 8-figure revenues, while one of them, Spark Packaging, hit 7-figures within its first year.
 
In this episode, we discuss invaluable insights on how recruiters can fortify their businesses for growth with a special guest, Aaron Opalewski.  Aaron is the CEO and founder of Spark Talent Acquisition, a company he launched in 2013 at the age of 29. He is also a partner in two other companies outside of staffing and holds investments in the food and beverage industry. 
 
Join us as we explore strategies for structuring businesses, optimizing operations, boosting gross profit, delegating tasks, nurturing client relationships, and building successful partnerships. Tune in for a wealth of wisdom and actionable advice from Aaron's journey of entrepreneurial triumph.
Episode Outline And Highlights [02:38] How Aaron got into the recruiting space
[03:59] What it takes to start and launch a staffing company 
[08:00] The keys to a successful business partnership 
[09:54] How delegation and promotion have helped Spark Talent excel 
[15:18] How to structure a recruiting company for lifetime customer value 
[24:33] Tips on how to nurture clients and maintain good relationships
[30:10] How the contract and direct side of a recruiting business works 
[32:35] Why GP is the most important metric for growth 
[38:06] How to identify target companies for merger and acquisition 
[41:27] How to get alignments and nurture clients on social media 
[44:57] How mergers work in improving GP to over the million dollars range
[48:25] Growth loops and profit strategy to level up business operations
[57:15] What is the difference between recurring and contract revenue flow
 
How Recruiters Can Structure Their Firms for Lifetime Value   
During our conversation, Aaron and I discussed Spark Talent and how he has steered it into a thriving portfolio comprising seven staffing companies across different sectors over the past decade. Aaron shares that everyone assumes the role of recruiters within his business. As the founder, he personally interviews prospective team members, positioning himself as the primary recruiter across all his ventures. He emphasized the importance of this role, asserting that as a business owner, one must take charge of internal recruitment, honing recruitment skills as diligently as serving clients.  Aaron firmly believes that sourcing and nurturing the right talent through extensive training, coaching, and support makes success almost inevitable. He stressed that while failures may occur in other aspects, assembling the right team and fostering their growth ensures a solid foundation for success.
 
Discussing the organizational structure, Aaron outlined the various roles within their teams and business setup, which include recruiters, account managers, business developers, internal and external apps teams, and portfolio managers overseeing the seven companies. Aaron underscored that recruiting forms the cornerstone of their operations, extending to every area of their business, even extending to the front-end relationship with business development personnel. However, in the early stages, Aaron recalled a time when salespeople juggled multiple roles, from accounting to business development and recruitment. However, he acknowledged that this approach diluted the customer experience and diminished lifetime value, prompting them to restructure and specialize roles for optimal efficiency and client customers' lifetime value.
Nurturing Client and Building Longterm Rel

Do you need help building lasting relationships with candidates after placement? Scaling a recruitment business and manually nurturing relationships can be overwhelming, leaving little room for other essential tasks. But what if there is a way to automate this process?
 
To answer this question, we discuss how recruiters can automate their recruiting process, workflow, and campaigns with a special guest, Manan Shah. Manan is a Co-founder at Recruiterflow. He has scaled Recruiterflow to a 50-person team working remotely while staying profitable from day one. Manan has a long history of building software businesses and a wealth of knowledge on recruitment technology, artificial intelligence (AI), and automation.
 
Tune in and get invaluable recruiting and sales tactics, philosophies, and tools for building teams and relationships for scale. This is an opportunity to revolutionize your recruiting process, build relationships with a large pool of top candidates, and create a funnel of repeat customers. 
Episode Outline And Highlights [02:27] How Manan transitioned from engineering to running software companies
[09:59] 3 strategies for building teams for scale and lasting growth
[12:21] Five values and attitudes to interview for when hiring  
[18:40] How to scale a recruitment agency with non-sales people
[21:45] 3 steps to help your sales team develop the skills to be successful
[27:03] How to optimize your workflow and process with automation
[28:33] Two critical tools for recruiters to drive sales and relationships
[32:30] How to automate your candidate nurture campaign sequence 
[41:57] Two tactics every recruiting business should leverage to deliver value upfront
[45:58] How to build a consistent MPC process for your recruitment business  
[52:11] How recruiter can make it easier to build market maps 
[55:34] Three key metrics recruiters need to track to increase their revenue
5 Essential Strategies for Building High-Performing Recruitment Teams  
Manan and I discussed his secrets to success at Recruiterflow, and he shared five essentials for building teams in a growing recruitment business.
 
Keep a close eye on your resources: Manan emphasized the importance of managing resources closely, especially in the early stages when resources are limited. As a recruiter, you have to consider your resources when making decisions.
Hire for attitude rather than altitude: The right people can learn a lot on a job, but if they don’t have that inherent curiosity and empathy for the customers and their colleagues, they can’t grow with the company and become great contributors.  
Growth environment:  Manan stressed the importance of creating an environment where employees can learn, grow, innovate, and make mistakes freely, emphasizing the symbiotic relationship between individual and company growth. It’s a journey that is rewarding for them and the company as well. 
 Hire experimental, high initiative, and high agency people: Manan advocated hiring individuals with a proactive and decisive mindset, capable of taking ownership of problems and finding solutions across teams. Additionally, he highlighted the importance of recruiting individuals who actively seek feedback, as it’s a vital component of continuous improvement.
Lastly, Manan highlighted the importance of cultivating a culture where individuals can disagree constructively but remain fully committed to executing decisions once they're made, ensuring unified progress towards common goals.
 
 These strategies serve as a roadmap for recruiters seeking to build resilient and agile teams capable of thriving in a rapidly evolving industry landscape.
 
The Power of Nurturing Candidate Relationships  
Manan highlights two primary motivations that drive hiring managers to enlist the help of recruitment agencies. Firstly, time is often a critical factor. Many hiring managers face the urgent need

Are you a solo recruiter curious about achieving extraordinary billing figures with just a handful of daily conversations? Meet Craig, a solo recruiter who's been smashing records. For the last 3 consecutive years, he’s billed over $1.25m as a solo recruiter, reaching a career milestone of $1.5m in 2023, which was a down year for many recruiters.
In today’s episode, we explore how solo recruiters can level up their recruitment game with conversations even when times are tough with a returning guest, Craig Picken. Craig is the co-founder and Managing Partner for Northstar Group, a boutique executive search firm based in Wilmington, NC.  
 
Tune in and get invaluable insights from Craig's unique approach that challenges the norms and redefines what's possible for solo recruiters in today's competitive landscape. His ability to navigate the complexities of talent acquisition is truly remarkable. Whether you're a seasoned recruiter or just starting out in the industry, this episode offers actionable tips to enhance your recruitment conversations and propel your career to new heights. 
 
Episode Outline And Highlights [03:47] The conversations that contributed to Mike’s 1.5m billing record 
[06:37] What qualifies the right conversations and people
[10:03] Two tools for tracking recruitment conversation 
[14:42] How to ring the phone and create “spontaneous conversations.”
[20:11] How to position yourself for the long game and value “not transactions.”
[27:53] Non-negotiables for success when partnering with a client 
[34:50] How to avoid burnout: Solo recruiters' physical and mental self-care tips 
[42:14] What solo recruiters can do to level up to $3-400k recruiters
[48:35] Craig’s philosophy of content creation and tactics for writing
[54:54] How podcasting can drive conversations and position you as an expert
[57:26] Strategies to building a 10K people email list for your podcast
[58:44] How to do outbound calls and the volume of calls to puts out there
[01:01:08] What solo recruiters need to do today to be successful tomorrow
5 Steps to Level Up Your Recruitment Business Craig and I discussed his recruitment strategies at Northstar Group company, a boutique executive search firm based in Wilmington, NC, that focuses on recruiting senior-level leadership, sales, and operations executives for some of the most prominent companies in the aviation and aerospace industry. Craig’s clients include well-known aircraft OEMs, aircraft operators, leasing / financial organizations, and Maintenance / Repair / Overhaul (MRO) providers. With a track record spanning over a decade, Craig has personally concluded hundreds of successful executive-level searches across a variety of disciplines.
Craig outlined five essential steps for recruiters looking to elevate their game:
 
Invest in Yourself: Craig emphasized the importance of self-investment, urging recruiters to spend some money, go to conferences, engage in level-up conversations, and continuously seek opportunities for personal and professional growth.
Follow the Right People: Recognizing the challenges of talent acquisition, Craig advised recruiters to connect with industry leaders to enhance their credibility and reputation as go-to experts. Following the right people will help you become a destination of choice. 
Know who you are working with: Success in recruitment, according to Craig, hinges on understanding your clients, delivering value, nurturing relationships, and adopting a long-term perspective.
Choose Your Battles Wisely: Drawing from his experience and insights from the Naval Top Gun program, Craig shares a valuable lesson: “If you can’t win the fight, don’t fight. Go away and come back. Live to fight another day,” which is a great philosophy in recruiting.
Differentiate yourself: Craig encouraged solo recruiters to carve out their unique identity and differentiate themselves

 Are you looking for innovative ways to elevate your recruitment firm's brand and solidify its presence in the industry? Podcasting might be the game-changer you haven’t tapped into yet.
 
In today's episode, we explore the powerful impact podcasting can have as a branding tool in the competitive recruitment industry. Our guest, Mike Richards, CEO & Founder of The Treasury Recruitment Company and host of the successful Treasury Career Corner podcast, shares his journey and provides a blueprint for podcasting to strengthen your brand's reach, authority, and engagement. 
 
Tune in for actionable tips, inspiring success stories, and strategic insights on effectively utilizing podcasting to highlight your recruitment brand and deepen your connection with your audience. Whether you’re new to podcasting or looking to refine your approach, this episode is packed with valuable takeaways to help your recruitment firm stand out.
 
Episode Outline And Highlights  
[01:51] Mike’s background and what he does in the finance recruiting 
[02:56] How Mike got into the recruitment space
[04:31] Mike's highs and lows as a founder in the treasury recruiting space since 2002
[07:20] 3 Lessons Mike has learned from over 20 years of building a resilient business 
[09:40] Measures Mike has in place to ensure he doesn’t put his business at risk by overspending when he is doing well. 
[11:26] Mike’s settlement period and how he makes sure he gets paid without ruffling too many feathers 
[15:03] Policies to encourage prompt payment within the guaranteed period 
[17:55] How much Mike has implemented from Profits First book
[20:28] When Mike started the Global Salary Survey, they systemized it and how it works
[24:45] How Mike uses Global Salary Survey for marketing purposes
[28:48] How data empowers the provision of market insights and intelligence to your clients
[29:43] What inspired Mike to launch his podcast and the keys to his success
[34:29] Mike's podcast strategy and how his podcast has spanned off to other opportunities
[43:42] How Mike manages the cashflow issues and the cost of running his podcast events
[47:28] What Mike is doing in marketing that is working well for his company 
[49:33] Mike's techniques for leveraging social media for his business 
[53:46] Marketing engine: Getting in front of people who are interested in your offer
 
Drivers of Success For Your Recruitment Business Mike and I discussed his recruitment company, Treasury Recruitment Company, which is a truly global treasury recruitment firm established in 2002. It specializes in global treasury recruitment and supports both permanent and interim assignments, giving its clients greater flexibility and choice. The company boasts a track record of successfully placing candidates at all levels, from corporate treasury to analysts and directors and across various sectors from multinationals to consultancies.
 
During our discussion, Mike shares three invaluable lessons gleaned from over two decades in the recruitment industry, each contributing to the resilience and success of his business. 
 
Firstly, he emphasized the importance of prudent cash flow management. Mike highlighted the tendency of many recruitment firms to overlook the economics of their spending when they are doing well, leading to potential pitfalls such as imprudent trips, expansion, or investments.
 
Secondly, he underscored the necessity of closely looking at and monitoring your finances, income, and expenses and ensuring the fuel gauges are topped up for smooth operations. 
 
Lastly, Mike stressed the interconnectedness of these lessons, emphasizing that financial health is the lifeblood of any business and that careful attention to cash flow, income, and expenditure is fundamental to long-term success.
The Role of Podcasting in Recruitment Branding  
Using podcasting to grow your recruitment business revo