The Resilient Recruiter

Recruitment Coach Mark Whitby
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The Resilient Recruiter

Join "the Recruitment Coach" Mark Whitby as he and his guests unpack the secrets of what it takes to be a profitable and long-lived professional in the recruitment industry.

  1. 5 NGÀY TRƯỚC

    Why Values and Connection Built Our Remote Recruitment Success, with Hugh Pocock

    Hugh has zero background in recruiting but extensive experience in agriculture. How did he leverage his industry knowledge and establish a recruitment firm that rapidly grew in five years?   You will most certainly enjoy learning about his mindset, strategies, and how he overcame several roadblocks when he founded Cultura Connect, a company specializing in recruitment within the agriculture, food, and forestry sectors.   Since its inception, the business has experienced rapid growth. They’re now a team of 13 with extensive knowledge and experience in agriculture and related fields.   Hugh is passionate about nurturing and developing talent in the agricultural, food, and forestry industries, leveraging his experience and unique insight into the challenges of building effective teams.   Episode Outline and Highlights   [02:11] Hugh’s background in the agricultural industry and recruitment. [11:30] Key stages in building Cultura Connect. [20:15] Overcoming the challenges of building your internal team. [26:58] Roadblocks and solutions that Hugh and his team have encountered in a remote setup. [38:42] Taking time to overcome other challenges in a new recruitment business. [44:41] Discussion on Cashflow Metrics and KPIs. [48:31] Hugh’s absolute keys to success. [51:48] Minimum standards that Hugh looks for members of his team. [54:28] Branding and marketing strategies.   Industry Knowledge is a Key Differentiator in Niche Recruitment   Hugh's story shows how deep industry expertise can become a recruitment agency's strongest differentiator. His agricultural background became a powerful business advantage, enabling Cultura Connect's rapid growth. His background in agriculture and tech became a critical differentiator in successfully bridging the gap between agricultural expertise and talent acquisition.    Focusing on his strengths and leveraging his background gave him the following advantages:   Niche credibility due to his agriculture experience. Accurate candidate assessments. Extensive network. A clear understanding of his client’s needs. Understanding of innovation and upcoming trends (ex. AgriTech).   Leveraging your field background and experience as a recruiter can be an invaluable key factor in your success when launching your recruitment business.   Choosing the Right People is the Main Key to Success   What Hugh and his business partner have accomplished in the past 5 years is phenomenal. Since its inception, the business has experienced rapid growth with now a team of 13! When I asked him to summarize his absolute key factors to success, he mentioned:    “Getting the right people, people that really understand the industry. That's allowed us to be seen as the Agricultural specialist, the forestry specialist, food specialist. Because we've got that team of individuals, all those individuals are passionate about that. They're passionate about doing a good job, they're committed and I guess ultimately they fit with our culture. So people will be one of the key things for us.”   Ironically, building an internal team can be challenging for recruitment business owners. Hiring the wrong person can reduce growth, profit, and cash flow. Hugh focuses on minimum brand values when identifying someone who will be part of their team. Some of these are:   Passion for the Industry Compassion Resilience Team Orientation Integrity Proactivity Quality over Quantity   These values highlight Hugh's emphasis on creating a team that is not only skilled but also aligned with Cultura Connect's cultural and ethical requirements.   Best Practices in Remote Team Management   Hugh also shared pragmatic approaches to managing a remote team. Cultura Connect's approach to remote work is a great example of maintaining team performance and culture without a physical office. Their success stems from a deliberate balance of virtual and in-person connections. However, there are critical elements and cadences that are present: Team rhythm: 6-weekly in-person work sessions combined with weekly virtual meetings Quarterly activities: Structured team-building events (from hiking to canoeing) Strategic onboarding: Initial 3-4 days in-person with ongoing mentorship Flexible workspaces: Supporting team members who prefer occasional office settings The model enables growth while reducing overhead costs, demonstrating how remote-first can strengthen rather than compromise recruitment operations. Hugh Pocock Bio & Contact Info   Hugh Pocock is the Founding Director of a recruitment business, Cultura Connect - specializing in recruitment for agriculture, food, and forestry sectors. The business was founded in 2020, with his business partner Tom Marsh, where they have successfully combined Hugh’s 20+ years of experience in agribusiness with Tom’s 20+ years of experience in recruitment. The business has grown rapidly since its inception with the development of a team of recruitment experts with in-depth knowledge and experience in agriculture and related sectors.   Born and raised on his grandparent’s dairy farm in Shropshire, a passion for agriculture was formed from Hugh’s early years. Heavily involved in Holstein Young Breeders in his youth, then going on to graduate with a degree from Harper Adams, Hugh pursued a career in cattle genetics and gained over 15 years of experience in a variety of high-level commercial roles.  In 2016 Hugh signed a farm tenancy, with his wife and two children, on a 100% grass-based 150 acre farm near Whitchurch, Shropshire. Here they farm New Zealand Romney sheep, Polled Dorset Sheep and Wagyu cattle. Sustainability and working closely with nature is their farming philosophy, managing the farm with multiple environmental stewardship initiatives.  Hugh is passionate about nurturing and developing talent in the agricultural, food, and forestry industries, and having the opportunity to work with a multitude of businesses across these sectors gives him a unique insight into the challenges of building and retaining high-performing teams.   Hugh on LinkedIn Cultura Connect website link Cultura Connect on Instagram   People and Resources Mentioned    Matt Walsh on LinkedIn Tom Marsh on LinkedIn Overdue Invoices? Here’s How to Collect Your Placement Fee!   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    59 phút

  2. 3 THG 1

    From BD to Brand Development: How to Build a Sustainable Recruitment Business, with Jessica Hamilton

    Few people have established the credibility and connections that Jessica Hamilton has when it comes to recruiting in the financial crime space. Jess is the go-to recruiter in London for financial crime roles, with over a decade of experience partnering with clients to build out their teams. In our conversation, Jess shares the fascinating story of how a discussion in a pub first got her interested in specializing in financial crime recruitment. She went on to launch and build highly successful teams, first at Robert Walters, then Investigo where she led the top-performing financial services recruitment team globally. Recently, Jess took her career to the next level by launching her own firm, FincSelect, with business partner Ian Christie. Jess reveals the keys to her success, including focusing on being a trusted advisor, not just a transactional recruiter. Her "soft sell" marketing approach, sharing valuable insights and building real relationships, has made her the recruiter of choice in her market.   Episode Outline and Highlights   [02:24] How Jess got into recruiting marketing roles to Financial Crime. [07:16] Key factors in building the biggest billing desk in Investigo. [12:58] Discussion of Jess’s power phrases: “The placement is the prize, not the program” & “The art of the soft sell” [16:15] Becoming a credible thought leader through LinkedIn. [24:36] How panels and other platforms can help establish your expertise in your niche community. [32:09] Video phone calls and LinkedIn messaging to get a “larger surface of luck.” [40:28] Doing BD daily - Jess shares their best practice. [43:45] How to drive and use referrals from clients and candidates as a primary metric. [53:25] Navigating work-life integration by prioritizing and being task-focused.   Nuggets of Wisdom from Jess   Jess shared insightful perspectives on her recruitment cadence and approach in our conversation. Below are the power phrases she shared that I am sure will resonate well to recruiters and business owners, both new and tenured:    "The placement is the prize, not the program"   Jessica stresses the importance of focusing on long-term outcomes rather than immediate successes. In her experience, success in recruitment comes from investing time and effort into understanding the market deeply, building expertise, and creating value for clients beyond merely filling roles.    "The art of the soft sell":   Jessica highlights the effectiveness of positioning oneself as a knowledgeable consultant rather than a traditional recruiter. She builds trust and credibility by demonstrating expertise, being genuinely curious, and consistently engaging with the market (e.g., hosting events, having insightful conversations, and creating content on LinkedIn). This approach fosters a natural demand for her services, emphasizing the value of being seen as an advisor who shapes team structures and strategies.   Using Referral as a Metric to Drive Growth   Another interesting approach shared by Jess is how they use referrals as a primary metric. She has created a sustainable practice by prioritizing the quality of relationships that generate ongoing referrals. Some key strategies she shared for building a referral-based business are outlined below: Tracking all referral sources meticulously in your CRM Using brief, personal outreach messages focused on relationship-building Leveraging WhatsApp (desktop) for efficient communication management Building strategic partnerships with complementary businesses Always asking for referrals in every conversation Treating candidates and clients with equal importance Focus on authentic relationships over formal referral schemes "How can you decide if you're the best if no one's referring you?" This mindset has enabled Jessica to build a business where quality relationships drive consistent growth rather than relying solely on direct business development efforts.   Brand Development as the new “BD” in Recruitment One of the most important takeaways from Jessica's approach is how she redefines BD—not as "business development," but as "brand development." Instead of relying solely on the usual cold calls and sales tactics, Jessica has carved out a thriving niche by positioning herself as a thought leader in financial crime recruitment. Her strategy shows that by consistently building your personal and professional brand, you can create a steady flow of inbound opportunities.   Some strategies she implements are as follows: Posting consistently on LinkedIn (3x weekly) between 10 am-4 pm Tuesday-Friday Sponsoring strategic industry events as the sole recruitment partner  Building credibility through association with industry leaders (ex. International Compliance Association) Jessica Hamilton Bio and Contact Info  Jessica is pretty much synonymous with financial crime recruitment in London. She is the most well-known recruiter in her space and is seen as a thought leader and industry expert. She has featured in a book of financial crime compliance experts "Financial Crime Fighter - Book of Mentors", alongside many global heads of banks and industry. She speaks on industry panels and is the recruitment expert on the new ICA course for new MLROs. Jess has been recruiting for just over 10 years and created her first financial crime desk from scratch initially at Robert Walters in London, after meeting a girl in a pub who did financial crime (Jess thought the role sounded interesting) Jess then went onto replicate this at another global recruitment agency, based in London (Investigo) where within 2 years, she had built it to the top billing desk in financial services, globally.  It was at Investigo she met her business partner, Ian Christie.  After the birth of her first son, Ian approached Jess to start out on there own, and after returning from maternity leave the founded FincSelect in 2022.  Jessica on LinkedIn FincSelect website   People and Resources Mentioned Ian Christie on LinkedIn Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    1 giờ 1 phút

  3. 20/12/2024

    Why Video Content is No Longer Optional in Building a Successful Recruitment Brand, with Sunjay Vyas

    If there is one thing more certain in marketing and branding, it is this: Making videos is no longer optional for building a successful recruitment business brand. How do you overcome the common barriers, misconceptions, and complexities of creating effective video content? What are the proven ROI and benefits of doing so? In this episode, we are joined by Sunjay Vyas, an accomplished videographer, video podcast producer, and content creator based in the UK. He prides himself on producing compelling video content. Episode Outline and Highlights: [01:50] Sunjay’s story of starting in recruitment at age 16 and becoming a sourcer at 18. [09:27] Realizing his passion: What made Sunjay shift to a different role from recruitment?  [15:21] Three biggest misconceptions of recruitment business owners on video and audio content creation. [20:09] Overcoming the fear of creating videos for branding: building an audience. [28:22] Becoming an authority in your space by putting yourself out there. [31:51] Outsourcing, keeping it simple, and the importance of starting small and being consistent. [38:48] Generating inbound leads by constantly creating content. [40:08] Advanced content strategies and repurposing for those who already host their podcast. [44:25] Information about "Behind the Mic" community resource The Three Common Misconceptions or Barriers to Creating Video Content   Some recruitment business owners find creating videos or audio content difficult when building their brand. Sunjay and I agreed on the three most common misconceptions, and if you can relate to any of these, then you will enjoy this episode as we explain why the benefits and return on investment outweigh the barriers.   It’s Too Complicated or Overwhelming   Why It’s a Misconception:   Recruitment business owners often see video production as a technical, complex, and time-consuming process. Many start as solopreneurs already juggling multiple roles, making video creation feel like an enormous task.   Why It Shouldn’t Be:   Modern tools and platforms have simplified video production. With minimal equipment and basic editing software, creating professional-looking videos is accessible and manageable even for beginners. Starting small and scaling up can reduce overwhelm.   It’s Too Expensive with Unclear ROI   Why It’s a Misconception:   The cost of video production can seem prohibitive, especially if the return on investment (ROI) is uncertain. Business owners might struggle to see how content creation directly translates into revenue.   Why It Shouldn’t Be:   Video content builds brand visibility, trust, and long-term customer relationships, indirectly boosting sales and recruitment opportunities. Even low-cost content can yield significant returns through consistent engagement and brand presence.   Feeling Uncomfortable or Experiencing Imposter Syndrome   Why It’s a Misconception:   Though confident in conversations, recruitment business owners might feel uneasy in front of the camera. Self-doubt creeps in, raising fears of judgment, embarrassment, or not being perceived as valuable.   Why It Shouldn’t Be:   Authenticity resonates more than perfection. Audiences appreciate real, relatable content. Over time, regular practice helps overcome camera shyness and builds confidence, making the process more natural.   The Three ROIs of Video Content and Podcasting   The three benefits below, which can bring an exponential ROI to your recruitment business, counter the three common misconceptions about creating video content. Many of our previous guests, as well as many from our existing coaching community, have proven and shared these benefits. 1. Building an Audience Video content and podcasting allow businesses to reach a broader audience beyond one-on-one interactions. By sharing valuable insights online, companies can connect with potential clients and candidates they might never meet otherwise. Even if viewers or listeners don’t engage directly, the content can still impact their decisions, creating a ripple effect. Consistency is key—regularly publishing content builds trust, credibility, and a loyal following, transforming businesses from being the best-kept secret to a well-known industry authority.   2. Becoming an Authority in Your Space Creating content positions businesses as experts in their field. Companies can demonstrate expertise by sharing knowledge, insights, and solutions to industry challenges rather than just claiming it. This visibility helps potential clients associate the business with industry leadership and up-to-date insights. People trust brands that consistently showcase their know-how, making them the go-to resource when prospects need help or advice.   3. Generating Leads Podcasts and videos serve as powerful lead-generation tools. They create touchpoints that nurture relationships and keep businesses top-of-mind for potential clients. A well-executed content strategy can convert casual listeners or viewers into paying customers. Testimonials from businesses gaining clients through podcasts illustrate this, showing how content can be a direct revenue driver and a long-term business development asset. Best Practices and Tips Sunjay shared a few best practices and pragmatic approaches to creating content without adversely affecting your day-to-day schedule. Some of the core practices he discussed are: Create consistent content (start with one post per week) Share your daily recruitment expertise through video Build trust through regular video presence Scale your one-to-one conversations into content   Sunjay said, "People want to see you... when you see this person, you see them interacting with someone else on camera and you see the engagement, I think that builds trust quicker than anything else."  One of our success stories is our coaching community member Jodi, who went from refusing to do videos to winning new business through her video content and podcast. Her story demonstrates how video content can transform a recruitment business's lead generation strategy from constant outbound activity to attracting pre-qualified, inbound leads. Sunjay Vyas Bio and Contact Info  Sunjay Vyas is an accomplished videographer, video podcast producer, and content creator based in the UK. He prides himself on producing compelling video content. Whether he's hosting his own show or working with clients, Sunjay brings creativity and professionalism to every project. He is passionate about leveraging the power of video to tell impactful stories and engage audiences. In addition to video production, Sunjay has experience managing, recruiting, and training teams earlier in his career. He spent several years in recruitment across London and the Middle East, specializing in financial markets technology. Sunjay studied Exercise and Sports Science and holds qualifications in personal training and fitness coaching. Outside of work, he enjoys staying active and spending time with his family. With his dedication to creating compelling content, strong technical skills, ability to connect with audiences, and over a decade working in recruitment Sunjay is an asset and we are happy to have him on board. Visit my Amazon storefront at Anisha & Sunjay. Remember, these are affiliate links - you don't pay any extra, but Amazon sends me a few pennies for the referral.   Sunjay Vyas on LinkedIn Behind the Mic - LinkedIn newsletter and community founded by Sunjay and Anisha.   People and Resources Mentioned Jodi Mayer on LinkedIn Circle  James Clear - Atomic Habits   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    46 phút

  4. 16/12/2024

    How I Achieved Financial Freedom By Maximizing Recruitment's Best Times, with Brock Boyd

    "Work hardest when times are best, not worst" - this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that's survived three major market crashes. When Brock Boyd started his recruitment firm in 1998, he ran his business from his bedroom in a shared house, where suited colleagues would show up to work daily - sometimes while he was still sleeping from late-night prospecting.  Today, 25 years later, he's a member of the prestigious Pinnacle Society leading an international tech sales recruitment practice. Through multiple market cycles - from the dot-com crash to 2008's recession to today's tech slowdown - Brock has built Career Management Inc. (CMI) into a sustainable business while developing wealth-building principles that have given him true financial freedom. Episode Outline and Highlights: [01:49] How a friend needing a ride to a job fair led to recruitment. [04:27] Taking the entrepreneurial leap after just 11 months! [10:47] Recalling the early days: Cold calling from his bedroom while colleagues showed up in suits. [15:26] Discussion of peak performance periods: 1999-2000 and 2021-2022. [18:17] Focus on resilience: Surviving 2002 and the $63,000 bankruptcy challenge [24:22] "I work by far the hardest in the best of times" - Brock's contrarian business philosophy [27:47] Smart financial moves most recruiters miss: The "two boulders" theory [38:51] How to retire early as recruiters: The three key factors [54:56] Tech stack deep dive: What works in modern recruitment [1:03:19] Understanding market cycles: "It's like winter and spring will come" Building a Recession-Proof Tech Sales Recruitment Practice After being hired by a staffing firm, Brock launched his own business after only 11 months! He had a fascinating story of finding his way into permanent staffing without really having much of a background before starting his recruitment firm. From solo operator to leading an international team, Brock has built Career Management Inc. (CMI) into a sustainable practice over 25 years. Starting with just three clients in 1998, he strategically evolved from general sales to specialized tech sales recruitment. Here is his firm’s current structure: 3.5 full-desk recruiters (US-based) 2.5 candidate-focused recruiters International support team across Argentina, Colombia, Philippines, and India Support staff handling administrative and database work Below are the key success factors that helped his business thrive over the years, through multiple market cycles, including the dot-com crash, the 2008 recession, and the current tech slowdown, while growing sustainably through each recovery. Early specialization in tech sales (higher fees vs general sales) Lean operations during growth years Strategic investment in revenue-generating tools Counter-cyclical work approach: highest effort during boom markets Maintaining core tools during downturns while cutting non-essential costs Personal Finance & Wealth Building for Recruiters A topic that resonates well with me is how Brock gives value to personal finance and wealth building for people in the recruitment industry. Most successful recruiters earn exceptional income, yet struggle to build lasting wealth in the long term. Brock has been a great example of turning his recruitment earnings into true financial freedom through disciplined investing and smart money management. He shared his mindset and strategies on how he balances his investment strategy with different instruments and risks.  Below are some core best practices he shared on the topic of personal finance: Keep lifestyle expenses well below earnings, especially in good years Never invest more than 10% of total assets in any single investment Maintain substantial cash reserves to buy assets during downturns Focus on three key areas: work earnings, investment earnings, and lifestyle costs "The further below your earnings your lifestyle and spending are, the faster you're going to get to financial freedom. And the closer they are, or God forbid they're overlapped in the wrong direction, then the further away that is." This disciplined approach has helped Brock build sustainable wealth through multiple market cycles while many recruiters, despite high earnings, struggle with long-term financial security. “Working Hardest in the Best of Times” "Work hardest when times are best, not worst" - this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that's survived three major market crashes.  Brock’s work ethic revolves around maintaining resilience through challenging times while recognizing the role of external factors. Uniquely, Brock works hardest during prosperous times, moderately during stable periods, and least during downturns. He views this approach as a strategic response to the opportunity cost, focusing energy where returns are likely highest. This pragmatic mindset helps him stay balanced and focused despite industry fluctuations. Disclaimer: This podcast does not provide financial or tax advice; listeners are encouraged to consult a qualified professional for personalized guidance.   Brock Boyd Bio and Contact Info  Brock has served as President/Chief Executive Officer since founding Career Management, Inc. in April 1998. His aggressive pursuit of face time with the staffing industry’s leading experts led him to become the youngest member on the Board of the National Association of Personnel Services in 2001. To date, Brock has completed over 500 successful searches. In May of 2000, he was featured in the NAPS newsletter for his accomplishments and vision.    In addition, he received his CPC (Certified Personnel Consultant) designation in 2003. He has also produced and delivered seminars on interviewing skills (for candidates seeking positions as well as hiring managers). He has been hired to deliver sales training to multiple companies as well as consulting several companies on the process of building/hiring a sales organization from scratch.   Brock graduated from Old Dominion University where he was a NCAA Division I Collegiate Wrestler. He lives in Vienna, VA with his wife and son. Brock Boyd on LinkedIn  CMI (Career Management Inc) website  People and Resources Mentioned Bullhorn (ATS) LinkedIn Recruiter LinkedIn Sales Navigator Prospect Ladder  Lusha  ZoomInfo  Pinnacle Society  S&P 500 Index   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    1 giờ 4 phút

  5. 09/12/2024

    How to Win New Clients Using a Monthly Partnership Model, with Julia Arpag

    From being laid off at 5 weeks postpartum to generating nearly $700K in 14 months, Julia Arpag demonstrates how embracing change can lead to extraordinary success. After launching Aligned Recruitment, she developed a unique retainer model that transformed client relationships and created predictable revenue while building a remote team that serves clients internationally. Julia founded Aligned Recruitment, specializing in tech recruitment for small and medium-sized businesses. Join us as she shares her journey from unexpected layoffs to building a thriving recruitment practice.   Episode Outline and Highlights [01:28] Journey into recruitment through college admissions. [03:17] The layoff that sparked entrepreneurship - 5 weeks postpartum. [08:11] Starting the business part-time during maternity leave. [16:49] Developing a unique monthly retainer model. [21:02] Creating trust through a generous partnership approach. [25:10] Building and structuring a remote team. [30:34] International recruitment strategy and market focus. [39:41] Handholding new clients. [49:26] Detailed breakdown of successful sales campaigns.  [54:14] Running multiple lead generation campaigns. [57:15] Faith, family, and building with purpose.   Reimagining the Recruitment Business Model Julia developed a distinctive monthly retainer model that transformed how she partners with clients: "A lot of recruiters only charge fee-based. So they're like, wait, you want me to pay you before you've given me a hire? Like, that's psychotic... I want to be your go-to recruitment partner for the entirety of the existence of your business." Julia's retainer model in recruitment operates on a monthly subscription-like approach, charging clients based on the number of roles they need to fill rather than per placement. Here's how it works and its unique benefits: How the Retainer Model Works: Flat Monthly Fee: Clients pay a monthly retainer based on the estimated time and effort required to fill their roles. Per-Role Pricing: The fee scales with the number of roles, offering discounts for higher volumes (e.g., five or more roles). Flexible Engagement: Clients can start with a single role to test the service and then expand based on their hiring needs. Transparent Estimation: Julia provides upfront estimates for time-to-fill, often under-promising and over-delivering. This approach translates to unique relationships, repeat business, and client trust building as summarized below: Cost Efficiency: Clients avoid paying steep, one-time placement fees, even if multiple candidates are hired for a single role. Trust and Partnership: The model fosters long-term relationships, positioning Julia as an extension of the client’s team rather than a transactional vendor. Predictability: Fixed monthly costs provide budget certainty, even for complex or ongoing hiring needs. Comprehensive Support: This option is ideal for smaller businesses without in-house recruiting teams. It offers a "fractional recruiter" who handles all hiring needs without the risks of permanent staff. This model balances generosity with strategic value, prioritizing trust and repeat business over short-term gains.   Building a Systematic Sales Campaign Despite never closing a deal before launching her business, Julia developed a systematic sales approach that helped her reach nearly $700K in 14 months. She shares her exact process: Lead Research: "I have someone on Fiverr... charges me 10 bucks for 50 lead needs" with clear parameters: Companies with under 200 employees Currently hiring software engineers Contacts from C-suite and engineering leadership Multi-Channel Campaign: Step 1: Sends personalized Loom videos via email (using Apollo) Step 2: Runs a parallel Dripify connection-only campaign on LinkedIn Step 3: After connection acceptance, follow up with LinkedIn selfie videos "My theory is it's more personal... I think LinkedIn selfies are reminiscent of more personal messaging platforms where people feel like it's like their buddy Julia just dropping in to check in how their Tuesday's going." When running active campaigns, Julia commits to sending 20 personalized outreach videos daily or 100 per week. She also runs a separate automated Dripify messaging campaign targeting past client contacts, doubling down on what's working since many of her clients come from previous relationships. This systematic approach, combined with genuine relationship building, has helped her consistently win new business without traditional hard-selling techniques.   Remote Team Building and International Recruitment From solo founder to a team of four, Julia has built a remote-first practice that serves clients internationally. Starting with contract recruiters during her maternity leave, she strategically evolved her team structure based on business growth. Today, her team includes a Director of Talent Acquisition managing client delivery, an Operations Manager, and a Sourcer based in South Africa (hired through Remote First as EOR), all working virtually. "I employ them through an employer of record, an EOR. And I use Remote First... my entire team is remote. No one else is based here in Atlanta." This flexible team structure allows Julia to scale based on client needs while maintaining quality delivery through specialized roles - proving you can build a successful recruitment business without a traditional office-based team. Are you also interested in building a remote setup for your recruitment business?   Julia Arpag Bio and Contact Info Julia Arpag is the CEO & Founder of tech recruitment firm Aligned Recruitment. We've been in business since August 2023, are fully bootstrapped, have closed over $500k in new business, and are scaling fast.    We specialize in hiring for SMBs (10-200 employees) in the tech industry. We have clients in custom software development, platform management, real estate investment, and security hardware, to name a few.  I'm also a foster parent to two teen boys, a mom to two little boys, a wife, and a proud transplant to Atlanta from upstate NY. Julia on Linkedin Aligned Recruitment Website link People and Resources Mentioned Dripify LinkedIn Recruiter LinkedIn Sales Navigator Recruiter Flow (ATS/CRM) RemoFirst (EOR platform) Apollo Fiverr Loom   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn,  Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    59 phút

  6. 27/11/2024

    How I Won Retained Clients by Starting with Two-Week Trial Periods, with Maddie Loomis

    From working 90-hour weeks in tech recruitment to building a thriving healthcare practice that runs on 50 hours, Maddie Loomis discovered that sometimes doing less is the key to achieving more. After launching Advanced Scope, she specialized in orthopedics and sports medicine recruitment. She doubled her revenue by shifting from contingent to retained search and building the right team while working nearly half the hours. Maddie is the founder of Advanced Scope and the host of the Healthy Careers podcast. Join us as she shares her journey and the key decisions that transformed her business into what it is today.   Episode Outline and Highlights [01:58] From fundraising to recruitment - Maddie's unexpected path into healthcare recruiting [03:39] Why leave tech? Maddie’s decision to start Advanced Scope [03:52] Choosing healthcare and orthopedics specialization despite tech background [15:01] The game-changer: Moving from contingent to retained search [16:37] Innovative "dating period" approach to client relationships [27:39] Building the right team: Finding people who share your values [30:34] Unique co-working approach to testing team fit [35:56] Creating sustainability: Journey from 90 to 50-hour weeks [43:24] Leveraging the Healthy Careers podcast for business growth [45:23] Converting podcast guests into business relationships [47:21] Future vision: Creating a self-sufficient team How This Healthcare Recruiter Doubled Revenue with a Simple Shift in Business Model   When Maddie experienced the frustration of losing three months of work when a contingent client suddenly decided to hire internally, she knew something had to change. The reality of contingent recruiting meant competing with multiple agencies and often sending candidates to several practices to maximize placement chances.   "If I'm contingent working on your role, and I know that there's absolutely, you know, like a 15 to 20% chance that I'm filling this position, I'm going to type in where your practice is and look up every other practice within that region that I could send that candidate to."   Her solution? An innovative "dating period" approach that starts contingent on testing the relationship before transitioning to retained. This allows both parties to ensure fit while demonstrating the value of a committed partnership. The strategy proved transformative - doubling her income from year one to year two while improving client relationships and candidate experience.   When presenting retained partnerships, Maddie addresses common client frustrations with contingent recruitment head-on. She helps them understand that without mutual commitment, they're competing not just for candidates but with other opportunities their recruiter is pursuing. As she explains, "It's not about the money. I want you to show me that you're in this with me and that you actually want me to win."   The result? A more predictable business model, higher-quality client relationships, and the ability to focus deeply on fewer, more committed searches. Most importantly, it created the foundation for a sustainable business that serves both clients and candidates more effectively.   Building a Recruitment Business That Doesn't Depend on You    Working late nights and answering Slack messages on her wedding day wasn't what Maddie envisioned when starting her recruitment business. "I got to the point where it was like, okay, either I'm going to burn out and this is going to be short-lived, or I'm going to get the right people on the bus and give them the trust to do the things."   She realized that she had to hire the right team members for her business to be self-sustaining. Here are the key action points she took:   Created a unique "co-working" approach to test cultural fit before hiring Empowered team with up to 50% commission structure Built systems that allow people to run their own "mini-businesses" Reduced hours from 90 to 50 while doubling revenue Focused on being a visionary instead of doing everything herself   Today, her business thrives on trust, autonomy, and shared values rather than founder dependency. Do you envision your recruitment business to be the same?   Podcasting to Engage with Audience and Future Business Relationships   Madison effectively uses her podcast, "Healthy Careers," to engage with her audience and build business relationships. Here is a summary of how she is doing this:   Madison's podcast allows her to connect with her audience and potential clients on a personal level. She shares insights and experiences that give listeners a better understanding of her expertise and the market. By recording three to four podcasts a week, she ensures consistent engagement with her audience, providing valuable content and building rapport with listeners.   The podcast is a platform for developing long-term relationships with clients and partners. Through the podcast, Madison gets a feel for the market pulse, which helps in better conversations with clients. Madison's strategy of sending personalized gifts like engraved Yeti cups and gift cards to podcast guests fosters a sense of exclusivity and gratitude. This thoughtful gesture reinforces the relationship and keeps their brand top of mind. Business conversions may not be immediate, but the trust built over time through high-touch follow-ups and engaging content helps convert podcast guests into clients in the future.   Madison Loomis Bio and Contact Info   Maddie has a background in healthcare, finance, and technology as both a recruiter and HRBP. After 8 years in Corporate America, she set out to reshape the typical staffing approach. She is now the owner of Advanced Scope - a boutique search firm focused on permanent, direct hire for Orthopaedic & Sports Medicine private practices in hiring clinical and leadership positions.  Maddie on LinkedIn Maddie on Instagram Maddie on X Maddie on Youtube Healthy Careers Podcast Advanced Scope website Advanced Scope on Facebook   People and Resources Mentioned Wounded Warrior Project  Slack LinkedIn   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn  Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter   If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    49 phút

  7. 14/11/2024

    Systems That Scale: How To Grow From Solo Practice to Successful Team, with Amanda Brandenburg

    How do you prep your business to be growth-ready? What are the key factors you must consider when adapting your business model and processes and hiring the right people when building your business? What would be the biggest challenge when scaling your recruitment business?   We had Amanda Brandenburg as a guest three years ago to share her winning formula for growing her firm to $2M in three years. This time, you'll hear a realistic and relatable story of how Amanda has grown her practice from a small team of three to a growing team of six.   Amanda Brandenburg is the Founding Principal at OpusLex Partners, a legal recruiting boutique servicing law firms and corporate legal departments throughout the country. For over a decade, she was a top producer at two of the country’s largest legal staffing firms, where she provided interim solutions and direct-hire placements for law firms and corporations within the continental U.S.   Episode Outline and Highlights   [02:27] What is new for Amanda and her team in the last three years? [08:10] How OpusLex enhanced its business model to align with EOS. [16:30] What processes have been working well with Amanda’s team? [21:47] The practical applications of E-Myth. [27:54] Discussion on things that Amanda and her team are most proud of. [34:40] Learning to grow the team and hire the right people. [42:22] Effective collaboration tools and tech stack. [50:47] Why should working from home be balanced with working together physically? [53:07] Amanda shares what could be the biggest challenge when upscaling your team.   Systems and Process for Upscaling Your Recruitment Firm   Since we last had Amanda as a guest, she has doubled her team to six. She has adapted his business model to align with the EOS - Entrepreneurial Operating System for Businesses. She shared some of the highlights and changes in how she runs things differently. To adapt her business to EOS (Entrepreneurial Operating System), Amanda has been implementing several key changes:   Formalized Planning and Goal Setting: She’s following EOS's structured annual planning, setting a clear mission, vision, and values, and assigning "rocks" (specific goals) to both the company and individual team members. Shift from Traditional to Team-Based Roles: Amanda moved from a traditional "full desk" model (where each person handled all aspects of recruitment) to segmented roles. This structure now includes designated roles for business development, recruiting, sourcing, and administrative support, allowing each team member to specialize and master their area. Client Engagement and Differentiated Service: They established a high-touch approach to client relationships by requiring direct conversations with clients before working on any job order, enhancing service depth and client understanding. Enhanced Communication and Automation: Amanda addressed the complexity of coordinating multiple specialized roles by setting up communication workflows using tools like Monday.com and integrating them with Slack for task updates and real-time notifications, which minimized the risk of inefficiencies. Systematized Processes for Consistency: Amanda implemented process templates in Crelate for both candidate and job intake to ensure consistency and efficiency. This provides essential information gathered upfront, reducing repetitive follow-ups and training time for new hires.   These adjustments reflect Amanda’s commitment to EOS principles, enhancing her team's efficiency, communication, and service consistency as they scale.   Critical Elements When Hiring to Upscale Your Team   When growing your recruitment business, hiring the right person to fill critical roles can be challenging. Do you go for a full 360-degree or 180-degree model? I wanted to pick Amanda’s brain about her learnings as she started to hire and grow her team.    Amanda prioritizes understanding how a potential team member aligns with their values. “I think going back to those core values in terms of some of our core values, intellectual curiosity, earnestness, relationships first. And so really trying to stay quality over quantity, really trying to imbue those values throughout our hiring process.”   Rather than adhering to a rigid “full desk” model, she has implemented a flexible, team-based structure that allows employees to specialize and focus on specific roles, attracting diverse skill sets and reducing turnover by placing people where they can excel. Her model also enables creating specialized, replicable teams that can focus on distinct practice areas or client needs, such as intellectual property law or retained searches, allowing team members to build practices around their interests and expertise. Additionally, Amanda’s focus on transparent, day-to-day communication enhances team alignment, with updates to revenue and compensation models supporting this collaborative framework. She shared the tech stack they use to collaborate effectively and consistently.   What is the Biggest Challenge In Growing Your Recruitment Business?   What will be the biggest challenge if you set your business up for scale? For Amanda, “I think giving new ideas and systems time to work is challenging. And not having. Or you know, and also like giving myself some grace.”   Amanda’s greatest challenge in building her business is balancing the patience to allow new ideas and systems time to prove their effectiveness with the need to make strategic adjustments if things aren't working. She acknowledges that this uncertainty—knowing when to persist and when to pivot—can be especially difficult. To overcome this, we acknowledge the importance of resilience and an unwavering commitment to the long-term goal, alongside the willingness to assess whether issues stem from the process, the people involved, or just the natural time required for new initiatives to take hold. Cultivating patience and maintaining a mindset focused on progress over perfection are key practices she uses to navigate the uncertainty and keep pushing forward.   Amanda Brandenburg Bio and Contact Info   In 2018, Amanda founded OpusLex Partners to bring a hands-on, customized, and personalized approach back to legal recruiting. At OpusLex, which translates to “legal body of work,” our body of work includes finding the very best for every search.   Amanda is passionate about her work and enjoys the challenges and competitive nature of the business. When she’s not sourcing top legal talent for her clients, you can find her spending time with her husband, their three children, and two rescue dogs at home in Atlanta. She is a graduate of the University of Georgia.   Amanda on LinkedIn Opus Lex Partners website link Opus Lex on Facebook Opus Lex on Instagram   People and Resources Mentioned   Traction: Get A Grip On Your Business, by Gino Wickman Monday.com Crelate The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael Gerber Asana Zapier Leopard Solutions Ring Central Allan Fisher on LinkedIn   Related Podcast You Might Enjoy   TRR#108 The Winning Formula: How to Grow a Recruiting Firm to $2 Million in 3 Years   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    58 phút

  8. 06/11/2024

    How Niching Down Turned a Recruitment Business from Zero to 6-Figure Success, with Tyler Rossi

    Going smaller to go bigger might sound counter-intuitive, but this mindset helped Tyler Rossi transform his newly launched recruitment business from zero to $250k revenue!    In this episode, you will hear Tyler’s approach to niching down and the strategies that helped him win the majority of inbound clients and establish himself as one of the leading authorities in the metals and steel recruitment industry.   Tyler is the President of American Dream Search and Host of The Recruiter of Steel podcast. He's one of the top headhunters in America for sales talent in the Steel and Metals Industry.   Tyler's story is one of determination and success in the face of adversity, and I’m excited to dive into his experiences and insights today.   Episode Outline and Highlights   [01:55] How Tyler got into recruitment and why he chose metals as a niche. [08:07] Tyler’s story of resilience - getting laid off from a six-digit sales job while his wife was 32 weeks pregnant. [12:44] Difficulties of the first six months of a recruitment business and how niching down became a game-changer. [17:37] Getting the first client via LinkedIn Automation - Tyler shares his tech stack. [20:17] Turning it around from zero to $250k - discussion on business development. [23:53] How to establish yourself as the go-to authority in your niche. [30:57] Podcasting is an effective engagement tool to go above and beyond. [38:39] A creative way of using videos to promote your client and strengthen relationships. [43:55] Work and life integration: How many hours does Tyler work a day to take care of their daughter? [46:01] What is next for Tyler and American Dream Search?   Go Smaller to Go Bigger - Top Benefits of Niching Down to a Specific Industry   When Tyler attempted to broaden his scope as a sales recruiter - he felt overwhelmed and things did not work out. He recalled how he already established his network in the steel industry and decided to focus on this niche. It was indeed a game-changer for Tyler!    His conclusion is “The riches are in the niches!” He highlighted below benefits and how niching down worked for him:   Reduced Competition: By focusing on the steel industry, he reduced his competition from 26,000 recruiters in the US to only around five competitors in the same industry in his domain. Authority Building: It was easier for Tyler to add value to the industry and be an established figure in the steel industry through continuous sharing of content and podcasting. Higher Demand: Targeting a specialized industry can lead clients to view you as a high-value resource, as you bring industry-specific knowledge and connections. Even if you only place 10 candidates in a year with an average of $25k fee, you already have substantial revenue. Efficient Networking: Focusing on a niche simplifies networking efforts. Tyler concentrates on key decision-makers and candidates via targeted marketing and MPC.   How to Establish Yourself as the Go-To Expert in Your Niche   Tyler's reputation grew as he focused on the metal and steel sector, allowing him to generate trust and recognition in the metals industry. He started his podcast, The Recruiter of Steel, to bring added value to the industry. He also utilized LinkedIn by consistently posting content related to the industry which has gained traction, especially to decision-makers. Out of his 7000 connections, around 75% are in the metal and steel industry.   Consistency in these actions made Tyler a recognizable authority in his niche. As he shared, “As far as an ROI … I would say the majority of my business now, I would say is inbound. Most of it is coming inbound to me. I haven't run an MPC campaign in probably three, or four months because all of this is coming to me and I have enough business with it. It's because I've established myself as that authority. It's brought in multiple six figures for me just doing posting and just interacting on LinkedIn.”   Other Action Items That Turned Around His Business   The first six months of Tyler’s business brought in no revenue. However, he had a breakthrough that transformed it from zero to a $250k profit. That is niching down, and establishing himself as an authority. However, there are also other action items he shared that helped him, which I am sure a lot of listeners can relate to:   Full Commitment and Resilience: When Tyler was laid off, he committed entirely to his recruitment business, even though it took six months of effort without income to gain traction.   Mentorship and Continuous Learning: Seeking guidance, Tyler connected with Scott Tuttle, a successful recruiter who provided critical advice on areas like contract terms and marketing strategies. This mentorship helped Tyler refine his approach, close deals, and streamline his operations.   Effective Use of Technology: Tyler used a tailored tech stack, including LinkedIn automation through Skylead, Sales Navigator, Apollo for marketing, and Crelate for CRM management. These tools allowed him to be targeted and efficient in his outreach, helping him reach the right clients and candidates without resorting to mass emails.   Tyler Rossi Bio and Contact Info   Tyler Rossi is the President of American Dream Search and Host of the Let's Talk Talent podcast (now rebranded as The Recruiter of Steel podcast). He is one of the top headhunters in America for sales talent in the Steel/Metals Industry.   But it wasn't always this way.    For the longest time, Tyler put off going into business full-time. While he had his LLC on the side, Tyler never had the guts to go all in. He had the six-figure tech sales job and the job security and benefits that came with it.  He had the house, and the marriage, and his daughter was soon on the way.    Fast forward to September of 2023, Tyler was forced to take the leap of faith he was putting off for so long. He was abruptly laid off from his job. There was no warning, no severance…nothing.    Six-figure paycheck? Poof 💨    Oh, and his wife was 32 weeks pregnant 😳    That next Monday, he fired up his laptop and dove full-time into his recruiting business.    The first 6 months were brutal he made $0.    Rejection after rejection. Set back after set back.    But he never gave up.    Fast forward to now and Tyler has scaled American Dream Search to over 10 clients and has billed multiple six-figures in its first year. He has established himself as a premier recruiter in the Metals Industry and he's just getting started.   Tyler on LinkedIn American Dream Search website link The Recruiter of Steel podcast   People and Resources Mentioned   Scott Tuttle on LinkedIn Alec Borlin on LinkedIn Sarah Englade on LinkedIn   Related Podcast You Might Enjoy   TRR#230 How to Achieve Rapid Success in a New Recruitment Market TRR#232 How to Leverage Video Content to Boost Your Recruiting Business   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn,  Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter   If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

    49 phút
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Giới Thiệu

Join "the Recruitment Coach" Mark Whitby as he and his guests unpack the secrets of what it takes to be a profitable and long-lived professional in the recruitment industry.

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  • Nhà sáng tạo
    Recruitment Coach Mark Whitby
  • Năm hoạt động
    2019 - 2025
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    242
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    Sạch
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    © (c) Breakthrough Coaching Ltd T/A RecruitmentCoach.com. All rights reserved.
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    The Resilient Recruiter

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