The Resilient Recruiter

This episode is not only special but also exceptional! We will not only be hearing from one or two guests, but you will also hear a panel interview featuring three special guests. Join me in this conversation with Joe Rice, Annie Colabella, and Matt Walsh. If these names ring a bell, it's because all three have graced our podcast as guests before and are esteemed members of the Pinnacle Society.   You will hear our discussions that will reveal the DNA of a million-dollar biller and key strategies that have contributed to their success, emphasizing the significance of delegation, consistency, and surrounding oneself with high-performing individuals.   Episode Outline and Highlights   [03:10] Panelists introduction. [09:15] The DNA of a Million-Dollar Biller. [23:13] Practices and activities that will level up your team’s performance. [35:00] Investing in marketing while growing your business.  [43:10] Andrea’s advice on how to increase your billings over time. [49:06] Why do you do what you do? - the WHYs of top billers. [55:30] Best practices on business development.   The DNA of a Million-Dollar Biller   Our panelists are Pinnacle Society members because they are industry leaders. Each of them was invited to this podcast and they did not fail to share their thought processes that made them million-dollar billers. In the webinar, they discussed crucial success factors that many aspiring recruiters and owners of recruitment businesses can glean valuable insights from. I asked them this question: What are two or three specific things you would attribute your success to that enable you to consistently produce at that level?   Matt shared key elements: the power of delegation and strategies in growing his team. He invested in his marketing and hired marketing persons early on in the growth of his boutique firm. The other thing is he was able to set up his business so that the billers are only focused on the things that are revenue generating while a lot of the administration - the sourcing, and the scheduling of interviews is done for them.   Joe also revealed what makes him and his team great: accountability, resilience, the right mindset, and always looking for ways to improve. He told the story of how they were humbled in 2020 and why it is important to keep on going. Joe believes that leveraging technology can be a game-changer in maximizing productivity and revenue. He also shared the tech stack they are using in their business process.   Annie on the other hand, revealed that knowing when to say no is critical to business success. “Saying no to opportunities and walking away from searches when you know that they're impossible to fill or the client is just being unreasonable in terms of what they're looking for, or if they're just searches where you're up against multiple agencies.” She then shared innovative approaches to creative fee structures to give more options to their clients.  Overall, you will find that their solution-oriented mindset is what makes them successful.   Business Development Best Practices   In this webinar, a lot of viewers were throwing questions related to business development and what specific tactics each of the panelists was using. It does make sense to ask that question, after all, business development strategies contribute greatly to client engagement and revenue. Our panelists generously shared what they do.    For Annie, old-school MPC (most placeable candidate) marketing has been a reliable strategy. On top of cold calls and emails, they embed video instructions for the candidates. What differentiates them is how they present their MPCs to the market. This is how Annie puts it, “Basically, in the industry that I'm in, there are new fund launches and funds that are raising assets and just, you know, mindfully tracking them, knowing that they may have new headcount due to new assets under management. “   Matt elaborated on their “three-bucket” strategy: using inbound leads, MPC marketing, and leveraging references. On the references part, Matt said something that I am sure will resonate with most recruiters and business owners: “I feel like recruiters so often like, oh, I don't want to do references and that's just such a time waste and they should be doing the references. But there is so much gold there. I mean, think about it. You are talking to the person who reports to the person you're trying to place like it's gold. Were they good, or were they better? Who else do you know? And then so references and BD through recruiting are the ones in the middle for the now, it's so cool and that's one of the strategies we're using I love it Fantastic BD through recruiting.”   Joe then shares their “two-purpose approach.” To summarize, Joe defines it this way: “The two-purpose approach is when you are reaching out to a candidate to recruit them for a job, but they also hire candidates that you might be able to place, and so we might say, Mark, I'm reaching out to you for two reasons.”   Which of these three do you think would work best for your recruitment business?   Why Do You Do What You Do? - the WHYs of top billers.   Understanding the WHY behind the success of our guests is important because it provides valuable insights into the principles, motivations, and strategies that contribute to their achievements. So I wanted to know why they do what they do.   For Matt, it is about impacting people’s lives. “When you talk about it, in changing lives which we're doing for me, it's not just changing a candidate's life by getting them a new job, or changing a client's life by getting them an amazing executive team so now they can focus on their kids. It's also our internal employees. We've had folks that they're running their firm.”   For Annie, it is her passion to love what she does. “I feel like just having a passion for being an executive recruitment and the matchmaking that we do has always been something I'm so grateful that I found very early on in my career. I am very good at what I do. I love being able to go to work every day knowing that I am doing something that I'm very skilled at, as well as impacting the people around me.”   I also admire Joe’s answer to the question: “I think I've learned to be grateful for this business and for everything that I've been blessed with... For me, it goes into the parable of the talent. We've all been given a set of talents and I believe that we're called to maximize those talents for good. “   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Andrea (Annie) Colabella Bio and Contact Info   Annie is a Johns Hopkins alumnus with bachelor’s and master’s degrees.  She has been recruiting since 2005, initially across all industries, and over the past decade with a focus on the investment management space. Her excellence in the industry is highlighted through her admittance into The Pinnacle Society, an influential group of industry-leading recruiters. She started her firebrand agency, Cardea Group, in 2009 focused on assisting private equity firms, hedge funds, venture capital funds, family offices, and traditional asset managers in staffing their non-investment functions. Andrea is also an active board member of several not-for-profits.   Annie on LinkedIn The Cardea Group website link   Joe Rice Bio and Contact Info   Joe is a Managing Partner and Founder of Joseph David International (JDI), twice recognized by Forbes as one of the best executive recruiting firms in America. He is also a partner in MogulRecruiter, a technology platform that provides recruiting, booking, and talent solutions for service leaders. His recruiting career started in 2005 with Snelling Hospitality with a specialty in executive search, consulting, talent acquisition, and organizational leadership.   Joe on LinkedIn Joseph David International (JDI) website link    Matt Walsh Bio and Contact Info   Matt Walsh is the CEO, and Founder of Blue Signal, a multimillion-dollar, award-winning, Phoenix-based Recruitment Agency specializing in IT, IoT, Telecom, Wireless, Supply Chain, Food Production, Manufacturing, Healthcare, Accounting and finance, HR, and Emerging Tech.   Matt has over 15 years of experience in recruitment. Matt was born and raised in a small farm community in Illinois. He received his bachelor’s degree from Illinois State University and landed a job at Management Recruiters International in Chicago. At MRI, he won several awards. Matt left MRI in 2010 to consult and started Blue Signal in 2012.   Matt on LinkedIn Blue Signal website link   People and Resources Mentioned   Danny Cahill on LinkedIn Allan Fisher on LinkedIn Pinnacle Society We-Connect Interseller SourceWhale   Related Podcast You Might Enjoy   TRR#76 Recruitment Marketing: How to Amplify Your Sales with Effective Marketing, with Matt Walsh  TRR#65 How to Build (or Rebuild) Your Recruitment Firm to 7-Figures From Scratch, with Joe Rice TRR#167 3 Simple Steps to Increase Your Billings from 6 to 7-Figures, with Andrea Colabella TRR#166 How to Bill $1,000,000 For Ten Years Straight and Grow a Successful Team, with Allan Fisher   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

This episode celebrates the 200th episode of the Resilient Recruits Podcast with special guest, founder of Recruitment Coach, Mark Whitby.    Mark is the founder of Recruitment Coach and one of the world's leading coaches for the global recruitment industry. Since 2001, he has trained over 10,000 recruiters in 34 countries. He's helped countless recruiters double or triple their billings in just 6-12 months, and business owners grow their companies 10x.   Mark shares his journey into recruitment, starting with a failed business venture that led him to discover his passion for sales. He then talks about his first job in recruitment and the hunger and drive that propelled him to success. Mark also reflects on the past four years of the podcast and the valuable insights he has gained from interviewing over 100 successful recruitment professionals.   Having worked closely with hundreds of recruiting, staffing, and search firms, Mark has unique insight into how the top-producing recruiters and fastest-growing companies operate.    Episode Outline and Highlights   [02:20] What led Mark to pursue a career in recruitment? [06:20] How hiring a professional coach impacted Mark’s performance. [14:01] The value of training when scaling your recruitment business - hear training solutions for growing teams. [17:44] Mark transitioned from a recruiter to a recruitment coach. [19:41] What has changed in the recruitment industry in the 22 years Mark has been coaching? [25:24] Key challenges and lessons that Mark experienced over the years. [38:17] Celebrating 200 episodes - What motivated Mark to start the Resilient Recruiter podcast? [44:47] What is Mark most proud of in his entrepreneurial career?   Hiring a Professional Coach Became a Game Changer   Mark told the story of how he started his own business at the young age of 19. Without any prior experience, it ended up failing but it also led him to discover his love for sales which eventually directed him to become a recruiter.    His experience in his first recruitment job made him realize a critical challenge in the recruitment industry at that time: “So the first company I joined there was no training. It was like, or very little. There was a little bit of shadowing of people and like, but pretty much you just like you're in the bullpen and you had to sink or swim and just figure it out by looking at what other people were doing and copying them. But unfortunately, a lot of the people around me weren't very good or didn't know what they were doing either.”   Mark was then headhunted to join a larger recruitment firm of around 200 recruiters. Even though Mark was meeting his target and was in the middle of the leaderboard, he felt that he could still do way more. Mark hired a brilliant coach and this was a game-changer for Mark.    “He helped me double my billings in about 90 days and my manager was like what the heck is going on? So that was such a transformative experience that it kind of planted the seed later for me to decide to become a coach myself.”   Mark's dual role as a recruiter and coachee laid the groundwork for discovering the secret sauce for aiding recruiters and business owners. For those venturing into recruitment business ownership, Mark's narrative is valuable in recognizing the pivotal role of training and coaching in the growth and scaling of your business.   Reflections on the Evolving Landscape of the Recruitment Industry Across Mark’s 22-Year Coaching Tenure   Mark also shared how the landscape of recruitment has changed over the last couple of decades that he has been recruiting. He remembers the day their key focus was cold calling, networking, and getting referrals. He also recalled his learnings when he lost 80% of his revenue overnight during the 2008-09 recession.    Mark emphasized how embracing digital marketing became a pivotal move, leading to increased success post-recession. This also transitioned his key focus areas for training. As Mark said, “Originally when I was training people, it was how to self-retain, search, how to do business development, how to negotiate, you know how to close offers, all that kind of stuff right. And suddenly people could see what I was doing with marketing, with branding, with email marketing, and they're like, hey, could you help us to do that, because that looks like the way forward, right?”   This recollection underscores the importance of adapting to changing circumstances and highlights the importance of continuous learning and development.   Key Challenges and Lessons Learned   Mark also discussed the key challenges and lessons he had to go through over the years. He outlined several critical topics that resonate well with a lot of the listeners. Here are some takeaways:   The value of seeking mentors and role models. The importance of digital marketing for solo recruiters and entrepreneurs. Realizing that you cannot do everything by yourself - hire a team of virtual assistants. Overcome the fear of hiring a full-time employee or partner to complement. Appreciating the concept of “One plus one equals three.”   Mark then recalled how he started this podcast four years ago. Leanne and Mark discussed how this has impacted their clients and other recruiters who have ventured out to start their recruitment firms.    What are Mark’s proudest coaching moments throughout the years? “So what I'm most proud of is the results that our clients obtain. It's kind of comparable to, for our listeners, when you make a placement and you really have that impact and you change someone's life for the better both the candidate, of course, in a better opportunity, but then the client company also benefits from that talent that you've brought to them.    So the equivalent for us is when we're working with a client and they achieve incredible results whether it's shifting to retained search, whether it's launching a podcast, whether it's hiring a virtual assistant, and then that being such a life-changing thing, game-changing, to free up all that time and be able to accelerate your billing. So I live for those success stories. When, at the beginning of every coaching call, we start out with wins and everyone needs to share a win, something they've made progress on, something they've achieved since we last saw them. That's my favorite part of the week is hearing those wins from our members.”   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   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

In this episode, we delve into the intricacies of managing a remote team, a topic significantly relevant in today’s era where flexibility and adaptability are critical to success. We are joined by Sam Brenner, owner of CRB Workforce, which is 100% remote. Sam and I discussed his strategies and actionable insights on how they build their high-performing culture in a remote setup. From leadership styles and collaborative check-ins to leveraging tech stack, you will hear Sam’s action points to thriving in the world of remote team management. Guided by his motto, "The harder you work, the luckier you get," Sam is living proof of how determination and ambition lead to incredible outcomes.  Sam launched his recruitment agency in 2018 from his apartment. Since then the business has grown rapidly to a team of 16 recruiting technology and marketing people across multiple sectors.  Episode Outline and Highlights [01:03] From Commercial Real Estate to Recruiting. [07:49] Sam shares his fears and challenges of launching his recruitment firm in 2018. [16:22] How to create strong relationships with long-term contractors and consultants. [22:51] Staying resilient in dealing with multiple setbacks. [27:13] Building a sustainable culture in a remote working environment. [38:46] Investing in systems and processes to enhance collaboration in a remote setup. [42:30] Sam reveals their daily practices and activities to keep everyone engaged remotely. [51:25] Discussion on core values and how they translate to performance and culture. [57:40] Navigating the 2023 recruitment market.   Building Team Culture Remotely Through Collaboration Systems and Practices    A common ground between me and Sam is that our businesses are operating 100% remotely. Managing a remote team can be challenging for some recruitment business owners, especially on the collaboration part. So Sam and I discussed their best practices on how they keep their team together, the systems they use, and the practices they do, in order to work collaboratively in a 100% remote setup.   Leadership - Sam shared his leadership style that contributes to their culture and way of working. He emphasized the value of transparency - with him being an “open book.” He also elaborated on trust and the philosophy of “pushing your way in, don’t wait to be pulled in.”   Collaborative Check-ins - Sam discussed their concept of Zoom check-ins for collaborative tasks and highlighted the value of investing in systems that promote communication and collaboration. We also talked about the importance of having clear agendas and keeping virtual meetings focused. Sam also shared their “Wednesday Walk Day” which well resonated with our team.   Systems - Sam shared online platforms and applications that they use to collaborate such as Miro, Bullhorn, and Nectar.   Core Values That Translate to a Culture of Performance Core values contribute to your recruitment firm's success as they cover your team’s culture and well-being, which translate to overall performance. With his team working 100% remotely, Sam believes that their core values play an important role in keeping their team together despite working in different time zones. He shared their organization’s core values: The Power of Attitude - “You know, just be in control and set your attitude, because it's one of the only things you can control.”   Feedback - “Feedback is like a huge pillar for us, and so it's feedback, and it's giving effective feedback, taking feedback. So it's a two-way street, and that's one of the things that I lead with. I'm giving people feedback and I'm always asking for feedback, and so if someone sees something they don't like, they don't wallow in it.”   Pressure - “I want people to face the pressure. I want people to run towards their legacy, like, not away from it. “   As a recruitment business owner, having values aligned with your vision and mission statement can strengthen your team’s bond and guide your organization’s decision-making.    Resilience in Launching His Business and Navigating the Future of Recruitment   Sam and I also zoomed in on the challenges and struggles he had to overcome when launching his own business. He shared his transition from commercial real estate to recruitment, and how his strong sales background became a foundation for his success in recruiting. When he launched CRB in 2018, he had to endure a roller coaster of emotions and had to overcome his fear of failure. He also had to deal with a lawsuit that lasted for two and a half years. If you are a recruiter aspiring to build your own recruitment practice, you will be inspired by Sam’s early struggles as this led to his current success.    We also talked about the 2023 market and how they are navigating this erratic recruitment market. We agreed that the most effective way to deal with it is to put ourselves in the best possible position to capture opportunities that will always be there.  The only way to do that is just to keep doing the right things, day in and day out.   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Sam Brenner Bio and Contact Info   Guided by his motto, "The harder you work, the luckier you get," Sam Brenner is living proof of how determination and ambition lead to incredible outcomes. His business journey started back in 2018 as a humble operation in his apartment. Now, the Founder and CEO of CRB Workforce, a rapidly growing recruitment agency, he’s turned his company into a force to be reckoned with, spanning the US and beyond. From startups to industry giants, CRB has served so many incredible businesses.    Sam has achieved remarkable success and earned a prominent —and well-deserved—place in the business world. With over 20 years of experience and a passion for creating opportunities to better other people’s lives.   Sam on LinkedIn CRB website link CRB on LinkedIn People and Resources Mentioned   Miro Board - Collaboration Tool Bullhorn  Nectar  Simon La Fosse on LinkedIn   Related Podcast You Might Enjoy   TRR#116 How Treating People Well Delivers 30% Annual Revenue Growth for 15 Years, with Simon La Fosse TRR#47 How to Define Your Recruitment Company’s Culture, with Bretton Putter   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  

The past couple of years have shown an astonishing development in generative AI. Artificial Intelligence emerges as a transformative force, reshaping the landscape of recruiting by introducing unprecedented efficiencies, data-driven insights, and innovative solutions that promise to revolutionize the way organizations discover, engage, and hire top talent.   In this episode, we are in for a treat as one of the leading voices in AI and Data Science joins us to share unique perspectives and insights into the transformative effects of artificial intelligence on talent acquisition. Jon Krohn is a leading figure in the realm of artificial intelligence and machine learning. He’s the Co-Founder and Chief Data Scientist at Nebula.io, an intelligent Talent Acquisition platform.   He authored the book Deep Learning Illustrated, an instant #1 bestseller that was translated into seven languages.    He is also the host of SuperDataScience, the data science industry’s most listened-to podcast.    Jon is renowned for his compelling lectures, which he offers at leading universities and conferences, as well as via his award-winning YouTube channel. He holds a PhD from Oxford and has been publishing on machine learning in prominent academic journals since 2010. Episode Outline and Highlights   [03:11] Jon’s fascinating career milestones - from high-frequency trading and yoga to data science. [08:37] What led Jon into the world of talent acquisition? [17:10] Effectively applying generative AI into talent acquisition. [24:58] Generative AI’s other potential applications in automating the recruitment industry. [35:04] How close are we to getting generative AI to do excellent writing? [44:00] What makes Nebula’s methodology stand out from other AI platforms? [52:16] What will the next 3 - 5 years look like in terms of Generative AI applications to recruitment? [1:02:04] How AI platforms can elevate the human experience?   Artificial Intelligence in Talent Acquisition    Jon shared his journey transitioning from high-frequency trader to yoga instructor to data scientist and co-founder of AI-driven talent acquisition platform Nebula.io.   He shared how this amazing platform leverages generative AI to help recruitment companies identify the best candidates in the least amount of time, which helps them to focus more on human connection in their workflow. This is how he explains it, “With nebula.io, you can type in ‘find me a data scientist in New York who specializes in machine learning,’ and we will take that small amount of natural language that you provided. We will apply the kinds of filters to the search automatically. So we'll apply a 50-mile radius around New York and we will generate some key information based on the small amount of information you provided.”   It doesn’t stop there because the results will be already curated based on each individual’s publicly available data to display ranking, potential compensation, and diversity. Their platform can also generate messages with information about the role, information about the candidate, and potentially information about the recruitment firm.   Jon explains that in the end, “You are making the final decision on whether a candidate is appropriate or not, but we're making the sourcing and messaging of candidates, the understanding of your searches and your candidates, as well as the engagement with your candidates, as simple and automated as possible so that you can focus, so the recruiters can focus on building relationships as opposed to just, you know, trying to find people and type out the messages.”   This is indeed phenomenal! Imagine what the future of recruitment will look like not only for recruiters but also for clients and candidates. In the long run, this can only enhance the end-to-end recruitment process experience across all stakeholders.   Artificial Intelligence in Recruitment Automation   Jon also described other ways Generative AI can impact the recruiter’s side of doing things. He mentioned several platforms that can automate interview scheduling and enhance the way recruiters can search their own databases. He mentioned how their semantic search feature can generate 10x more candidates than other platforms utilizing boolean search. He also mentioned a patented technology enabling candidate matching without incorporating historical biases against underrepresented groups. Of course, Jon and I discussed how close we are to having generative AI do very good writing.   Advancements in AI and Future Possibilities   How will AI impact the recruitment industry in the next three to five years?   Here is Jon’s response, “realistically, especially on the shorter timescales like three, five years, there isn't really any chance of recruitment being fully automated, and so what's going to happen is companies like Nebula and, of course, incumbents like LinkedIn are going to incorporate more and more automation, particularly generative AI, to automate the parts of your job. That can be so that things like sourcing candidates and stacking them in the right order drafting the initial message to them and drafting responses these things in three years I hope that most of your listeners are experiencing that kind of automation from platforms like Nebula in three years from now.”   Should recruiters worry that AI will take away most jobs in the industry? Highly unlikely. On the contrary, candidates and clients alike will always want human interaction. As Jon said, “Humans looking for a purpose in their work prefer to be speaking to a real human that they can meet with and get human advice from and context from.”   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Jon Krohn Bio and Contact Info   Dr. Jon Krohn is the Chief Data Scientist at Nebula, author of the bestselling book Deep Learning Illustrated, and host of the SuperDataScience podcast. Jon is renowned for his compelling lectures, which he offers in-person at Columbia University, New York University, and leading industry conferences.   Jon on LinkedIn Jon’s website link Jon’s podcast, Super Data Science website link Nebula IO website link Jon on YouTube Deep Learning Illustrated book by Jon Krohn   People and Resources Mentioned   Ed Donner on LinkedIn Steven Talbot on LinkedIn Flash Boys: A Wall Street Revolt Book by Michael Lewis Omnicon Github   Related Podcast You Might Enjoy   TRR#52 The End of Jobs: Recruiting in the Age of Artificial Intelligence, with Jeff Wald   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

Building a thriving recruitment business in the middle of a global pandemic may be unimaginable to most people, but not for Kyle Winterbottom.   Kyle’s strategy is clear and straightforward: give value, give value, give value! In this episode, Kyle uncovers the story of his journey into the recruitment industry and how the global crisis turned into a pathway of opportunity.    Kyle is the Founder & CEO of Orbition Group, an award-winning talent solutions business. Based in Manchester, they focus exclusively on scaling Data, Analytics, and artificial intelligence teams across the UK, Europe, and the USA.    Kyle is also the Founder/Host of the Driven by Data Community which is comprised of three components; The Roundtable, The Podcast, and The Mentorship. Kyle elaborated on his three proven long-term strategies for boosting engagement and building relationships   Episode Outline and Highlights   [02:02] Launching a recruitment business during the height of the pandemic. [06:11] Community building and visibility to build brand awareness.  [10:23] Giving value through podcasting - should you start your own podcast? [17:02] Establishing commercial relationships. [24:26] How hosting live events can scale your business by demand. [34:43] Kyle talks about their Mentorship Programme and why it is the best long-term strategy. [41:57] Growing by demand vs. growing by design. [46:10] Revisiting business development strategies.   Give Value, Give Value, Give Value.   The pandemic can be perceived by many as not the best time to launch a business, but Kyle looked at it as the best time to kick off Orbition. His strategy is clear and straightforward: leverage content marketing and community building to build brand awareness. Give value first, and build relationships after.   “I guess that the whole premise was very simple. Just create a community of people who will ultimately be potential target customers and buying clients. Let's add a load of value to them and from there that'll create relationships. That then I guess the whole premise really is give value, give value, give value.”   Kyle elaborated on his strategies and you will find that there are three main takeaways:   Content marketing and adding value to your ecosystem can lead to a snowball effect, where people will want to participate in your engagement activities. Prioritizing value adding to your market will generate not only visibility. It will position you as an expert and thought leader which gives you authority. It builds the best type of relationship - as your audience appreciates your contributions, you build a relationship that goes beyond the customer-vendor type.   Kyle shared his practices on how they continuously add value: via podcasting, live events, and mentorship programs.   Podcasting and Hosting Events   I was astonished when Kyle shared with me that 100% of their clients are through inbound marketing. I really wanted to pick his brains on their roadmap and the strategies they use.    He shared that podcasting has been a really effective tool in engaging with their target audience. One of the reasons that it is really successful is because it invited guests who they find credible, people of influence and seniority within the marketplace who have something to share. Kyle also reminded the listeners that it can take time to really get engagement and ROI - so it is really important to be patient and consistent.   After the pandemic, Kyle and his team started hosting free live events. These events started to garner more demand than they could facilitate, so they had to find the right balance of content and format in order to scale these events. They get very positive feedback from those who participate in these live events. Kyle and his team are able to bring together Chief Data Officers to share best practices while networking with one another.    Aside from the above engagement components, Kyle also discussed their mentorship program.   Deep Diving Into Their Mentorship Program    “The mentorship program came from a place where I'm continually looking at what is the next thing that we can do for this community that adds value and how can we do something that also strategically aids the direction of the business”   Kyle shared what their mentorship program looks like and how it helps those starting their career in data analytics improve in technical and soft skills. Kyle also revealed that this is not something they are monetizing at the moment. He shared why: “It's more about the brand visibility and having that relationship, because I think for us, in all honesty, what we can earn from you know, charging for a mentorship program will be really insignificant in comparison to what we can earn off having that relationship with those people and obviously, what you know we're again think about the long game. “   This is indeed a wonderful approach to engagement and adding value to the community. If you think about it, the 300+ people joining their mentorship program become their brand ambassadors. Knowing that someday those who were mentored will eventually become decision makers and hiring managers, they will be future clients.   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Kyle Winterbottom Bio and Contact Info   Kyle is the founder and CEO of Orbition Group, an award-winning talent solutions business that operates exclusively within the Data and Analytics space across the UK, Europe, and USA. Kyle is also the Founder/Host of the Driven by Data Community which is composed of three components: Driven by Data: The Roundtable, Driven by Data: The Podcast, and Driven by Data: The Mentorship.   Kyle is also featured in the Data IQ 100 Most Influential People in Data for 2022 and 2023.   Kyle on LinkedIn Orbition Group website link   People and Resources Mentioned   Alex Cooke on LinkedIn   Related Podcast You Might Enjoy   TRR#195 Recruitment Rhythms: How Human Connection Elevates You Above the Competition, with Alex Cooke    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  

Ever find yourself hitting a brick wall when it comes to developing engaging content? Don't despair!  Recently, I was invited as a guest speaker on the Retained Recruiter Show, which is a weekly LinkedIn live hosted by our good friends at i-Intro. The topic was How to Get More Clients with Content Marketing. i-Intro told me that this was one of the most popular live streams that they'd ever produced, and they've given me permission to share the recording with you on this podcast. You will hear me discuss with James O’Brien and Jo Gregory strategies to effectively and consistently post original content and how it will attract your target audience. You will know how content marketing can position you as a trusted authority instead of being just a vendor. Episode Outline and Highlights [03:52] How content marketing transformed many recruitment businesses.[06:05] Mark shares the easiest way to get started with content marketing.[10:00] Authenticity is the key - leveraging AI platforms while keeping it original.[15:11] How much time do you need to put aside for content marketing?[18:30] How long would you give it to see engagement results?[23:26] The powerful returns of consistently posting content and sharing to your community.[30:27] How to measure and track your ROI from content marketing? What is Content Marketing? As a recruiter, content marketing is critical to continuously engage with your audience and remain relevant to clients and candidates. So what is content marketing? Content marketing is a marketing strategy that involves creating and distributing valuable, relevant content to your target audience on a consistent basis. It might be education-based marketing. In essence, you're providing market insight and thought leadership that will benefit your clients and your candidates.  An example is the consistent posting of original content on LinkedIn. This is the easiest way for people to get started with content marketing. There are three reasons: This is a tool available for everybody, whether you are a small boutique search firm or an individual recruiter. There is guaranteed measurable ROI.It is fun! You get positive feedback and engagement from your network and can spark conversations with people you are already connected. From personal experience, I can tell you that content marketing can transform your business. Aside from building you an audience, consistent content original, and authentic content can build trust for you as an expert in your niche and a credible advisor. Time and Results in Content Marketing How much time do you need to put aside for content marketing? It really depends on how frequently you are going to post. The important step you take is to commit to a schedule. It is important to be consistent, so consider a schedule that you can sustain. If for example, you will post 3x a week or 12x a month: spending 20 minutes per post will only require you an hour a week to write or create that content. How long would you need to take to see engagement results? This can be a tricky question. Content marketing is like going to the gym. You may not see immediate results, but for sure, you will get results! The important thing is consistency. Just like how you would approach any business development and marketing activity - you may not get immediate results but you will definitely get results! But by showing up consistently, you are giving yourself the opportunity to be in that right place at the right time and, more importantly, you're creating what we call top-of-mind awareness or TOMA. Methods for Content Creation and Engagement What is the best content to create engagement? Should you use videos, images, audio, or just text-only posts? There are pros and cons to all those things, and ideally, you will want to do a variety of them all.   You just have to go out there and do it. No need to complicate things. You can record a video on your smartphone while with a client or your team. You may post images of the industry conference you are attending for your audience to recognize you as a person of authority in your field.  How about leveraging AI like ChatGPT to create content? You can leverage generative AI and many other tools. But the key is to keep it authentic, original, and relatable to yourself. People and Resources MentionedJames O’Brien on LinkedInJo Gregory on LinkedInRich Rosen on LinkedInChatGPTClaude AIConnect with Mark WhitbyGet your FREE 30-minute strategy callMark on LinkedInMark on Twitter: @MarkWhitbyMark on FacebookMark on Instagram: @RecruitmentCoach Subscribe to The Resilient Recruiter 

What are the three success factors that would help a musician become a million-dollar biller recruitment business owner? Our special guest, Alex Cooke, shares the journey of his recruitment career from a musician background. You'll get to hear the fascinating parallels he draws between music and recruitment, emphasizing the significance of three success factors:   How Human Connection Elevates You Above the Competition How Your Ability to Write Changes Everything How Your Market Insight Can Be Used to Build Trust   Alex is a former professional musician who entered the world of recruitment at age 29.    After 18 months with an agency in the UK, he transitioned to NYC and started on a journey that in 3.5 years would see him become a million-dollar/year biller as a biotech recruitment specialist.   Alex is now the CEO of Phase 3 Search, a biotech search firm he founded in 2018. In the last 5 years, he’s retained 95% of his clients and generated $6.5m in sales.   Episode Outline and Highlights   01:14 How Alex got into recruiting from a musician background. 06:10 Alex’s intentional approach to building connections with people. 12:15 How Alex progressed into the Bio-Tech niche. 21:55 Discussion on the effective sales approach. 34:52 Getting an in-depth understanding of your market - discussion on best practices. 39:45 Why writing is important for recruitment business owners and how Alex enhanced his writing and storytelling. 50:44 Understanding your clients to build relationships. 55:30 Difference between the different levels of searches.   How Human Connection Elevates You Above the Competition   As a musician, Alex believes that creating music is about connecting with the listeners. He sees this as a parallel to recruitment, where human connection can elevate you above the competition.  We discussed the importance of networking with people in order to be successful in any career, and how to build connections with people intentionally.    He started with the value of listening to someone’s story. Doing so not only helps you build a meaningful connection, but also puts you in a position where you can assess if they can be good candidates, clients, or business partners.  “I think the most interesting thing about anybody you meet is their story, right? So actually being fascinated by someone's journey. And if you take a step back and put your recruitment hats on,  what I spend much of my time doing is thinking about is this person a good leader. What characteristics do they bring to the table?”   Adaptability was also emphasized. He talked about how an introvert can connect with an extrovert and vice-versa. We also talked about the style of writing and communication, on how it should be adapted geographically. We also covered their candidate-centric and relationship-driven sales approach.   Minding these little things helps Alex and his team to intentionally create human connections and build relationships.   How Your Ability to Write Changes Everything   Writing skills can help recruiters in a lot of ways, some of which are engaging with candidates, making personalized outreaches, and getting better responses in email campaigns. Alex understands that improving his writing can be a game-changer. Alex was aware that writing was not one of his strengths, so he took proactive steps to level up his game.    “Okay, so you know me and writing. I didn't think I could write even. Even through university. I really struggled to write essays. The whole thing was just a bit of a nightmare, to be honest with you, and there was this point in my career. I'm ultimately going into recruitment and realizing that the very first step of any recruitment process is typically a message sent out.”   The very first step he took was getting a really good book on grammar (reference link below). For Alex, this is critical because “there's nothing worse than receiving a message and it's talking about something deadly serious and sensible and how it's going to advance your life with the spelling mistake or a silly grammatical error in it.”   Alex shared his best practices such as asking people what frustrates them about their job and applying it to his outreach, changing their style to elicit a response from different types of people, and how to use bullet points and paragraphs to make it easier for people to read and respond.    How Your Market Insight Can Be Used to Build Trust   Alex also shared their best practices when it comes to understanding their clients and markets. Some of the key topics on this subject that we covered are:   The importance of tracking leads and maintaining diligence when following up with clients How to develop an ideal client profile  How to conduct avatar interviews to better understand your target audience  How to effectively negotiate contracts and create successful partnerships with decision-makers and leaders Understanding the needs of potential partners and adopting a candidate-centric approach to build a successful pipeline   Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Alex Cooke Bio and Contact Info   Alex is a former professional musician who entered the world of recruitment at age 29. After 18 months with an agency in the UK, he transitioned to NYC and started on a journey that in 3.5 years would see him become a biotech specialist, a million-dollar / year biller, and the owner of a multi-million dollar biotech search firm.    Alex on LinkedIn Phase 3 Search website link   People and Resources Mentioned   Eats, Shoots & Leaves: The Zero Tolerance Approach to Punctuation   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.  “Support the podcast and leave a review here”.

“Everything is cyclical.” Recruiters and recruitment business owners who have been in the industry for many years understand that no matter how bad the hiring market is, things will get better. This is exactly the approach and mindset of Nick Cabral, our special guest, that enabled them to navigate the 2008-09 recession successfully.   Nick is the Principal of Boston Investment Staffing Group. He specializes in permanent and contract placements within the investment and financial services industry. They focus on working with boutique investment managers and becoming an integral partner in their hiring process.   He has carved out a successful entrepreneurial path, starting his business amidst the challenges of 2009, and weathering the storm of the 2008 recession. Nick’s tales of waiting for the first deal and his survival strategies are packed with priceless insights and advice that a lot of recruitment business owners will find valuable today.    Episode Outline and Highlights   [02:03] How Nick got into the recruiting industry. [07:27] Nick’s significant learnings when working with Boston Networking Group. [11:39] What prompted Nick to launch Boston Investment Staffing Group in 2009? [14:31] Navigating the uncertainties of the 2008-09 recession. [19:11] Nick shares his candidate-centric approach to recruiting and how it led to relationship building. [25:43] Discussion on the respect component in a recruitment process. [29:17] The art of building professional relationships in a post-pandemic environment.  [37:36] Understanding and applying the rule of ten. [42:58] The significance of asking the right questions to candidates.   Navigating the Uncertainties of the 2008-09 Recession   Being in the industry for more than two decades, Nick has built an outstanding career as a recruiter and a recruitment business owner. In our conversation, he was more than generous and shared the significant learnings he had when he worked with his previous employer. He also gave context on what prompted him to launch his own recruitment firm, during the 2008-09 recession.    His experience resonates well with me as Nick and I had the same experience during those unfavorable market conditions. I admire his mindset and resilience. He believes that everything is cyclical, and eventually, things will start to pick up again. He also emphasized, “So I think my mindset was keep doing the work, keep making sure that you are contacting clients and candidates and staying on their radar. You're not going anywhere. This is what you're going to do, and I think because of that kind of never-equipped mentality. It led to all right, 2010 got better, and then 11 was even better, and then 12 was a banner year, and so it was hard but manageable. I think you just got to kind of stay grounded in the fact that if you do the work, it will get where you want it to go.”   I know that 2023 is not like the 2008-09 recession, but it appears to be a weird year for some markets. If you are experiencing a slowdown in the industry you are supporting, Nick’s advice of just staying in the course, keeping doing the work, and focusing on what you can control can help. Remember that this is cyclical.   Building Relationships and Asking Reflective Questions   Nick and I also discussed critical topics on relationship-building which includes the value of meeting in person as well as asking the right questions to your clients and candidates. He also emphasized the importance of the ‘respect component’ in the recruitment process. He shared these three factors that contribute greatly to his success, and it was an astonishing discussion because, in the end, you will find that these are interrelated to one another.   The importance of meeting in person. He shared how he does virtual preps and trying to get back in person for face-to-face meetings. He shares how he has been able to build relationships further due to the emphasis on “IRL meetings” which is much different than just a quick phone call.   The respect component goes both ways. Nick elaborated on how he believes respect helps him build a long-term client and candidate base. He specifically mentioned how giving constructive feedback and transparency to candidates is a critical act of respect.   Asking the right questions. “Do you want this job?” is an effective question that can be a game changer when building candidate relationships. Nick is not just focused on making placement, instead, he assures all candidates that he wants the best for them by focusing on their long-term growth.    Applying the Rule of Ten   Nick also shared his 'rule of 10' which helps him to stay on track with his goals and activities. Basically, the premise is that in every ten pieces of activity, you will have one placement. This is how he described it: “In the rule of ten, if you have ten pieces of activity, it's going to lead to one placement, right, so that could be a candidate, so say it's your candidate and your client will count that as two, right, but if you have ten pieces of activity, odds are you're going to, you're going to have one placement and you could get lucky and hit three or four, you could be unlucky and you don't hit any. And where it really gets exciting is if you have, say, when you get up to 20 or 25 pieces of activity all at once.”   He uses this goal-oriented way of thinking when training junior recruiters and so far it has been effective in motivating their team to stay on track with activities.    Our Sponsor   This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Nick Cabral Bio and Contact Info   Nick started his recruiting career in 2003 and has significant experience working with permanent and contract financial services professionals. Nick has worked with many large financial institutions and small boutique investment managers and has become an integral part of their hiring process. Nick graduated from Bentley University with a degree in Finance and a minor in Philosophy.   Nick on LinkedIn Boston Investment Staffing Group website link   Non-Profit Organizations that Nick supports:   Dana-Farber Cancer Institute website link American Cancer Society website link   People and Resources Mentioned   Andrea Collabella on LinkedIn Abigail Stevens 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   Related Podcast You Might Enjoy   TRR#167 3 Simple Steps to Increase Your Billings from 6 to 7-Figures, with Andrea Colabella TRR#104 International Recruitment: Hard Won Insights From Placing People Around the World for 25 Years, with Abigail Stevens 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.  “Support the podcast and leave a review here”.

When a life-changing event like the birth of a child happens, it often forces us to re-evaluate our careers and lives. That's exactly what happened to my special guest, Enric Miquel, the founder of Pharma New Talent, a life sciences recruitment firm.    After becoming a father, Enric embarked on a new journey from pharmaceuticals to recruitment, and in this episode, he shares the highs and lows of starting his own recruitment firm. We also delve deep into the world of international recruitment as Enric shares his experiences with hiring a virtual assistant. He discusses the pros and cons of such a move and offers insightful advice for recruiters considering the same path.    Finally, we explore the hard-earned wisdom Enric has gained from his journey. From building confidence as an established leader in the recruitment industry to dealing with the challenges of raising his fees, Enric's story will show you the value of resilience and dedication.     Prior to launching his recruitment company, he was an International Brand Manager in charge of the Middle East and Asia Regions, having launched medical products in 8 different countries. Growing with the company from 500K € in 2014 to 10 million in 2021 I’ve worked with Enric, as a member of our coaching program and he is a massive action taker who has implemented many of the strategies we teach.    Episode Outline and Highlights   [01:52] Inspiration to start a recruitment firm. [10:40] How Enric propelled business growth through investment in training and self-improvement. [13:49] Forgoing consultancy safety net and transitioning to 100% recruiting. [16:45] Recruiting internationally and embracing new markets. [26:16] Hiring a VA for sourcing and recruitment. [30:34] Challenges and rewards of pivoting from contingent to retained recruiting. [36:00] Why Enric started a podcast and how it contributes to his business. [42:02] Overcoming impostor syndrome is the biggest challenge. [48:25] Discussion on tracking metrics and KPIs.   Inspiration to Starting and Growing a Recruitment Firm   Enric had no recruitment background when he decided to transition into recruitment. What prompted him to jump out of his comfort zone was when his daughter was born which made him rethink his priorities.    “One of the most important to think about when starting the business was the date of giving birth, or my partner giving birth to my daughter Olivia was to me a way to rethink priorities. What did I want it to do in life? Especially, this came after COVID. Also, this was a period of long reflections on what would I want it to do next. But you are right, I didn't have any recruitment agency background. I haven't been a recruiter on my own. I was a product manager.” There were at least three key factors that propelled Enric to his success:   He can spot opportunities and connect the dots. Enric shared how he was able to close out big placements through his network.   He invests heavily in coaching and training. Enric approached me back when he was just starting his recruitment firm. “I need to train my skills 100% to keep growing the business, and also not only when you are a startup. It's tough, but especially if you're a solo recruiter, you need to be part of a wider community, you need to be part of the crowd, and joining the Inner Circle group gave me that. So, even though it was a big investment because if you look at the percentage of investment in my year plan and the part of the revenue that was taken from my investment in training was very big and very representative it turned out to be the best decision I could make because I more than doubled my revenue in the next year.”   He is a strong implementor. Enric is a role model in implementation. He can implement critical elements in our coaching group which has contributed to success. The implementations include hiring a VA, creating value-adding content via LinkedIn and other platforms, marketing through podcasts, and pivoting from contingency to retained.   Business Development Implementations Enric and I covered topics on implementations that would resonate with a lot of recruitment business owners. Given that he has no recruitment background, Enric sees things from a fresh perspective. He is aware that for his recruitment startup to succeed, he must compensate for the lack of experience by working hard and smart. Some of the key takeaways we covered are:   The importance of hiring a VA: he shared how hiring someone from Venezuela greatly helps in his North American expansion.   Creating value-adding content and running a podcast: Enric said, “I had this first experience in 2019 with podcasting. So I thought it was a great idea to build networking, and then you put the idea into my mind to start with that. So to me, podcasting is a way to build a network among candidates and clients.”   Transitioning from contingent to retained: Enric lost some clients when he had to transition to retained search. However, he believes that this is one of the best decisions he made as it brings him more joy and is best for the business in the long run.   Enric also shared how he had to let go of the safety net of pharmaceutical consulting so he could focus all his energy on recruiting to make it work. Enric believes that mindset and consistent effort led to his success.    Overcoming the Challenge Imposter Syndrome   When we delved into what he considers his biggest challenge, Enric revealed his challenge that a lot of us can relate to.    “I guess I felt kind of the famous imposter syndrome of who are you to become a recruiter overnight and that led to, you know, begin with low fees what I consider now low fees. So overcoming this syndrome, let's say, has been the most challenging... This has been probably the most challenging part that's interesting.”   Enric took proactive steps to build his confidence. He elaborated on his approach to KPIs and metrics and how it gives him confidence by objectively understanding the value that he provides to his clients.   Our Sponsor This podcast is proudly sponsored by i-intro    i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Enric Miquel Bio and Contact Info Enric Miquel is a highly accomplished professional with a diverse background in the healthcare and business sectors. He holds a Pharmacy Doctorate from the prestigious University of Barcelona, where he honed his expertise in pharmaceuticals and healthcare.   With a passion for global business development, Enric has excelled in his role as an International Brand Manager, overseeing the Middle East and Asia regions. His career highlights include successfully launching medical products in eight different countries. Under his leadership, the company experienced remarkable growth, with revenues skyrocketing from 500,000 € in 2014 to an impressive 10 million € in 2021.   In July 2021, inspired by a profound life change with the birth of his daughter, Olivia, Enric Miquel took a bold step in his entrepreneurial journey. He founded Pharma New Talent, a pioneering Life Science recruitment firm. This endeavor reflects his passion for talent development and his dedication to shaping the future of the pharmaceutical and healthcare industries.   Enric's exceptional career trajectory, marked by academic excellence, international business acumen, and a commitment to talent development, makes him a standout figure in the pharmaceutical and healthcare sectors. His journey continues to inspire and empower those around him, propelling innovation and excellence in every endeavor he undertakes.   Enric on LinkedIn Enric on Twitter Enric on Instagram Pharma New Talent website link New Talent podcast link Pharma New Talen on YouTube   People and Resources Mentioned Rich Rosen on LinkedIn Upwork   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   Related Podcast You Might Enjoy TRR# Think Like a Big Biller: How to Get Repeat Business and Referrals, with Rich Rosen 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.  “Support the podcast and leave a review here”.  

Adding management consultancy as a service offering of your recruitment agency can potentially increase your revenue. But the question is, is it easier said than done?   In this episode, you will hear insights from Colin Kleine, co-founder of Scalerr. They’re a growth advisory firm that helps Tech companies reach their revenue goals through Strategy, Execution, and People.   Colin discusses why he made the pivot from Recruiter into Management Consultant, and why recruitment was so fundamental in helping him successfully do it. He shared the challenges, key learnings, and how this transition benefits their business.    I have known Colin since 2014, he’s a former client and I’ve tracked his remarkable rise, especially since he launched Scalerr.    Episode Outline and Highlights   [02:07] Colin shared how he came across Mark and the learnings he took that transformed his billings. [05:34] The highs and lows that led Colin to start Scalerr. [11:45] Thriving during the longest COVID lockdown. [16:21] From recruitment to management consulting: Colin explains how their advisory services help clients expand internationally to increase their valuation. [28:49] Mark emphasizes how understanding the client's objectives rather than just filling roles can add more value. [38:14] How having a co-founder who is aligned with Collin’s passion became a game-changer. [48:30] Colin shares the biggest challenges that he had to face when building Scalerr. [56:13] Key success factors and milestones that led Colin and Scalerr to where they are now. [1:00:46] Colin thanks Mark for being a mentor and inspiration throughout his career. Recruitment Skills and Experience Leading to Management Consulting   How Colin pivoted from being just a recruiter to a management consultant is a story that I find fascinating. Aside from talent acquisition, Scalerr helps startup companies scale up and expand globally and increase their valuation. What propelled this shift? Colin shared three takeaways:   Understanding their client’s objectives and challenges. Colin and his team are focused on being consultative and understanding their client's journey, stresses, and pain points.   Learning from experience: having helped more than 150 companies, Colin and his team learned what makes some businesses successful and some businesses fail. They have come up with a playbook that    Leveraging his recruitment experience, Colin took lessons from the CEOs, VPs, and other key positions he placed. He said, “You learn information that somebody else is prepared to pay hundreds of millions of dollars for. So you start learning what is it that made some companies wildly successful? What is it that successful CEOs did to grow and scale a company and also understand how all of this ties in ultimately into valuation?”   The management consulting arm of their business skyrocketed, leading Colin and his team to start a venture arm.    Challenges and Solutions While Building Scalerr   Just like all business owners, Colin faced a multitude of challenges when building Scalerr. I wanted to hear what his top challenges are and how his team was able to overcome them. He shared one particular challenge that resonates with many recruitment business owners:   “Not enough hours in the day, as many entrepreneurs will do, and make this mistake of trying to do too much of it yourself. And I know there's going to be a lot of people listening to this podcast that know exactly what I'm talking about, not realizing when it's now time to start delegating things out and bringing somebody on board to do that, not knowing when to give up control and relinquish.”   Colin emphasized the importance of systemizing and delegating tasks. Not doing so and becoming overwhelmed with tasks you can delegate will be a constraint to scaling your business.   Creating a Flywheel: Pivotal Factors That Propelled Scalerr to Their Current Achievements   Another topic that stood out to me is how Colin and his team were able to create a flywheel - their consultancy work feeds their recruitment segment and vice versa. Instead of solely relying on placements as a revenue stream, they were able to establish their consultancy to the point that it could be a standalone revenue source. Colin described it this way: “I think there's a lot of mutual value added and then you start speaking to them and introducing yourself and building a relationship, and more and more people know you, and guess what? They end up giving you recruitment work.”   Colin also elaborated on the three pivotal factors that he believes contributed greatly to their current achievements:   Diversification of where they source their leads. Foundational understanding of their clients on a business level. Creating their own flywheel and not solely relying on placements as a revenue source.   Our Sponsor   This podcast is proudly sponsored by i-intro  i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained   Colin Kleine Bio and Contact Info   Colin specializes in forging innovative revenue streams through strategic channel partnerships, crafting accelerated GTM and Commercialization strategies, and handpicking high-impact teams with a battle-tested background in startup scaling. His expertise spans customized advisory and recruitment services, enabling swift market validation, deft navigation of the intricate APAC landscape, and securing vital venture capital and government grants. With an impressive portfolio of over 150 victorious startups, Colin's results-driven approach guarantees maximum revenue, valuation growth, and a triumphant expansion into the APAC market. As a dedicated investor and seasoned business advisor, Colin puts his money where his mouth is, committed to your success while leveraging his insider knowledge to drive your business forward.   Colin on LinkedIn Scalerr website link    People and Resources Mentioned   Allan Cutter on LinkedIn Leanne Sarah Jones Hunt on LinkedIn Traction by Gino Wickman The E Myth Revisited by Michael Gerber Who Not How by Dan Sullivan   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.  “Support the podcast and leave a review here”.