The Five Pillars Of A Successful Recruitment Business
My one objective with this talk today
Help you discover the key areas to prioritise your ‘on the business’ efforts to help you unlock your recruitment agencies full potential
555
555
The number of hours I have spent interviewing successful recruitment founders + high performing recruiters
The Point Of View I’m Talking From�Today
Interviewed 500+ Top Performing Recruiters + Recruitment Entrepreneurs
Worked With 100+ Ambitious Recruitment Companies
How Did I End Up
Here?
2012
Finished college & had no idea what I wanted to do
How Did I End Up
Here?
2013
Discovered sales when I landed a commission only job doing a season abroad
How Did I End Up
Here?
2013-2015
Insurance Call Centre Sales…
…Obsessed with learning how to be great at sales
How Did I End Up
Here?
2016
I chose to get into recruitment…
… After my friend sold me the �£100K first year dream
How Did I End Up
Here?
2016 - 2019
After a very hard first year I�started to do well & was still�obsessed with learning how to�be great at sales/recruitment
How Did I End Up
Here?
2018
I started The Recruitment Rollercoaster Podcast from my bedroom that
has now become The Recruitment
Mentors Podcast
How Did I End Up
Here?
2019
Moved to London to join a startup; Hoxo Media
(Selling Marketing Services For Recruitment Agencies)
How Did I End Up
Here?
2020
I started my entrepreneurial journey and Founded Hector
There's a question I've been asking myself since 2016, the year I joined the recruitment industry. That question has driven everything I've done since.
Why do so few recruiters succeed when so many have?
I want to make having a successful recruitment career possible for everyone
How to achieve this shouldn’t be restricted to the knowledge within the four walls of your recruitment business
Which is why this is my BIG mission:
To positively change the perception of the recruitment industry by making training & education accessible to every recruiter
How am I going to achieve this mission?
With our weekly podcast
With Hector our All-In-One Training Platform
We’re helping thousands of recruiters achieve their potential by providing world class training; delivered by today’s top performers.
Hector takes on the heavy lifting of upskilling your team to succeed in
today’s market, so you can work on your business not in it.
So let’s dive in to how you can succeed with your recruitment business
The Five Pillars Of A Successful Recruitment Business
Let’s First Define ‘Pillars’
Core areas of a business that a company believes maximizes its chances for success
The Five Pillars Of A Successful Recruitment Business �
The Five Pillars Of A Successful Recruitment Business
Pillar #1:
They're solution-focused, not vacancy-focused.
Yes, you can achieve this with a sales led culture.
They're solution-focused, not vacancy-focused.
The best recruiters don’t fill jobs.
The best recruiters do solve problems & provide solutions.
They're solution-focused, not vacancy-focused.
Amber Penrose�
“The moment I stopped chasing vacancies and I started chasing problems I went from billing £500K a year to billing £800K a year.”
They're solution-focused, not vacancy-focused.
What does this actually look like?
They're solution-focused, not vacancy-focused.
Vacancy focused recruiter
They're solution-focused, not vacancy-focused.
Solution focused recruiter
They're solution-focused, not vacancy-focused.
There is a misconception that this can’t be achieved whilst hand in hand being sales focused.
The best sales people solve problems and this got lost with the market being so service/ delivery focused which is why so many suffered.
The Five Pillars Of A Successful Recruitment Business
Pillar #2:
They obsess over the important metrics that drive the correct behaviours.
They obsess over the important metrics that drive the correct behaviours.
The most successful recruitment companies do have KPIs.
They don’t just measure outcomes & leave it entirely up to the recruiter to figure it out.
They obsess over the important metrics that drive the correct behaviours.
We don’t work to KPIs isn’t an employee benefit it’s holding your employees back from performing to the best of their ability.
They obsess over the important metrics that drive the correct behaviours.
KPIs have been ruined by sh*t micromanagers & pointless metrics.
They obsess over the important metrics that drive the correct behaviours.
KPIs done correctly encourage positive habits and enable your recruiters to understand how to be successful.
They obsess over the important metrics that drive the correct behaviours.
Here are what I believe should be your North Star Metrics
They obsess over the important metrics that drive the correct behaviours.
North Star Metrics�
They obsess over the important metrics that drive the correct behaviours.
Alex�Elliot
“You can’t improve what you don’t measure.”
The Five Pillars Of A Successful Recruitment Business
Pillar #3:
They truly understand what they look for when they hire; it's not guesswork.
They truly understand what they look for when they hire; it's not guesswork.
The most successful recruitment companies know exactly what there non-negotiables are when hiring.
They don’t just hire someone on potential.
They truly understand what they look for when they hire; it's not guesswork.
They understand what all of their top performers have in common and they look for this in every single hire they make.
It’s not guess work.
They truly understand what they look for when they hire; it's not guesswork.
They map their interview process to discover the non-negotiables their looking for in people.
Intentional interview questions not questions that feel right on the day.
The Five Pillars Of A Successful Recruitment Business
Pillar #4:
They over-invest in training & development, not under-invest.
They over-invest in training & development, not under-invest.
The most successful recruitment companies are able to consistently develop their own talent into top performers.
They view training as one of the most important aspects of the company.
They over-invest in training & development, not under-invest.
They have built their own methodology which they embed into every single employee.
They don’t have teams of recruiters executing activities in entirely different ways.
They over-invest in training & development, not under-invest.
What does this actually look like?
They over-invest in training & development, not under-invest.
Training In A Successful Business
They over-invest in training & development, not under-invest.
Jamie�Fraser
“What’s been fundamental to creating multiple £1 million billers is that we have always trained people to pitch correctly. People don’t buy into what we do; they buy into how we do it. Training our team is one of the key reasons we have successfully scaled to 100+ people globally.”
The Five Pillars Of A Successful Recruitment Business
Pillar #5:
They build infrastructure for scale rather than waiting until what they're doing breaks.
They build infrastructure for scale rather than waiting until what they're doing breaks.
The most successful recruitment companies don’t keep how they do what they do in peoples heads.
They document systems & processes.
They build infrastructure for scale rather than waiting until what they're doing breaks.
Too many founders say:
“I will worry about that when we’re 10/20/30/50+ people”
This mindset holds so many recruitment founders back from scaling successfully.
They build infrastructure for scale rather than waiting until what they're doing breaks.
Rebekah Bostan
Operations Director
"In my view, for us to grow successfully, we need to have the processes of a 15- to 50-person company now, and until we do, we won't be able to grow effectively."
They build infrastructure for scale rather than waiting until what they're doing breaks.
What does this actually look like?
They build infrastructure for scale rather than waiting until what they're doing breaks.
Infrastructure for scale
They build infrastructure for scale rather than waiting until what they're doing breaks.
Infrastructure that doesn’t scale
The Five Pillars Of A Successful Recruitment Business
Pillar #1 They're solution-focused, not vacancy-focused.
Pillar #2 They obsess over the important metrics that drive the correct behaviours.
Pillar #3 They truly understand what they look for when they hire; it's not guesswork.
Pillar #4 They over-invest in training & development, not under-invest.
Pillar #5 They build infrastructure for scale rather than waiting until what they're doing breaks.
The Five Pillars Of A Successful Recruitment Business �
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