The Value of Recruitment Podcast with Jon Brooks

Jon Brooks speaks with Greg Fischer, the founder of Well Oiled Machine, about the challenges of selling a high-value service that is historically perceived as cheap. Greg shares his pricing journey and how he’s overcome limiting beliefs around rates and retainers, and now sees charging a premium as a selling point in itself. They talk about how Greg combined world class processes and creativity - not always two concepts that sit well together - to make his former agency stand out in a highly competitive market. Greg is also really honest about the mistakes he’s made along the way, including how he used to hire for himself, and how he’s used those lessons to make his business stronger. TakeawaysRecruitment is not just about filling positions; it's about adding value.Intentional hiring is crucial for building a successful team.Creative outreach can significantly enhance client engagement.Pricing strategies should reflect the true value provided to clients.Demonstrating expertise can differentiate a recruitment agency from competitors.Offshoring can be a powerful tool for scaling recruitment efforts.Building trust with clients involves challenging their assumptions.A consultative approach can lead to better client relationships.Recruiters should focus on educating clients about market trends and best practices.The journey of pricing should align with the value delivered to clients.Chapters00:00 The Value of Recruitment02:32 Challenges in Recruitment Hiring05:24 Building a Successful Recruitment Team08:27 Creative Outreach and Client Engagement11:28 Pricing Strategies in Recruitment14:36 The Importance of Process and Creativity17:20 Offshoring and International Hiring20:26 Demonstrating Value to Clients23:24 Changing Perceptions of Offshore Talent26:25 Consultative Approach to Recruitment29:16 Building Trust with Clients32:02 The Journey of Pricing and Value34:49 Maximizing Value in Recruitment37:48 The Shift from Transactional to Consultative40:24 Final Thoughts on Recruitment ValueTo learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Jon Brooks speaks with Chelcie Harry, VP of Marketing at Levin, about the critical role of marketing in recruitment. They discuss how effective branding and understanding client needs can lead to more inbound business and stronger client relationships. Chelcie emphasises the importance of specialisation and trust in differentiating from competitors, as well as the need for recruitment agencies to invest in marketing to navigate a competitive landscape. The conversation highlights the evolving nature of recruitment and the necessity of adapting marketing strategies to meet client expectations and industry changes.TakeawaysInvesting in marketing can simplify business operations.Understanding client needs is crucial for recruitment success.Branding significantly influences client choice.Specialisation helps differentiate from competitors.Building trust is essential for client commitment.Marketing strategies should focus on client pain points.Recruitment agencies must adapt to industry changes.Creating a positive client experience enhances loyalty.Effective branding can lead to more inbound business.Recruitment should focus on relationships, not transactions.Chapters00:00 The Value of Recruitment04:07 Marketing the Purpose of Recruitment07:06 Standing Out in a Competitive Market09:40 Specialisation and Speed in Recruitment12:54 The Triangle of Good, Fast, and Cheap15:48 Influencing Client Decisions through Branding18:42 The Psychology of Recruitment Marketing25:33 Exceeding Customer Expectations30:45 Building Trust Through Commitment37:32 Understanding Client Pain Points44:17 The Role of Marketing in Recruitment50:11 Investing in Brand for Long-Term Success51:25 Top 3 TakeawaysTo learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Jon Brooks speaks with Matthew Wragg, CEO of Gattaca PLC, about the importance of taking pride in recruitment, and how the perception of our industry is changing - even down to how his dad talks about what his son does for a living. They talk about how Matt has created a unified brand identity, and the importance of understanding the ‘why’ before rolling out a big change in a business. Matt explains how large recruitment agencies can still be niche experts, how to balance standardised process and personal flair, and why he doesn’t believe in industrialising personality and emotional intelligence. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠TakeawaysThe perception of recruitment is changing positively.AI can enhance recruitment processes but cannot replace personal connections.Building trust with clients is essential for success.Effective communication is key to demonstrating value in recruitment.A unified brand identity helps in establishing market presence.Fostering a positive company culture leads to better engagement.Balancing standardization with personal flair is crucial.Understanding client needs is fundamental to providing value.Emotional intelligence cannot be industrialized in recruitment.The cyclical nature of the market requires adaptability and resilience.Chapters00:00 The Value of Recruitment07:15 Building Trust and Authenticity in Recruitment12:34 Creating a Unified Brand Identity20:01 Choosing the Right Path in Recruitment22:49 Scaling Recruitment in a Competitive Market25:27 Navigating Change and Challenges in Recruitment32:23 Understanding Value in Recruitment35:47 Building Lasting Relationships in Recruitment39:24 Pride in the Recruitment Profession46:20 The Value of Recruitment46:48 Personal Flair in Service Delivery47:07 Top 3 Takeaways

Jon Brooks speaks with Keith Langbo, CEO of Kelaca, about the evolving landscape of recruitment. They discuss the decline in the perceived value of recruitment over the years and explore how AI and data can enhance the hiring process. Keith emphasizes Kelaca's culture-first approach, the importance of understanding client needs, and the potential for predictive hiring in the future. The discussion also touches on the challenges of engaging clients effectively and the role of Kira, Kelaca's innovative tool, in streamlining the recruitment process. Overall, the conversation highlights the need for recruiters to adapt to changing workforce dynamics and to leverage technology to provide greater value to clients and candidates alike.TakeawaysRecruitment has lost value over the years, but there's potential to improve.AI can enhance the recruitment process by providing better data and insights.Kelaca focuses on culture-first recruitment, treating candidates and clients with respect.The future of recruitment may involve predictive hiring and a gig workforce.Data is crucial for understanding hiring needs and improving recruitment outcomes.Engaging clients through discovery and understanding their needs is essential.Kira, Kelaca's tool, gamifies the job qualification process for hiring managers.Recruiters must balance automation with human interaction in the hiring process.Building credibility through case studies and data can differentiate recruitment firms.The recruitment industry must adapt to changing workforce dynamics and client expectations.Chapters00:00The Value of Recruitment01:29 How valuable is recruitment?03:53 Optimism for the Future of Recruitment08:53 The Role of AI in Recruitment11:41 Challenges in Recruitment and AI Implementation14:16 Building Credibility in Recruitment17:23 The Importance of Culture in Hiring20:08 Show, Don't Tell: Demonstrating Value22:49 Giving Away Knowledge to Build Trust26:58 Recruiters Failing Their Clients30:44 Navigating the Complexity of Hiring34:56 Leveraging AI in Recruitment37:45 Engaging Clients Effectively46:27 The Future of Predictive Hiring Intelligence53:49 Top 3 Takeaways

Thomas Dove, founder and CEO of Fraser Dove International, discusses the transformative power of recruitment, emphasising its life-changing value for candidates and organisations alike. He shares insights on building a product ecosystem around recruitment services, the importance of storytelling in engaging clients, and the challenges of measuring quality of hire. Tom also highlights the significance of human interaction in recruitment and the need for a consultative approach to client relationships, ultimately aiming to be the most referred search firm in life sciences.TakeawaysRecruitment can be life-changing for candidates and organisations.Building an ecosystem of products adds value to recruitment services.Storytelling is essential for engaging clients and candidates.Quality of hire is a critical metric for success in recruitment.Understanding the client's narrative helps in recruitment.Productising services can enhance client relationships and value.Pricing strategies should be flexible and client-focused.A perfect recruitment process ensures high-quality outcomes.Human interaction remains vital in the age of AI.Long-term relationships with clients lead to better recruitment outcomes.Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ Chapters00:00 Introduction01:05 The life-changing power of recruitment02:38 Understanding the Bigger Picture in Recruitment05:27 Creating a Narrative of Value08:51 Quality of Hire: The Key Metric11:44 Building Long-Term Relationships through Quality15:18 The Balance of Data and Storytelling17:23 Productising Recruitment Services23:28 Navigating Pricing Challenges25:53 The Importance of a Remarkable Service29:16 Confidence in Value and Worth38:06 White glove service44:58 Top 3 takeaways

How can you stand out from each other and the swathes of new AI tools in the recruitment industry? In this episode, your host, Jon Brooks, is joined by Adrian O'Connor, Founding Partner at Global Accounting Network, to answer that question. Adrian highlights the importance of effective recruitment, suggesting that multi-agency contingency models often lead to poorer quality work as recruiters race to the finish line. He also emphasises the importance of positioning yourself as a consultant rather than a commodity, and suggests that having difficult conversations with your clients will make them value you more, not less. Adrian also recommends working with clients on long-term projects, like creating a pipeline of talent ahead of upcoming restructures. Tune in now to find out how to turn your recruitment business into a valuable consultancy firm. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Tune into this fascinating conversation between your host, Jon Brooks, and his guest Jordan Shlosberg, the Founder of Atlas, as they discuss what makes agency recruiters more successful than internal talent acquisition professionals. In this episode, Jordan shares his experience of hiring high-level employees who change the direction of their companies. He also explains why recruiters who can provide that service are in such high demand. Jordan also talks about the importance of getting honest feedback from clients, as well as the psychological tricks that recruiters can use to prompt genuine responses. He also tells us why Atlas is such a powerful tool, and how AI will continue to help recruiters perform better when they’re not bogged down doing administration tasks. Tune in now to learn how to take your recruitment practices to the next level. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

Join your host, Jon Brooks, and his guest Paul Roberts, the Director of Smart Partners, as they explore the value of the Japanese recruitment market.Paul explains the cultural differences he’s observed in Japan, such as the value placed on expertise, and the impact that those differences have on how recruiters’ services are valued there. He also talks about the difference in fee structures, from perm fees to the rates that make it possible to charge a 100% fee in Japan, and the caveats that come with that. Listen now to discover what makes recruitment in Japan so valuable. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit⁠recruitwithatlas.com.⁠ 

Discover the impact that recruitment companies can have around the world in this fascinating conversation between your host, Jon Brooks, and Miles Hunt, founder of the Empresaria Group. During the episode, Miles shares stories from his time operating in global markets from Asia to South America, even laying the groundwork for a functioning recruitment industry in Indonesia. He also talks about the evolving services that recruiters offer, based on the changing needs of our clients and our unique position to both act as a guide and also deliver solutions for changing markets.Miles also shares his thoughts on the future of recruitment, including whether AI will help us evolve as an industry. Tune in now to hear Miles’s unique insights from a global career in recruitment, investment and advice. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

Find out how personal branding and content creation can help you stand out from competing recruiters in this fascinating conversation with Dandan Zhu, an Author and the Founder of DG Recruit. Throughout the episode, Dandan talks about what recruiters can learn from the legal and medical industries, especially when it comes to valuing your work. She also explains how accurately diagnosing your client’s needs can increase the value of your recruitment services. Listen now to discover how being more selective with your clients can transform your recruitment career. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit⁠recruitwithatlas.com.⁠

The legendary Mitch Sullivan shares his views on how recruiters can demonstrate their value better to clients.  During the episode, Mitch also explains how to stand out in a crowded market and how to win your customer’s attention. He also points out the benefits of moving away from a contingent business model, and shares tips to help you win more retained clients. Tune in to discover how copywriting can transform your recruitment business. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brookshere. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Explore the opportunities available in the recruitment sector with me, Jon Brooks, and Angela Cripps, the Owner and Managing Director of The Recruiting Gym. Throughout the episode, Angela shares her stories about creating value in the recruitment sector, including the life-changing placements that she’s made throughout her career. She also gives us a huge amount of advice, including tangible ways that recruiters can make their work more valuable to clients, candidates, and their local community. Listen now to find out how to integrate a continuous improvement mindset into your work. Remember: leave a review and follow the show to hear every episode first. To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brookshere. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Discover why recruiters often don’t believe in their value in this conversation between your host, Jon Brooks, and Greg Savage, the Principal of Savage Recruitment Academy.  During the episode, Greg explains why differentiating yourself is so important in the recruitment sector, and how your differences can increase your value and help you retain clients.  He also explores why consultants really experience burnout and the power of self-belief. Tune in now to learn more about how to increase the value of your services.  You can sign up to Greg's masterclass tour here: https://bit.ly/42gI6Qw Remember: leave a review and follow the show to hear every episode first.  To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.  The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

In this enlightening conversation, your host, Jon Brooks, and Neil Carberry, the CEO of the Recruitment & Employment Confederation, discuss the value of the recruitment industry. They compare it to other sectors and discuss its impact on businesses in general.  Neil also emphasises the importance of taking pride in your work as a recruiter throughout the discussion, explaining how this will help you stand out in a saturated market.  He goes on to explain the need for recruiters to know more about the challenges in their industry than their clients do to solve those issues through their work.  Tune in to discover how you can increase your value (and margins) in recruitment.  Remember: leave a review and follow the show to hear every episode first.  To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.  The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

Join Jon Brooks and Benjamin Mena, the managing partner of Select Source Solutions and host of the Elite Recruiter Podcast, as they discuss the value of recruitment in the government contracting space.  Benjamin touches on the importance of presenting yourself and your services as strategic and consultative, emphasising the value of deep industry knowledge.  He also shares how focusing on client needs can improve your recruitment service and build better relationships within the sector.  Tune in to find out more about the value of recruitment.  Remember: leave a review and follow the show to hear every episode first.  To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.  The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

Dive into the reality of consultative recruitment with Jon Brooks and this week’s guest, Tracey George, chief operating officer of TPP Recruitment.  Tracey explains the benefits of truly understanding your client’s challenges and values, and how you can establish what they value besides costs.   Tracey also discusses the role of ethical and data-supported recruitment, including how showing your methods to clients improves their perception of your value.   Listen in to find out how consulting with clients at a business level can improve your service’s value.  Remember: leave a review and follow the show to hear every episode first.  To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here. The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠

Discover why taking a customer-first approach makes recruitment companies more successful in this conversation between Jon Brooks and Janine Owen, director of The Talent Crowd.  Janine explains the value of creating a service offering that you are genuinely proud of, and the importance of offering services that are backed up by consistent processes.  She also talks about the value you can give clients alongside the usual candidate shortlists.  Tune in to find out more about process-driven services.  Remember: leave a review and follow the show to hear every episode first.  To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.  The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

Discover the importance of a personal service in recruitment in this conversation with Jon Brooks and Alexandra Chirica, the founder of Recfindr.     In this episode, Alexandra talks about the value of niche recruiters and the reason she doesn’t believe they will be replaced with AI or HR tech.     She also discusses the rationale behind Recfindr’s rating method and the reason recruiters can’t be reduced to a five-star system.     Listen in to learn more about the human side of recruitment.     To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.     The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠  

Why do recruiters so frequently undervalue their services? Join Jon Brooks and Clodagh Murphy, the director of Cathedral Appointments, to find out.     In this episode, Clodagh also touches on her insights on topics from the strategic importance of good recruitment to the benefits of developing local businesses for future generations.     She also shares her personal journey from tech to recruitment, as well as her belief that value isn’t just about cost.     Tune in to find out how to increase the value of your recruitment services.     To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.     The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠ 

When should you NOT negotiate with your clients? Meqa Smith, founder of The Unforgettable Agency, joins Jon Brooks to talk about her unique business model.     Meqa highlights the importance of considering a candidate’s career journey rather than what they’re looking for from a specific job, and the resulting improvements in candidate experiences.     You can also find out more about the psychological factors behind a successful recruitment process.     Remember to leave a review and follow the show to hear every episode first.     To learn more about recruitment pricing, sign up for the Added Value newsletter from Jon Brooks here.     The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.⁠