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PODCAST

The Resilient Recruiter

Recruitment Coach Mark Whitby

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

business careers

All Episodes

70:07

How to Place Candidates Faster With a Process Clients...

The Resilient Recruiter ·

2026/04/23

What does it take to place a candidate in 72 hours and have a VP of HR say they've never seen anything like it?Darwin Shurig built a $2.5 million medtech recruiting firm with $1.2 million in personal production. Then in one quarter, eight of his nine top clients stopped using external recruiters. Revenue collapsed. His team disappeared. His 17-year marriage ended in the same period. What he built on the other side changed how he runs every search. His process replaces the standard job

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71:23

How to Build a 44-Year Recruitment Career on Cadence,...

The Resilient Recruiter ·

2026/04/16

Rich Bradley has been recruiting since 1982. He’s billed $28 million. He’s been a Pinnacle Society member for nearly 30 years. And at 67, working solo alongside his wife, he has no intention of stopping.In his first seven months, he made zero placements. He packed his things into a cardboard box, walked toward the door, and heard his colleagues talking about him behind his back. What they said stopped him. He turned around, sat back down, and made two placements by the end of that week. That

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61:28

How to Build a 10-Year Retained Practice with a 94%...

The Resilient Recruiter ·

2026/04/09

In 2008, Carol Ann Wentworth lost her business, her home, and nearly everything she owned. Within 10 days of clarifying her next step, three recruiting firms reached out. She had a job offer in two weeks.That same clarity is what built Wentworth Executive Recruiting into a ten-year retained practice with a 94% retention rate. Carol Ann has 35 years of experience in executive search. She sends three candidates per search, not thirty. Her interviews run an hour, sometimes two. She made 48

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63:28

How to Win $100K Fees by Playing the Long Game, with...

The Resilient Recruiter ·

2026/04/01

What if one placement paid $100,000... but took two years to close?Few recruiters would touch that model. Darci Smith built her entire business around it. Darci is the founder of Roklyn, a wealth management recruiting firm based in California. She specializes in financial advisor transitions — moving established advisors between firms, often transferring hundreds of millions in assets. These aren't quick wins. Sales cycles run one to two years. Fees are paid in tranches across twelve months. Her

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67:37

How to Build a $4M Recruitment Firm and Change the...

The Resilient Recruiter ·

2026/03/25

Seb Sharpe built a $4 million recruitment firm in seven years, profitable every quarter, working exclusively on retained and permanent placements.Then he made a decision most agency owners avoid. Instead of scaling headcount and doubling down on the traditional model, he stepped back and started building for where he believes the recruitment industry is heading next. Seb is the co-founder of Inventure, a specialist renewable energy search firm based in Los Angeles. He launched the business in

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79:07

How to Rebuild After a Market Crash and Win Retained...

The Resilient Recruiter ·

2026/03/19

Harrison Wright built his recruitment business to nearly $400,000 in billings within six months.Then the market turned. Hiring froze. Searches disappeared. For six months, nothing came in while he was burning $30,000 a month to stay afloat. Most recruiters would respond by doing more. More calls. More CVs. More pressure. He did exactly that. It didn’t work. Harrison is the founder of The Blockchain Recruiter, a search firm specialising in crypto and Web3 talent. After the crash, he rebuilt

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69:10

A Recruitment Firm That Guarantees Every Placement...

The Resilient Recruiter ·

2026/03/11

A 12-month guarantee on every placement.That’s not something you hear often in recruitment. Lewis Waitt and Jessica Multhauf built their firm, Aliniti, around the idea that the placement is only the beginning of the relationship. Because of the way they run their searches — and the way they support both the client and the new hire after the hire — more than 90% of their placements are still in the role after one year. Aliniti didn’t start as a recruitment firm. It began as an HR and

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64:48

How to Win Enterprise Clients and Turn One Deal Into...

The Resilient Recruiter ·

2026/03/04

One placement can be a transaction. Or it can be the start of a long-term enterprise relationship.Most recruiters treat it like the first. Brendan Thomas built his career on the second. He started recruiting at 36, got fired after his first $60,000 placement, and joined a new agency six months later with two clients. By the end of that year, he had built over $600,000 in billings. Six years on, he has generated more than $5 million in lifetime billings, averaged $1 million per year, and

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72:05

How to Build a Recruiter Training System That...

The Resilient Recruiter ·

2026/02/27

Most recruitment agencies believe in training.Very few build a structured system that consistently produces top billers. Larissa Gerlach experienced the hard version first. In year one, she earned $40,000 and questioned whether she would make it in recruitment at all. By year three, she had reached President’s Club. Soon after, the CFO of a private equity-backed recruiting firm asked her to replicate her results across 25 offices. That request became the foundation of a national recruiter

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64:24

Why AI Has Made Recruitment Harder, Not Easier, with...

The Resilient Recruiter ·

2026/02/18

Six years ago, Greg Savage was the very first guest on The Resilient Recruiter.For episode 300, he returns to discuss the biggest shift our industry has faced since the rise of the internet: artificial intelligence. And he doesn’t hold back. “The contingent, multi-listed perm market… I think that is over.” Greg has built four recruitment businesses. He’s the author of The Savage Truth (20,000+ copies sold). He’s spent five decades watching this industry evolve. His view? AI hasn’t made

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65:36

How to Win Retained Recruitment Work Without Pitching...

The Resilient Recruiter ·

2026/02/11

Why do some recruiters win retained work in a single meeting while others pitch for weeks and still lose to contingent competitors?My guest, James O’Brien, knows exactly why. And it has nothing to do with fee structure. James is the Managing Director and COO at i-intro. He’s been in recruitment since the late 1980s and has spent the last decade helping recruitment firms move from transactional, contingent work into retained and exclusive assignments. His clients consistently outperform the

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59:22

Why Candidates Ignore Recruiters and What Actually...

The Resilient Recruiter ·

2026/02/05

Why do some recruiters get ignored while others hear, “I never respond to recruiters, but I had to respond to you”?Theresa Nordstrom has spent her career on both sides of the hiring table. Before launching her own search firm, she spent nearly 20 years as an HR leader. In one role, she cut agency spending by over $700,000 by building creative employee referral programs and filling roles in-house. Then she crossed to the agency side. In this episode of The Resilient Recruiter, Theresa explains

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57:54

How to Build 8 Revenue Streams That Grow Your Agency...

The Resilient Recruiter ·

2026/02/02

Why do some recruitment agencies collapse during recessions while others keep growing? Gerard Koolen has watched his business expand through three major crises: the 2008 financial collapse, COVID-19, and the war in Ukraine. Each time, Lugera grew. Not by working harder, but by building the business differently. Gerard is the founder of Lugera, a recruitment agency with 11 offices, over 500 employees, and €243 million in annual revenue. Operating across a region tested by economic downturns and

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64:02

From 3 Placements to 40% Retained: How to Win Without...

The Resilient Recruiter ·

2026/01/28

Why do some recruiters stay stuck on contingent work while others shift a large portion of their business to retained without pitching harder or sounding salesy?James Cairns found the answer the hard way. James is a CPA who left a stable corporate finance career to start a boutique search firm with no agency experience, no local network, and just $30,000 in savings. His first year was brutal. Three placements. Borrowed money. Serious doubts about whether he'd made a huge mistake. Then one summer

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64:22

How to Turn LinkedIn Videos Into Real Client...

The Resilient Recruiter ·

2026/01/22

Why do some recruiters post content every week and still struggle to book meetings? While others quietly turn short LinkedIn videos into real sales conversations that actually close. Mike Mello has lived both sides of that question. After 10 years in staffing, Mike had built what most recruiters would call a dream run. Over 1,300 placements. More than $100 million in revenue sold. Nearly 140 contractors are billed as enterprise salespeople. Then he walked away. Not because staffing stopped

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66:17

How to Build a Hiring Machine That Attracts the Right...

The Resilient Recruiter ·

2026/01/14

Why do some recruiters command premium fees while others compete on speed and price? It’s not talent or experience. It’s whether they’ve packaged their service as a product.Andrea Hoffer learned this lesson the hard way. Before launching her consulting business, Andrea spent 10 years running a Massage Envy Spa franchise. She led a team of more than 30 employees. Her therapeutic staff stayed. Her front-desk hires didn’t. Turnover was constant. She hired fast, hoped for the best, watched people

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93:04

How Recruiters Can Use AI Without Losing Trust or...

The Resilient Recruiter ·

2026/01/08

There’s a lot of noise around AI in recruitment.Some people are selling it as a silver bullet. Others are predicting a job apocalypse for recruiters. Neither is true. In this episode of The Resilient Recruiter, Mark Whitby sits down with Rebecca Hastings to talk about what’s actually happening inside businesses using AI right now and what recruiters are getting wrong. Rebecca advises CEOs, boards, and AI leaders on strategy, governance, and implementation. She’s reviewed hundreds of real-world

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61:16

The 10 Most Popular Resilient Recruiter Episodes of 2025

The Resilient Recruiter ·

2025/12/31

This episode brings together the ten most listened-to conversations of 2025.They weren’t popular by accident. These episodes resonated because they spoke directly to the challenges recruiters were dealing with day to day. Planning your time. Building pipeline. Positioning retained search. Recovering from burnout. Staying relevant as the market and LinkedIn both shifted. If you missed any of these conversations the first time around, consider this your shortlist for heading into 2026 with a

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How Better Candidate Presentations Turned a...

The Resilient Recruiter ·

2025/12/24

Tonya Leadman went nine months without a single placement.Seven searches were put on hold. Two offers fell through. Cash flow tightened. And her accountant called to check if she was okay. Tonya is the owner of Leadman & Associates, a national executive search firm serving the food, beverage, and CPG manufacturing industries. After building her career as a top performer in the MRI Network and later moving in-house as a Fortune 500 talent acquisition leader, she launched her own firm in

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Recruitment Agency Growth: How to Go from Contingent...

The Resilient Recruiter ·

2025/12/17

For years, Matt Rooney did what a lot of capable recruiters do. He stayed busy. Took the work that came in. Said yes more often than he should have.Inside private equity, that turned him into what he later called a "utility recruiter". Useful, but reactive. Some years were strong. Others weren't. And it never quite felt like a real partnership with clients. Two decisions changed the direction of his business. Matt narrowed his focus to one role inside private equity: business development and

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319 results

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