Recruiting Trailblazers

Send us a text I'm taking January off from podcasting to consider the future of Recruiting Trailblazers. Happy to chat with you privately if you want to email me at marcused@mac.com Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Optimizing Recruiting with AI: Enhancing Human Connection In this episode of Recruiting Trailblazers, host Marcus interviews Nic Mahaney, the founder and CEO of Elly.ai. The discussion delves into the role of AI in the recruitment industry, emphasizing how AI can optimize recruitment processes without replacing human connection. They explore the benefits and potential pitfalls of AI, its ethical considerations, and its ability to reduce biases. Key points include the definition and current application of AI in recruiting, the balance between automation and humanization, and the future direction of AI-driven tools in enhancing the efficiency and effectiveness of recruiters. 00:00 Introduction and Guest Welcome 02:09 Defining AI in Recruiting 02:38 AI's Role and Impact on Recruitment 05:35 Human Connection in Recruitment 08:54 Ethics and Bias in AI 11:54 Adopting AI in Recruitment 17:53 Transparency and Authenticity in AI Usage 23:14 The Importance of Personal Touch in Recruitment 23:58 Challenges with Automated Outreach 24:28 Building Trust in Online Interactions 25:34 Human Connection in Recruitment 26:57 The Role of AI in Recruitment 31:35 Strategic Use of AI Tools 36:54 Enhancing Candidate Experience 39:56 Future of AI in Recruitment 43:07 Conclusion and Final Thoughts Nic Mahaney  - connect here: https://www.linkedin.com/in/nmahaney/ Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Just a word from Marcus about next week's guest and conversation. Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text earchIn this podcast, Marcus Edwardes hosts Susan Levine, the renowned CEO of Career Group Companies. Susan recounts her journey, starting with the founding of Career Group in 1981, and shares the evolution of her high-end recruiting firm into a multi-division, nationally recognized company. The discussion covers her unique challenges as a young female entrepreneur in a relatively nascent industry, her innovative strategies to survive economic downturns, and the importance of developing and maintaining a strong company culture. Susan also provides an optimistic outlook for the recruitment industry in the upcoming years, emphasizing the importance of tenacity, empathy, and high-touch service in the ever-changing recruiting and talent acquisition landscape. 00:00 Introduction and Guest Welcome 01:39 Susan Levine's Early Career and Founding Career Group 05:37 Challenges and Successes in the Recruitment Industry 12:57 The Evolution of Recruitment Practices 19:20 Navigating Recessions and the Pandemic 27:19 Understanding Hiring Manager Needs 27:36 Navigating Economic Recessions 29:05 Adapting to Internal Recruiting Departments 31:34 The Value Proposition of Recruitment Agencies 34:30 Building a Positive Company Culture 36:10 Balancing Culture and Performance 42:01 The Importance of Tenacity in Recruitment 48:23 Exciting Future Prospects for 2025 Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Building Relationships and Success in Cybersecurity Recruitment In this episode, Marcus Edwardes welcomes Drew Fearson, the CEO of Ninja Jobs, a specialized cybersecurity recruiting firm. They explore the nuances of the recruitment industry, emphasizing the importance of physical and mental well-being, positive mindset, and relationship-building. Drew shares insights into the unique challenges and rewards of being a niche cybersecurity recruiter, the benefits of comprehensive intake processes, and the evolving role of technology in recruitment. The discussion highlights the significance of old-school principles like developing strong networks and personalized outreach in achieving long-term success. 00:00 Introduction and Guest Welcome 00:52 The Importance of Physical Exercise 01:59 Mindset and Resilience in Recruitment 03:35 Training and Team Dynamics 05:54 Old School Recruiting Techniques 08:16 Comprehensive Intake Process 12:27 Entering the Recruitment Business 16:44 Ninja Jobs: A Unique Story 20:47 The Importance of First Interviews and Metrics 22:12 Navigating the Cybersecurity Recruitment Landscape 23:16 The Power of Niche Recruiting 25:17 Challenges in Modern Recruitment 27:33 Building Strong Client Relationships 33:18 Leveraging Technology in Recruitment 35:27 The Value of Personalization in Outreach 39:59 Long-Term Relationship Building in Recruitment 41:50 Conclusion and Final Thoughts Connect with Drew: https://www.linkedin.com/in/drew-fearson-9431832/ Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Building Relationships with the SAMS Method: In this episode of Recruiting Trailblazers, Marcus delves into a game-changing approach to recruiting by emphasizing the importance of cultivating meaningful relationships with candidates. He warns against the pitfalls of transactional recruiting and presents his SAMS method (Situation, Aspirations, Motivations, Skills) as a solution to transform recruiter-candidate interactions. Marcus explains how engaging with multiple candidates daily and maintaining these relationships through regular, valuable content can build a strong referral network and reduce the need for cold outreach. The episode offers practical tips on rethinking candidate screening and reinforcing recruiter-candidate connections through value-driven newsletters, aiming to position recruiters as 'Trusted Advisors' and ensure long-term success. 00:00 Introduction to Recruiting Trailblazers 00:26 The Best Business Development Tactic 01:05 Building Meaningful Relationships 02:33 The Biggest Missed Opportunity 03:23 Candidate Relationship Strategy 05:05 Mindset Shift for Recruiters 05:59 Long-term Success in Recruiting 07:15 The Power of Connection 07:56 Avoiding the Hard Sell 08:28 Understanding Recruiter Goals 09:44 Introducing the SAMS Method 09:56 Step 1: Rethinking Candidate Calls 10:05 Step 2: Nurturing Relationships 10:55 The SAMS Conversational Strategy 11:57 Breaking Down SAMS: Situation 12:27 Breaking Down SAMS: Aspirations 12:48 Breaking Down SAMS: Motivations 13:43 Breaking Down SAMS: Skills and Experience 15:22 Building Trust and Moving Forward 15:57 Final Thoughts and Next Steps Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text What drives someone to transition from managing Michelin-starred restaurants to launching a game-changing executive search firm?  Join Marcus in a conversation with Hannah Suk-Bragg, the entrepreneur behind Hospitality Confidential, and uncover the fascinating journey behind her leap from the culinary world to the recruitment sector. With roots as a first-generation Korean-American and a wealth of experience in high-end dining, Hannah offers a captivating narrative filled with personal insights and industry revelations. You’ll learn how Hannah’s innovative approach in bridging the gap between independent eateries and chain restaurants is setting the stage for a more diverse and visionary hospitality scene. Forge deeper connections with the hospitality sphere through Hannah’s compelling stories from her time at Spago Beverly Hills to her strategic shift towards recruiting. Discover the nuances of restaurant service culture across the U.S. and the UK, and how these experiences shaped Hannah's professional path. More than just a career change, Hannah's move to recruitment was fueled by a desire for balance, all while staying true to her passion for hospitality. Explore her keen observations on hiring practices, as she delves into the art of placing the right talent in roles from junior managers to C-suite executives. Hannah’s commitment to fostering meaningful client relationships is evident as she shares the inner workings of Hospitality Confidential’s recruitment strategies. From leveraging LinkedIn and industry-specific job boards to the power of personal interactions, Hannah leaves no stone unturned in her pursuit to connect the best talent with outstanding opportunities. Listen as she discusses her experiences in team building, the unique challenges of recruiting for her own company, and the importance of choosing great people. Through Hannah's eyes, get a glimpse of the hospitality industry's tightly knit community and the evolving expectations of a younger workforce that values balance and benefits. Connect with Hanae: https://www.linkedin.com/in/hanae-suk-bragg-cprw-5125517a/ Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Marcus presents a podcast episode focusing on business development strategies for agency recruiters facing today's economic challenges. He emphasizes the importance of establishing true partnerships rather than mere contingency relationships, advocating for meaningful conversations about client needs rather than just gathering requirements. He discusses the importance of leveraging close connections for referrals and the value of personalization in outreach to differentiate from competitors, warning against the ineffective blanket approach to cold outreach. He concludes with advice to block time daily for business development and start with known contacts to create opportunities. 00:36 The Importance of Business Development 01:02 Challenges of Contingency Recruiting 02:32 Effective Business Development Strategies 03:51 Navigating Economic Challenges 07:50 Leveraging Your Network 10:36 The MPC Approach and Testimonials 13:55 Cold Outreach Best Practices 14:45 Conclusion and Next Steps Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text In this episode of 'Recruiting Trailblazers,' host Marcus Edwardes welcomes Tricia Kana Mistry, founder of ThreePDS, to discuss her journey in the staffing industry. Tricia shares her unique background, starting in retail and transitioning to founding her own minority business enterprise after 9/11. They dive into how the industry has changed over the past 22 years, the impact of technology like AI, and the importance of maintaining genuine relationships in recruiting. Tricia also details her client-specific approach and the significance of interview preparation and business development. The conversation highlights the critical balance between leveraging new tools and preserving human connections in recruitment. 00:00 Introduction and Guest Welcome 00:27 Tricia Khan's Background and Career Journey 01:30 Starting a Recruitment Business Post-9/11 03:38 The Evolution of the Recruitment Industry 04:17 The Role of Technology in Recruitment 07:32 Client-Specific Recruitment Approach 11:37 Business Development and Client Relationships 18:06 The Importance of Human Connection in Recruitment 22:32 Transforming Lives Through Job Placements 23:03 The Importance of Relationship Building in Recruitment 24:57 The Role of AI in Recruitment 26:18 Understanding and Utilizing KPIs 31:23 Effective Interview Preparation 38:32 Challenges and Anecdotes in Recruitment 41:37 Conclusion and Final Thoughts Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

Send us a text Redefining Tech Recruiting: Insights from Mavic Ventures Founder Darren Koontz In this episode of Recruiting Trailblazers, host Marcus Edwardes welcomes Darren Koontz, the founder and CEO of Mavic Ventures. Darren discusses his journey from playing football at Boise State University to establishing Mavic Ventures in 2018, a company focused on providing flexible recruiting solutions for startups. Darren explains the unique on-call model Mavic offers, allowing startups to use recruiters on a flexible, hourly basis. He also touches on the challenges faced by recruiting agencies in today's market, emphasizing the importance of maintaining quality relationships and adapting to the evolving industry landscape. Darren shares his innovative approaches to candidate outreach, including the use of benchmarking and personalized messaging to cut through the noise in candidates' inboxes. He also delves into the mental and emotional aspects of the recruiting business, highlighting the importance of resilience and adaptability for recruiters in a challenging market. 00:00 Introduction and Guest Welcome 00:29 Darren Koontz's Background and Career 01:07 Favorite Film and Concert 02:01 Introduction to Mavic Ventures 03:13 Mavic's On-Call Model and Market Fit 06:44 Challenges and Opportunities in Recruiting 10:17 Effective Candidate Outreach Strategies 20:45 Crafting Effective Outreach Messages 22:19 Building Relationships with Candidates 24:33 Understanding Company Culture 28:31 Challenges in Leadership and Recruitment 35:24 Leveraging Technology in Recruitment 38:59 Future Opportunities and Market Outlook 41:34 Conclusion and Final Thoughts Connect with Marcus https://www.linkedin.com/in/marcusedwardes/

In this episode of Recruiting Trailblazers, Marcus Edwardes interviews Will Spengler, an executive recruiter with over 15 years of experience. They discuss Will's journey from various agencies to founding Frederick Fox, an innovative recruiting firm, and explore effective strategies for agency recruitment. Key topics include the challenges and rewards of adopting a high-commission, low-base salary model, the importance of personalization in sales outreach, and the necessity of time-blocking and planning for long-term success in the recruitment industry. 00:25 Guest Introduction: Will Spengler 01:53 Personal Insights and Interests 03:13 Running and Mental Clarity 04:11 Business Model Discussion 04:16 Founding Frederick Fox 08:23 Commission vs. Salary Debate 19:29 Challenges of Independent Operations 23:33 Back Office Complexities 27:16 Open Invitation for Recruiters 28:00 The Recruiter's Journey: From Unemployment to Success 28:31 Who Thrives in Our Environment? 29:43 Overcoming Mental Blocks in Sales 32:16 Effective Sales Strategies in Today's Market 35:55 Personalization at Scale: A New Approach 46:05 Balancing Sales and Recruitment 47:45 The Importance of Time Management and Planning 50:42 Final Thoughts and Success Stories

Old School is the New School: Deep Dive into Headhunting with Chris Relth In this episode of Recruiting Trailblazers, Marcus chats with Chris Relth, an experienced recruiting professional and CEO of Artemis. They discuss the importance of relationships in recruiting, navigating economic challenges, and the evolving role of technology in the industry. Chris shares his journey into entrepreneurship, emphasizing the value of effective headhunting, ethical recruitment practices, and the significance of cultural fit in candidate selection. The conversation underscores the resurgence of human-centric recruiting in an era dominated by automation and AI. 00:00 Introduction and Welcome 00:53 Getting to Know Chris  03:07 Defining Moments and Personal Stories 04:25 Founding Artemis: The Journey Begins 07:49 Navigating the Recruitment Industry 11:21 Headhunting and Differentiation 24:19 Setting the Ground Rules for Candidate Submissions 24:50 The Positive Pessimist Approach in Recruiting 25:35 Building Trust with Clients Through Transparency 29:30 The Importance of Relationship Building in Recruitment 30:52 Modern Business Development Strategies 40:55 The Role of AI and Automation in Recruitment 45:43 The Future of Recruitment: Human Touch vs. Technology 47:23 Conclusion and Final Thoughts

In this episode of Recruiting Trailblazers, host Marcus Edwardes sits down with Lauren Argenti Rawlings, founder of Precita Placements. Lauren shares the compelling journey of her company's acquisition by ZRG and subsequent rebirth, highlighting her dedication to a high-touch, personalized approach in executive search. The conversation explores the challenges and nuances of diversity recruiting, creative business development strategies, and the importance of building community through in-person events. Lauren also reflects on investing in community events and leveraging social media to differentiate her boutique firm and emphasizes the critical role of candidate experience in forging lasting relationships and earning referrals.    00:00 Introduction and Welcome  00:25 Meet Lauren Argenti Rawlings  01:05 The Story of Proceta Placements  02:44 Challenges and Benefits of Corporate America  04:52 Diversity Recruiting Journey  06:27 The Importance of Client Education  14:36 Advocating for Up-and-Comers  18:48 Building a Network Through Events  28:25 Business Development Strategies  32:50 Concluding Thoughts and Philosophy  34:32 The Role of Social Media and AI Conclusion Lauren is a testament to how passion, innovation, and commitment to diversity can drive success in the executive recruiting industry. By pushing the boundaries of traditional practices and creating meaningful, face-to-face networking opportunities, Lauren stands out as a true Recruiting Trailblazer in her field. We hope her insights inspire you to rethink your approach to recruiting and business development.

In this episode of Recruiting Trailblazers, Marcus Edwardes discusses the importance of adopting a relationship-driven recruiting approach over a transactional one in 2024. He emphasizes the long-term benefits of building trusted advisor status with candidates and prospects, which includes treating all interactions with the same high level of respect and care. Marcus introduces the REACT conversation strategy (Rapport, Explore, Acknowledge, Confirm, That's Right) and the SAM system (Situation, Aspirations, Motivation, Skills) to guide recruiters in forming meaningful relationships that can lead to an effective referral network and reduced reliance on cold outreach. 00:00 Introduction and Welcome 00:28 The Importance of Relationship-Driven Recruiting 00:59 Challenges in Modern Recruiting 01:38 Switching to a Relationship-Driven Mindset 03:01 Building Trust and Authority 06:36 The REACT Conversation Strategy 10:19 The SAM System for Effective Conversations 12:57 Conclusion and Final Thoughts

Marcus is on holiday and will return with a new series in a couple of weeks!

In this episode of Recruiting Trailblazers, host Marcus Edwardes interviews Stacey Stratton, the president and CEO of True Talent Group. The conversation delves into Stacey's journey of founding her niche staffing agency in her basement in 2008, her passion for matching top marketing, creative, and digital talent with opportunities, and her approach to building meaningful relationships with clients and candidates. They discuss the importance of candidate experience, the challenges of scaling a boutique agency while maintaining quality, and the evolving dynamics of recruitment in a post-COVID world. Stacey shares anecdotes on overcoming initial hurdles, the value of meeting candidates and clients face-to-face, and offers insights on building a candidate-centric recruitment process. The episode underscores the significant impact of relationship-building in the recruitment industry. 00:00 Introduction to Recruiting Trailblazers 00:25 Meet Stacey Stratton: CEO of True Talent Group 02:11 Stacey's Journey: From Basement Startup to Success 07:19 Navigating Challenges and Growth 10:27 The Importance of Face-to-Face Interaction in Recruitment 15:41 Building and Nurturing Relationships in Recruitment 24:19 The Changing Landscape of Recruitment 24:47 Building Long-Term Relationships with Candidates 25:26 Challenges in Winning New Clients 27:59 The Importance of Industry Expertise 30:44 Understanding Client and Candidate Needs 33:25 Scaling a Boutique Agency 36:01 Enhancing Candidate Experience 35:02 The Role of Candidate Experience  38:57 Nurturing Your Candidate Community  46:37 The Hard Truths of Recruitment  48:39 Balancing Personal Strategy with Scale  49:07 Final Thoughts and Farewell

The episode of "Recruiting Trailblazers" features host Marcus Edwardes in conversation with Natalie Sarmiento, founder of Engage Engineer Search, a niche headhunting firm specializing in the forensic engineering industry. Natalie shares her journey from an HR professional to starting her own agency, which was motivated by the recognition of a gap in the market for dedicated and knowledgeable recruiters in forensic engineering. Natalie discusses the challenges she faced in HR, particularly how generalist recruiters often failed to present qualified candidates. This realization drove her to establish a more specialized recruiting firm, which earned her a place on Forbes America's Best Professional Recruiting Firms list in 2023. The conversation covers Natalie's strategies for connecting with top talent in a highly specialized and confidential field, emphasizing the importance of building quality relationships and trust. She talks about her recruitment approach, which includes understanding both the client's needs and the candidate's career aspirations, ensuring that placements are not just transactional but transformative for both parties. Throughout the podcast, Natalie shares insights into the intricacies of forensic engineering, the importance of industry-specific knowledge, and the ethical considerations in recruiting for such a niche market. Marcus and Natalie also reflect on the mutual benefits of developing genuine, long-term relationships with clients and candidates, highlighting the satisfaction that comes from positively impacting people's careers and businesses.  Natalie closes with advice for other recruiters, stressing the importance of integrity, professionalism, and genuine relationship-building in achieving success in recruitment.

In today's episode, our host Marcus Edwardes sits down with Jeremy Jensen, founder and CEO of Encore Search Partners, a 40-person direct-hire recruitment agency. With a focus on headhunting revenue producers and tech professionals, Jeremy shares his expertise on navigating the evolving hiring landscape and the keys to success in the recruitment business. Overview:    - The conversation dives into the functional verticals served by Encore Search Partners, including wealth management, law firms, and technical product companies.    - Discussion on the hiring market, especially post-pandemic trends and current conditions.    - Jeremy explains the technical competency required by clients and the nuances of different job roles.    - Commentary on the difference between contingency and retained recruitment models. Strategies:    - The strategies used by Encore Search Partners for headhunting, including outbound headhunting and leveraging cold outreach.    - The importance of deep technical understanding in recruitment.    - Building trust and credibility quickly with clients.    - The significance of understanding clients’ real needs and potentially redefining job roles to meet business challenges.    - Establishing long-term relationships and becoming a trusted advisor to clients. Market Challenges and Opportunities:    - Discussion on modern challenges in the recruiting market, including remote work impacts and the current state of agency recruiting.    - Opportunities presented by companies lacking internal recruiting sophistication due to sudden growth from new funding. Company Culture and Growth:    - Insights on Encore's aggressive recruiting culture and outbound headhunting approach.    - Strategies for growing and maintaining a successful recruiting business.    - The importance of continuous improvement, accountability, and maintaining high standards. Closing Thoughts:    - Jeremy’s views on the key to success in the recruitment business—emphasizing continual improvement and gratitude.    - Concluding remarks and appreciation for Jeremy’s insights shared during the podcast. Biggest Takeaways: 1. Technical Competency and Market Understanding:  Jeremy highlights the increasing importance of recruiters possessing a deep understanding of the technical aspects of the roles they are filling. This not only helps in finding the right candidates but also in establishing credibility with clients.  2. Value Proposition and Differentiation:  The aggressive headhunting approach and the ability to poach top talent from competitors set Jeremy's firm apart. This strategy is particularly effective in industries where specialized knowledge and technical skills are paramount.  3. Continuous Improvement and Accountability: Jeremy underscores the importance of continuous learning and improvement for recruitment success. Holding the team accountable to KPIs and instilling core values like excellence and resilience are crucial for maintaining high performance and growing the business.

This episode of Recruiting Trailblazers with Marcus Edwardes features a deep dive into the evolving world of recruitment with guest Will McGee.  Will McGhee has over a decade of top performing agency recruiting experience under his belt. Averaging over 500k yearly billing and now the Founder of Recruiting With Dynamite he is on a mission to help recruiters everywhere get better every day. Will shares his insights on how the recruitment landscape is changing and what recruiters need to adapt to stay effective. This thought-provoking conversation covers a range of topics from the impact of technology to the power of relationship building in recruiting. - How to initiate the first conversation with potential clients:  Marcus inquires about strategies for engaging new clients in meaningful dialogue, emphasizing the challenges recruiters face in today's market. Will suggests focusing on content creation, social proof, and addressing specific pain points to make initial outreach more impactful.  - The role of AI and technology in recruitment:  Discussion around the implications of technological advancements on the recruitment process, with a particular focus on how automation and AI are reshaping the demand for recruiters.  - Importance of a strategic approach:  Both highlight the necessity for recruiters to adopt a more consultative and strategic role in addressing hiring needs, moving beyond traditional transactional methods to offer tailored solutions.  - Creating value through productization:  Will  talks about transforming recruitment services into productized offerings, enabling recruiters to solve specific client problems in a scalable way, and showcasing examples from his own experience.  - Candidate experience and relationship management:  Insights on the significance of building deep, trusting relationships with candidates and clients alike, focusing on understanding their needs and being genuinely invested in their success. Three Key Takeaways: 1. Adaptability is Key: In the face of technological advancements, recruiters must evolve from being purely transactional to adopting a consultative approach that addresses the specific needs and pain points of their clients.  2. Productization as a Differentiator: The concept of productizing recruitment services offers a unique value proposition to clients by systematically solving recruitment challenges through scalable, replicable solutions.  3. The Power of Relationships: Despite the rise of automation and AI, the human element remains central to recruitment success. Building genuine relationships and being strategically involved in both candidate and client journeys is crucial.

This week - Marcus opines on Agency Recruiters' struggles in securing those all-important "first-convos" with prospective clients. What's the issue? What's the solution? Tune in to find out!