Is your sales strategy boosting or blocking your results? Find out where you stand and uncover areas to improve.

Take the test now and find out what you could be doing differently. 👉 https://bit.ly/bd-strategy-assesment

----------------------------------------------

Hey everyone, welcome to the Recruiting Better podcast! Today, I’m joined by Jamie Rogers from Darwin Recruitment, a billing manager who’s mastered the art of business development. We’re diving into his journey of transforming his sales approach, building an effective sales function, and supporting his team in ways that lead to huge success.

In this episode, Jamie shares how he shifted from a chaotic, candidate-led approach to a more consultative, problem-centered strategy. His story is a great example of how focusing on improving the hiring process can not only benefit the business but also lead to more meaningful conversations and better results.

Key Takeaways:

- Shifting the Mindset: Jamie talks about the importance of shifting from a transactional approach to business development to a consultative one. The key is understanding the client's hiring problems and focusing on long-term relationships rather than just filling roles.

- Problem-Centric Messaging: By moving away from a candidate-led approach, Jamie found success by speaking directly to the problems clients face in recruitment. This shift has enabled him to stand out in a crowded market.

- Embracing the Hiring Challenge: Hiring is often a challenge for leaders, and Jamie highlights how understanding hiring as a competitive advantage can dramatically change the success of both the leader and the business.

- Consultative Selling: Jamie discusses how adopting a deeper discovery conversation with clients—focusing on their pain points—has allowed him to become a trusted consultant rather than just a recruiter.

- Transparency in Pricing: Jamie shares his experiences with transparent pricing and how he uses a collaborative approach to negotiations, showing clients how both sides can benefit from clear expectations and honest conversations.

Noteworthy Quotes:

"I realized I wasn’t just filling jobs—I needed to improve how companies hire." – Jamie Rogers

"Speccing candidates into companies with money works—until the money dries up." – Jamie Rogers

"Most recruiters aren’t experts at recruiting—they’re experts at keyword matching." – Jamie Rogers

"Hiring is a skill, but most leaders have never been trained on how to do it right." – Jamie Rogers

"A strong hiring process doesn’t just help businesses—it transforms leadership success." – Jamie Rogers

"You can’t rock up and say, ‘I’m a specialist’—every recruiter says that." – Jamie Rogers

Timestamps:

[00:00:00] Introduction & guest introduction

[00:04:10] Challenges in traditional business development

[00:09:14] Transitioning from a candidate-led to a problem-led approach

[00:11:28] Importance of addressing hiring challenges instead of pitching candidates

[00:12:52] How hiring can be a competitive advantage for businesses

[00:15:06] The impact of poor hiring on leadership and company performance

[00:17:45] How to effectively frame hiring problems in outreach

[00:19:25] Moving from generic to specific, industry-relevant hiring problems

[00:22:58] Creating problem-led messaging that resonates year-round

[00:24:17] How to uncover and refine problems through direct client conversations

[00:29:19] Winning better clients by positioning as a hiring consultant

[00:30:59] Transparent pricing and negotiating recruitment terms collaboratively

[00:35:33] Closing thoughts

Follow the Guest:

Darwin Recruitment Website: https://www.darwinrecruitment.com/ 

Jamie Rogers on LinkedIn: https://www.linkedin.com/in/jamie-rogers-nrw/

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow and watch: 

YouTube: https://www.youtube.com/@recruitingbetter

Email: ben@beresonant.co.uk

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/