The Counter Offer

Mastering Market Toughness with Grit and Strategy with Alan Clarke

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What does it take to elevate your recruiting career from average to elite?

In this episode, Susanna Gray-Jones is joined by the esteemed recruitment trainer, Alan Clarke, founder of RecruiterFit. With over 27 years of industry expertise, Alan shares his mission of empowering recruiters to refine their skills and build resilience in a demanding field. 

He dives into the art of developing essential recruiting techniques and enhancing softer skills that many overlook, emphasizing how mastering these can elevate one's career from ordinary to elite. 

Alan's unique blend of practical insights and motivational guidance helps listeners tap into their fullest potential, pushing beyond perceived limits to succeed in today’s tough market.

They also explore the mindset shifts that separate top-performing recruiters from the rest and discuss why investing in continuous improvement and self-discipline is key to navigating the industry's highs and lows.


Must-Hear Insights and Key Moments

  • Getting RecruiterFit – Alan’s mission is to help recruiters build resilience and sharpen both hard and soft skills to elevate their performance.
  • Mastering the Basics – Success in recruitment starts with consistently excelling at fundamentals like thorough candidate qualification and understanding the client's real needs.
  • Deep Qualifying – Going beyond surface-level motivations, Alan recommends uncovering six or more reasons a candidate wants to move, ensuring a stronger commitment.
  • Referrals Done Right – Referrals are strategic when done well. Alan shares tips for framing referral requests that tap into top-performer networks.
  • Building Resilience – In a tough market, keep relationships active with long-term thinking, even if immediate opportunities aren’t there.
  • Backfill Opportunities – Leverage open roles left by placed candidates. Backfilling is a powerful, often overlooked way to secure new business.

    • About Alan Clarke

    Alan Clarke is an experienced recruitment trainer with over 25 years in the industry, having trained more than 11,500 recruiters across 17 countries. From new consultants to business owners, Alan equips professionals with the essential skills to excel in recruitment, build successful desks, and lead teams effectively.

    As the founder of RecruiterFit, he offers a wide range of tailored training programs, from induction to advanced management courses, all aligned with each client’s unique brand and values.

    His resources extend beyond the classroom, featuring over 100 online training videos and practical 'Response Handlers' for managing client and candidate calls.

    Alan’s dedication to enhancing recruitment standards and his commitment to empowering recruiters have established him as a highly valued mentor and expert in the industry.

    Connect with Alan Clarke:

    • ⁠Website⁠
    • LinkedIn⁠

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        The Counter OfferBy Susanna Gray-Jones