In this special on-location episode of RecTalk, recorded at the iconic Hedsor House ahead of the Paraform UK Recruiter Gala, Nitin Sharma and guest co-host Bobby Banerjee sit down with Wayne Zhou and Kat Kingshott to deep-dive into the realities of scaling recruitment across the US, UK, and global markets.

Wayne and Kat share the unfiltered story of Paraform — how the company began as a scrappy agency, discovered its true product-market fit through hard lessons, and evolved into a high-growth marketplace connecting elite recruiters with top US tech and healthcare companies.

Together, they unpack:

• 🚀 The origin story of Paraform and why they pivoted from agency → referral model → today’s high-performance recruiter marketplace.
• 🌍 Why UK recruiters are uniquely successful in the US — urgency, maturity, speed, and commercial sharpness.
• 📉 The biggest challenges recruiters face when expanding into the US market (BD, legalities, niche specialisms, and client qualification).
• 💰 How Paraform helps smaller agencies scale fast by providing vetted roles, support, AM teams, community, and fair marketplace dynamics.
• 🧪 What “good” looks like: the behavioural traits and experience Paraform looks for when vetting recruiters.
• 🛠️ Why the platform isn’t the “easy way to make money” — and why those who love the game can double revenue by specialising.
• 📉 When it doesn’t work — transparency around missteps, early platform issues, and how they course-corrected.
• 🧭 Future-proofing recruiting beyond the AI boom: healthcare, consulting, legal, gov-tech and other elastic-demand sectors.

This episode is an honest, energetic and hilarious look at the realities of building a recruiter marketplace, the differences between UK/US hiring cultures, and what it really takes to succeed as a specialist external recruiter today.

Who This Episode Is For

• Recruiters considering expanding into the US tech or healthcare market
• UK-based agencies wanting a BD engine without the legwork
• Solo recruiters seeking community, support and higher-value roles
• Founders exploring marketplace models or recruiter enablement tools
• Anyone curious about how Paraform actually works behind the scenes

🔗 Connect with the guests

Wayne Zhou: https://www.linkedin.com/in/wayne-y-zhou/

Kat Kingshott: https://www.linkedin.com/in/katkingshott/

Check out Paraform: https://www.paraform.com/

🔗 Connect with the hosts

Nitin Sharma: https://www.linkedin.com/in/nitin-rectools/

Bobby Banerjee: https://www.linkedin.com/in/bobbybanerjee/

Discover recruitment tools and services: https://www.rectools.io/

New episodes of RecTalk, including Founder Diaries and Talking Talent, drop every Monday, Wednesday and Friday.

Also look out for The Mixed Grill — the official podcast of the Recruitment Curry Club — dropping on a Thursday.

https://www.linkedin.com/company/the-recruitment-curry-club/

Listen on another platform: https://rectalk.co.uk/

🔗 Get in touch with these recommended suppliers

Ross Thompson — Infinity Staff Global: https://www.linkedin.com/in/rossnthompson/

Matt Fox — Exitus Advisory: https://www.linkedin.com/in/matt-fox-50b10311/

SourceFlow: https://www.linkedin.com/company/sourceflow/

Robert Woodford — The Marketing Junction: https://www.linkedin.com/in/marketing4recs/

Carl Jones — Konquest: https://www.linkedin.com/in/carl-jones-66093722/

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