We all have the same number of hours in a day. How do top recruiters, like Kimberley Laipple, bill five times more than average performers in the same amount of time?

 

For Kim’s entire career, she’s sought out ways to increase her income without working longer hours. Her focus on productivity has paid off. Last year, Kim personally billed over $1,400,000 while managing a team of 28 recruiters. 

 

What is the secret behind this astonishing achievement? In this interview, you’ll learn the 4 keys to Kim’s productivity including effective delegation, team empowerment, consistent client development and automation technology.

 

Kimberly is the SVP and Managing Director of Scientific Search. In addition to her operational function, she still runs a full desk along with managing a team of 28 recruiters. Kim is a member of Pinnacle Society which is a consortium of the top 80 recruiters in the country. Kim’s consultative approach and client development skills have allowed her to continue to grow with the organization and increase her client base year after year.

 

Episode Outline and Highlights

 

• [02:03] How becoming a single mom at 18 influenced Kim’s career choices. 

• [07:30] How Kim forged her own career path in a male dominated industry.

• [14:00] Enabling flexibility within the team during tough times.

• [18:20] The 4 key factors leading to billing $1.4m last year. 

• [26:41] Delegating tasks to improve productivity.

• [30:53] How Kim’s team members do the job they’re best at.

• [34:59] Kim’s tech stack - which technology platforms does she find beneficial. 

• [46:53] Discussion on drip email campaigns and relevant platforms.

• [51:30] Copywriting skills and creating messages that generate a positive response.

• [55:40] Kim shares other success factors that can be modeled.

 

How to Forge Your Own Career Path

 

Kim is an inspiring example of how resilience and hard work pay off. She shared her experience of becoming a single mom at 18 and having to find a way to make a life for herself and her kids. “When you’re in that situation you really don’t know what you’re gonna do. But I knew one thing: I needed to find a way to make a living where my income didn’t depend on someone else’s choices.” 

 

Joining Scientific Search almost 15 years ago, Kim has created her own career path. She earned her promotion to Managing Director as a result of constantly growing her client base while developing and mentoring junior recruiters.

 

Kim is a proponent of constant, never ending improvement.  She’s always looking for ways to improve their delivery and increase productivity so they can increase billings within the same amount of hours. Some of the pivotal changes that she introduced were:

 

• Profiling their team members according to their strengths. They introduced different career paths within their organization.

• Segmenting their structure where allowed people to focus their time on more revenue-producing activities.

• Emphasis on client development, developing a consultative approach.

 

This resulted in a lot of collaboration within their team and gave the clients all the support that they need.

 

The Key Factors that Helped Kim Reach Record Billings of $1.4m

 

In 2022, Kim had a record year billing over $1.4M personally in addition to onboarding and developing junior recruiters. What were the success factors that lead to this astonishing achievement? The key ingredients we discussed include:

 

• Constantly growing your client base and not being over-reliant on her small number of accounts.

• Diversifying her average fee size with a combination of small, medium and large placements. 

• Delegating effectively.

• Empowering her team.

 

Leveraging Automation Technology to Save Time and Increase Revenue

 

If you’re interested in leveraging automation to increase your billings, you’ll enjoy listening to Kim discuss her tech stack. Kim is on the Technology Committee of the Pinnacle Society, and is excited to share platforms that they are using to save time and generate more revenue. Some of the platforms she discussed are:

 

• LinkedIn Recruiter

• ZoomInfo

• Bullhorn Automation

• 3DIQ

 

Kim shared how these technologies fit together in their current processes.

 

Our Sponsors

 

This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.

 

i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: www.recruitmentcoach.com/retained

Recruitment Entrepreneur is the world’s leading Private Equity firm specializing in the international recruitment industry. If you’ve dreamed of starting, scaling, and selling your recruitment business, this is your chance. James Caan and his team at Recruitment Entrepreneur are actively seeking ambitious recruiters in who they can invest. They provide everything you need to grow a successful recruitment business including funding, financial expertise, coaching and mentoring, operational strategy, back-office support, marketing, and talent attraction solutions. Be sure to mention Mark Whitby or The Resilient Recruiter. Start a conversation here: https://www.recruitmentcoach.com/vc

 

Kimberly Laipple Bio and Contact Info

 

Kimberly Laipple is the SVP and Managing Director of Scientific Search. In addition to her operational function, she still runs a full desk along with managing a team of 28 recruiters. Kim was also nominated and joined the Pinnacle Society which is a consortium of the top 80 recruiters in the country! Kim’s consultative approach and client development skills have allowed her to continue to grow with the organization and increase her client base year after year. During the 14 years that Kim has been with Scientific Search, she has successfully placed people in clinical and commercial operations, manufacturing, engineering, R&D, and analytics as well as many other areas in pharmaceutical, life science medical device, healthcare, technology, and CPG companies. 

 

Outside of work, Kim enjoys spending time with her 2 daughters and 4 grandkids. She is also passionate about animal rescue and has a house full of furry kids to keep her busy.

 

• Kim on LinkedIn

• Scientific Search website link

 

People and Resources Mentioned

 

• Cathy Stewart on LinkedIn

• Joel Slenning on LinkedIn 

• Pinnacle Society website link

 

Connect with Mark Whitby

• Get your FREE 30-minute strategy call

• Mark on LinkedIn

• Mark on Twitter: @MarkWhitby

• Mark on Facebook

• Mark on Instagram: @RecruitmentCoach

Related Podcast You Might Enjoy

• TRR#142 How a Former Music Teacher Created Her Dream Life as a Top-Producing Recruiter, with Cathy Stewart, 

• TRR#How to Grow Your Recruitment Agency from Start-up to $2M in 3 Years, with Joel Slenning

 

 

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