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

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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: [email protected]

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

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

Take the my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment

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In this episode of Recruiting Better Podcast, host Ben Browning dives into the intricacies of modern recruitment strategies. Drawing from his extensive experience training over a thousand recruiters, Ben shares actionable insights on how to increase fill rates, secure exclusive contracts, and transition from a transactional recruiter to a trusted partner.

Through captivating examples and proven methodologies, Ben demonstrates how recruiters can position themselves as indispensable allies to their clients. From improving hiring strategies to navigating market challenges, this episode offers invaluable advice for both novice and seasoned recruiters aiming to enhance their impact in the recruitment world.

Key Takeaways:

Breaking the Cycle: Why recruiters fill only a fraction of the roles they work on and how to change that dynamic.

Transitioning to a Trusted Partner: The importance of positioning yourself as a high-value consultant rather than a transactional recruiter.

Effective Sales Methodology: The four-step process to address hiring challenges, understand the impact, and deliver measurable results.

Case Studies for Success: Real-life examples of how recruitment leaders improved margins, increased retention, and enhanced client satisfaction.

Proactive Recruitment: Why engaging clients outside of active hiring periods creates long-term value and stronger relationships.

Current Challenges in Recruitment: The inefficiencies of contingent recruitment and their impact on fill rates and profitability.

Focusing on Metrics: The importance of measurable outcomes like time-to-impact, quality of hire, and client satisfaction.

Noteworthy Quotes:

"Recruiters are doing too much work for too little return—most only fill 19% of their roles." – Ben Browning

"Dropping fees from 20% to 15% cuts revenue by 25% and profit by nearly two-thirds." – Ben Browning

"Being a transactional recruiter makes you a 'nice to have'—not an essential partner." – Ben Browning

"The best recruiters don’t just fill roles; they solve hiring problems at a strategic level." – Ben Browning

"Hiring managers with live vacancies are the hardest to sell to—you're competing with noise." – Ben Browning

Key Timestamps:

[00:00:00] Episode Highlights

[00:00:41 ]Introduction: Why most recruiters struggle with low fill rates

[00:02:46] The financial impact of low-commitment, contingent recruitment

[00:04:58] Moving from transactional recruitment to strategic partnerships

[00:07:30] Positioning yourself as a trusted advisor from the start

[00:10:45] Why hiring managers with live vacancies are the hardest to sell to

[00:14:49] Asking strategic questions to uncover client needs

[00:15:40] The four-step process top recruiters use for high-commitment business

[00:20:02] Case study: Linking hiring speed to business success

[00:24:56] How discovery-led sales drive higher fill rates and exclusivity

[00:27:01] Case study: Increasing profit margin from 10% to 37%

Follow the Host:

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

Follow Recruiting Better Podcast on:

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

Email: [email protected]

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

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

👉Get your consultants billing £90k every 90 days, confidently and consistently, here's how:  https://bit.ly/90k-in-90-days-blueprint

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Welcome to the show! I'm Ben Browning, and today I'm joined by Reiss McNally, co-founder of Molecular Search, a recruitment company that’s revolutionizing the industry with innovative technology and a consultative approach. Over the years, I've worked with countless recruitment businesses, but what Reiss and his team have done at Molecular Search is one of the most disruptive and exciting transformations I’ve seen.

Reiss offers insights into the importance of building strong partnerships, leveraging technology to enhance recruitment processes, and creating a consultative approach that truly adds value to clients. He shares valuable lessons from his journey of innovation, transformation, and resilience within the recruitment space.

Key Takeaways:

Disruptive Innovation in Recruitment: Reiss shares his journey from a traditional headcount-driven model to integrating AI and automation, which transformed Molecular Search into a talent consultancy. This change allowed them to serve clients more effectively while reducing costs.

Building the Node Platform: Node, an acronym for Nurture, Outreach, Develop, and Engage, was developed as a sourcing engine that combines AI tools with consulting frameworks to deliver a more comprehensive recruitment solution. Node empowers clients by providing rapid access to extensive candidate pools and unique, personalized engagement strategies.

The Power of Transparency and Consultation: Reiss emphasizes the importance of transparency in client and candidate communication, which has strengthened client relationships and built trust. His consulting approach uses market mapping and pre-sourcing frameworks to give clients actionable insights and help them differentiate their recruitment efforts.

Creating Competitive Advantage through Technology: Reiss believes that AI and automation should enhance, not replace, the recruitment process. Molecular Search uses these technologies to provide better market insights, engagement rates, and strategic hires, thus creating a competitive edge for clients.

Importance of a Strong Operational Backbone: Reiss credits his co-founder and operations team, including Michaela, for engineering an effective support system that enables seamless technology integration. This approach has streamlined processes, improved client delivery, and facilitated the success of Molecular Search’s disruptive recruitment model.

Noteworthy Quotes:

"We didn’t want to build a product that didn’t make sense for our clients. It had to truly transform hiring." – Reece McNally

"The biggest bottleneck in recruitment isn’t talent—it’s how effectively we engage and nurture it." – Reece McNally

"AI in recruitment isn’t about replacing people; it’s about enhancing their capabilities." – Reece McNally

"Automation done wrong feels like spam. Done right, it creates meaningful, high-value interactions." – Reece McNally

"Consulting in recruitment isn’t just an add-on; it’s the foundation for delivering long-term value." – Reece McNally

Key Timestamps:

[00:00:00] Introduction and Episode Highlights

[00:02:38] Reece McNally’s journey in recruitment

[00:04:43] AI’s role in recruitment and adoption challenges

[00:09:09] Strategies to implement in industry

[00:12:42] Consulting frameworks and their impact on hiring

[00:16:45] Employer branding and content-driven candidate engagement

[00:21:01] Moving from transactional sales to consultative recruitment

[00:23:31] Transparency and trust in recruitment sales

[00:27:19] The future of AI-driven hiring and industry disruption

[00:30:32] Importance of operational leadership in scaling innovation

[00:36:04] Advice for recruiters embracing AI and automation

Follow the Guest:

Reiss McNally on LinkedIn: https://www.linkedin.com/in/reiss-mcnally-b58075152/

Molecular Search Website: https://molecularsearch.com/

Follow the Host:

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

Follow Recruiting Better Podcast on:

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

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

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

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week, I’ve talked through how to market to people at each stage of your marketing funnel, including the different types of content that can move them one step closer to buying from you. 

I also touched on:

This podcast is sponsored by Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

To contact me on LinkedIn - ⁠⁠Click Here⁠⁠

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week I’m joined by Siadhal Magos, the Co-founder and CEO of Metaview, to talk about the role of AI in recruitment practices. 

He shared his advice for recruiters who want to streamline their workflows and improve productivity. 

We also talked about:

This podcast is sponsored by Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

To contact me on LinkedIn - ⁠⁠Click Here⁠⁠

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

Welcome to this episode of the Recruiting Better Podcast with me, Ben Browning. 

This week I’m joined by Meqa Smith, a public speaker and the Founder of The Unforgettable Agency. 

She specialises in recruiting for other founders, based on a background in neuroscience, marketing and recruitment. This unique blend has helped her deliver some transformational hires to growing founders. 

We also talked about:

Checkout our partners:

Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

Outstation, the end to end sales intelligence and email marketing platform driving replies and meetings from your outreach. To learn more about our sponsor Click here

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week I’m joined by Haydn Morgans, the Founder and Director of Search Stack, a digital recruitment marketing agency specialising in podcasting. 

He shared his advice for recruitment agencies that want to become leaders in their niche, all through insightful content. 

We also talked about:

Checkout our partners:

Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

Outstation, the end to end sales intelligence and email marketing platform driving replies and meetings from your outreach. To learn more about our sponsor Click here

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week I’m joined by Julia Nimchinski and Justin Michael, the Co-Founders of Hard Skill Exchange, the world’s first on-demand 1:1 skill-building marketplace for GTM, and the co-authors of Reinventing Virtual Events.

They shared some insights from the book, such as the psychological benefits of interactive virtual events. 

We also talked about:

Checkout our partners:

Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

Outstation, the end to end sales intelligence and email marketing platform driving replies and meetings from your outreach. To learn more about our sponsor Click here

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

To get a copy of Julia and Justin’s book, Reinventing Virtual Events - Click here

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week I’m giving away my secrets to securing strategic feedback. I’m explaining how to turn happy customers into powerful testimonials that will transform the way you sell your services.  

I’ve also shared my methodology to help you set expectations and build better relationships. 

I also talked about:

This podcast is sponsored by Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

To contact me on LinkedIn - ⁠⁠Click Here⁠⁠

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week I’m joined by Daniel Disney, a phenomenal Speaker, Trainer, and three-time Author who specialises in social selling on LinkedIn. 

He shared his advice for recruiters who want to use LinkedIn to sell their services, covering everything from tailoring your outreach messages to optimising your profile for your target audience. 

We also talked about:

This podcast is sponsored by Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

To contact me on LinkedIn - ⁠⁠Click Here⁠⁠

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here