Are you truly in control of your career, or are you just reacting to circumstances? 

In this episode, Susanna sits down with Denise Matthews, a powerhouse in recruitment and career coaching with over 30 years of experience. 

Denise shares hard-hitting truths about the job market, the psychology of career transitions, and the strategies recruiters and job seekers need to truly stand out. She dives into how self-awareness is the key to career success—and why most people overlook it, the critical mistakes recruiters and job seekers make when navigating the market, and how to build long-term relationships that turn into real career opportunities. 

Whether you're a recruiter, a job seeker, or someone rethinking your next move, this episode is packed with actionable insights. Listen now and take control of your career.

Must-Hear Insights and Key Moments

• Know yourself before making a career move – Define your strengths, values, and ideal workplace to avoid aimless job searching and find long-term career satisfaction.
• Stand out strategically – Instead of mass applications, build relationships, engage on LinkedIn, and connect with decision-makers to create real opportunities.
• Overcome imposter syndrome – Use visualization, mentorship, and self-awareness to boost confidence and step into new roles with conviction.
• Assess company culture deeply – Ask about retention, leadership, and real-life values to ensure alignment before committing to a role.
• Prioritize long-term relationships – Great recruiters don’t just fill jobs; they build lasting connections that lead to sustained career growth.
• Develop mental resilience – Adapt to setbacks, reflect on your journey, and create a career plan that aligns with your values.

About Denis Matthews

Denise Matthews has over 30 years of experience in talent acquisition and recruitment, working across small agencies, and large firms, and running her businesses. She has seen every side of recruitment—successes, failures, and the evolving industry landscape. A qualified executive and career coach (ILM Level 7), Denise specializes in mentoring senior leaders and middle management, helping them accelerate career progression, secure higher salaries, and gain the recognition they deserve.

She has a deep passion for matching the right talent to the right roles, emphasizing long-term career fulfillment. She also serves as a mentor with the Association of Business Mentors, where she supports professionals in unlocking their full potential. Her expertise spans leadership development, performance management, and navigating career transitions.

Denise’s coaching philosophy is rooted in self-awareness, strategic career planning, and leveraging strengths for success. Whether working with job seekers, recruiters, or business leaders, she challenges, develops, and supports individuals to reach their highest potential.

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Recruitment is full of tough lessons, but few people know them better than Greg Savage. 

In this episode, we cut through the noise and get straight to what really makes a great recruiter—beyond just hitting KPIs. Greg shares unfiltered insights on why most training is a waste of time, the biggest mistakes recruiters make when handling counteroffers, and why elite recruiters master the art of influence, not just the science of the job. 

He also calls out the industry’s obsession with AI, explaining why some tools are making things worse before they get better. If you want to sharpen your skills, boost your placements, and stay ahead in a changing market, this episode is a must-listen.

Greg Savage is one of the most respected voices in the global recruitment and professional services industries. With a career spanning over four decades, he has built, scaled, and advised numerous successful recruitment businesses worldwide. As the founder of several thriving agencies and a sought-after speaker, Greg’s insights on leadership, business growth, and industry evolution have shaped the careers of countless recruiters.

He is the author of The Savage Truth, a book that blends his personal journey with valuable lessons on leadership, personal branding, and high-performance business strategies. His widely followed blog, The Savage Truth, is a go-to resource for recruiters looking to stay ahead in the industry. Recognized as a LinkedIn Top Voice, Greg continues to influence and mentor recruitment professionals through keynotes, masterclasses, and his online training academy.

Is flexibility in the workplace truly achievable, or is it still a dream for many parents and professionals?

In this episode of The Counter Offer, Susanna is joined by Elizabeth Willetts, Founder of Investing in Women and host of the Work It Like a Mum podcast. 

Elizabeth shares her path from redundancy during the pandemic to building a business focused on creating flexible work opportunities for women and parents. They discuss the barriers women encounter in finding part-time senior roles, the deeper issues behind the gender pay gap, and how employers can rethink flexibility. 

She also reflects on the mindset shifts and coaching that helped her turn challenges into opportunities. This episode offers advice on crafting a career that works for their lives, from preparing for interviews to making the most of LinkedIn. 

Elizabeth also shares insights into her upcoming book, Flex, and the lessons she’s learned about balancing career and family. 

This is an episode that will leave you with plenty to think about and tools to act on.

Must-Hear Insights and Key Moments

About Elizabeth Willets

Elizabeth Willetts is an experienced recruiter with over 17 years of expertise, including roles at Deloitte and Hays. She is the founder of Investing in Women, the UK’s leading flexible working recruitment company, job board, and community, dedicated to helping women find part-time and flexible roles.

Her mission is to close the gender pay gap by empowering women to pursue fulfilling careers that fit their lives without sacrificing time for family, hobbies, or personal goals. Inspired by her own challenges as a working mom, Elizabeth is passionate about creating opportunities for women to thrive in the workplace.

Elizabeth also hosts the Work It Like a Mum podcast, sharing stories of women balancing career and motherhood, and her debut book, Flex - a dynamic guide for anyone wanting to build a successful career ― on their terms is due out in January 2025.

As a mom to two daughters and owner of a Labradoodle, Elizabeth combines her professional and personal experiences to inspire and support women everywhere.

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What does it take to stay authentic and succeed in a world of challenges?

In this episode of The Counter Offer, Susanna sits down with Lee McQueen, entrepreneur, recruitment innovator, and winner of The Apprentice (Series 4). Lee shares his journey from humble beginnings to building multiple seven-figure businesses and reflects on the role of authenticity, resilience, and decisive action in achieving success.

The conversation covers Lee’s approach to recruitment, including his revolutionary take on hiring without CVs and his development of Phoenix 51, a platform that digitizes the assessment process. 

Lee also discusses the lessons he learned from working with Lord Sugar, the importance of asking tough questions in recruitment, and why coachability is a key trait for success. 

Packed with insights and inspiring stories, this episode is a must-listen for recruiters, entrepreneurs, and anyone striving to create a lasting impact in their field.

Must-Hear Insights and Key Moments

About Lee McQueen

Lee McQueen is the Founder and CEO of the award-winning software business Phoenix 51, a platform revolutionizing how organizations assess and recruit top talent. Best known as the winner of The Apprentice (Series 4), Lee has over 25 years of experience in recruitment and sales, having built multiple seven-figure businesses. 

Passionate about changing traditional hiring methods, he champions assessing behaviors and competencies over CVs. Lee’s journey, from humble beginnings to business success, highlights his commitment to innovation, authenticity, and empowering organizations to thrive.

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Are you listening to the people around you—or just waiting to speak?

In this special Christmas episode of The Counter Offer, Susanna Gray-Jones sits down with a very special guest—her father, Lindsay Gray. With decades of experience across leadership, education, mediation, and volunteer work, Lindsay shares his timeless wisdom on how to navigate change, build trust, and manage burnout with grace. 

He offers practical insights on how leaders can gain the trust of their teams, why understanding individuals is the foundation of effective leadership, and how to create balance to avoid burnout.

Lindsay’s journey highlights the importance of stepping into uncomfortable situations, learning from mistakes, and recognizing the power of listening. 

Whether you’re a recruiter, a manager stepping into a new leadership role, or someone looking for ways to manage stress and create more balance in life, this episode is filled with invaluable lessons to help you thrive.

Listen now and take the first step toward a stronger, more balanced version of yourself!

Must-Hear Insights and Key Moments

About Lindsay Gray

Lindsay Gray is an experienced consultant, mediator, and educator with a career spanning over 40 years in education, music, and charity development. He served as Headmaster of The Cathedral School and Director of the Royal School of Church Music. 

Currently, he is a Samaritans volunteer, Founder & Director of Caritas Consort, and a trusted advisor in education and choral music. Passionate about mental health and leadership, Lindsay’s career reflects his dedication to helping others and fostering positive change.

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What if the life you want is just one gutsy decision away?

In this episode, Susanna Gray-Jones welcomes Tiarna Mccormack, a bold Rec2rec professional whose career journey is a masterclass in taking risks and reaping rewards. From selling dream holidays to building a thriving recruitment career across continents, Tiarna proves that stepping outside your comfort zone can open doors you never imagined.

This episode brings strategies for choosing the right recruitment market, mastering salary negotiations, and building authentic relationships with candidates and clients. 

Tiarna’s honest insights on career transitions, navigating counteroffers, and finding fulfillment offer a refreshing perspective for recruiters at any stage of their journey.

Whether you're aiming for the next level in recruitment or seeking inspiration to make your own gutsy move, this conversation will leave you empowered and ready to take action. 

This episode is your nudge to leap!

Must-Hear Insights and Key Moments

About Tiarna Mccormak

Tiarna Mccormack is a recruitment professional with over 10 years of experience, specializing in connecting senior talent with recruitment agencies. She has held key roles, including Director, Associate Partner, and Regional Director, across sectors such as HR, Technology, Life Sciences, and Accountancy & Finance. Tiarna focuses on executive search, interim solutions, and talent acquisition while helping senior professionals achieve their career goals.

Her approach centers on building strong relationships, emphasizing the importance of communication and trust in recruitment. Tiarna is also committed to coaching and mentoring, supporting individuals in unlocking their potential and advancing their careers.

Outside of work, Tiarna enjoys traveling, yoga, and spending time with friends over a glass of wine. She believes in fostering meaningful connections and creating opportunities for others. For senior-level recruitment support or career advice, Tiarna is an experienced and trusted partner to collaborate with.

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Can a recruiter’s greatest success come from redefining the game and putting relationships above all else?

In this episode, Susanna Gray-Jones sits down with Josh Brandon, founder of Qualiteach, to explore the journey of building an exceptional recruitment business. 

Josh shares how his purpose, rooted in family and a relentless pursuit of quality, drives him to create a reputable name in education recruitment. 

From starting his own company at a young age to the unique challenges of staying boutique, Josh opens up about his early hurdles, the importance of relationships, and the value of caring deeply for clients and staff.

This is a must-listen for recruiters aiming to achieve career success and a meaningful impact in their roles.

Must-Hear Insights and Key Moments

About Josh Brandon

Under his leadership, Qualiteach has grown to include approximately 40 employees across three regional offices, serving a broad network of schools and educational institutions.

Josh’s approach is rooted in a belief in fostering a positive, supportive work environment where each team member is empowered to reach their full potential. 

This culture of encouragement and professional growth has become a cornerstone of Qualiteach’s success, allowing the company to thrive and make a meaningful impact in the lives of both candidates and clients. Whether helping schools find exceptional educators or guiding professionals to fulfilling roles, Josh remains steadfast in his commitment to excellence.

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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

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.

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What truly drives a recruiter to succeed—passion for people, or the pursuit of profit?

In this episode, Susanna Gray-Jones sits down with Martin Keddie, Associate Director at Axcis Education Recruitment. Martin’s unique journey from performing arts to becoming a top-billing recruiter in the education sector reveals how diverse experiences can shape a successful career in recruitment.

Martin shares how his background as a teaching assistant and performer equipped him to navigate the challenges of recruitment. He discusses his rapid progression within Axcis, highlighting the importance of discipline, people skills, and a commitment to supporting children with special educational needs.

Hear Martin’s practical advice on staying calm under pressure, building strong client and candidate relationships, and how personal growth can lead to long-term success in recruitment.

This episode is a must-listen for recruiters looking to elevate their game and build a rewarding, impactful career in the recruitment industry.

Must-Hear Insights and Key Moments

About Martin Keddie

Martin Keddie is the Associate Director of HR & Candidate Management at Axcis Education Recruitment, with over 13 years of experience in education recruitment. Based in Greater London, Martin specializes in placing talented individuals into special educational needs (SEN) roles, helping to make a meaningful impact in the lives of vulnerable children.

Martin’s career began in musical theater, and he later transitioned into recruitment, bringing his discipline and adaptability from the performing arts into his work. He quickly rose through the ranks at Axcis, starting as a Senior Team Leader, then moving to Branch Manager, and eventually becoming Associate Director.

Known for his calm leadership and people-first approach, Martin is passionate about fostering strong relationships with candidates and clients alike. His HR expertise, coupled with his Associate CIPD qualification, allows him to mentor and support his team, ensuring they excel in the field of SEN recruitment.

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Are you investing enough in your growth or just chasing short-term wins?

This week, we’re bringing back the most listened-to episode on The Counter Offer! Join Susanna Gray-Jones and guest co-host Luke Smith as they sit down with Nick Murphy, CEO of Tradewind Recruitment, to explore the journey behind building a thriving recruitment business. 

From his early days in Sydney to leading Tradewind’s growth in the UK, Nick shares the key strategies that have driven his success.

Nick discusses how Tradewind has grown from a £26 million turnover to over £100 million, expanding across 11 locations in the UK. He emphasizes Tradewind’s focus on investing in people and creating a supportive culture that empowers recruiters to excel. 

It’s not just about competitive commission structures; it’s about long-term growth and building a legacy.

The conversation delves into what sets Tradewind apart from other big players, highlighting their commitment to candidate development, compliance, and a strong support system. This episode is especially significant, not only because it's the most listened to episode to date but also because it marks a major milestone—Nick Murphy's 10-year anniversary at Tradewind. His decade-long leadership at the helm of this recruitment powerhouse showcases his unwavering dedication to growth and innovation. With a proven track record of success, Nick's insights into building and scaling a business are more relevant than ever.

This conversation offers a rare opportunity to learn from a leader who has shaped an industry and continues to invest in the future of recruitment.

If you’re serious about advancing your recruitment career, this conversation is packed with actionable strategies you won’t want to miss!

Must-Hear Insights and Key Moments

About Nick Murphy

Nick Murphy is the Group CEO of Tradewind Recruitment, SANZA Teaching Agency, and Accelerate Teaching. With over two decades of experience in recruitment and education, Nick has led the expansion of Tradewind to 11 locations across the UK. 

Starting his career in Sydney in banking and finance recruitment, he later took on key roles at Capita Education Resourcing and Hays, honing his strategic and leadership skills.

Nick is known for his people-first approach, investing in team growth, and creating a supportive work culture. His focus on resilience, accountability, and innovation has set Tradewind apart as a market leader. 

Beyond his role at Tradewind, Nick serves as a Board Trustee at Latchmere Academy Trust, driving positive change in education.

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