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Published by Mike Ames
Aimed at owners of small and micro recruitment firms who want to scale their businesses. You can see the range of topics we cover - all aimed at making it easier for you to create a business that gives you the income, freedom and wealth you seek. Check out the live show every other Thursday at 12:30 on LinkedIn and YouTube. To learn more about our summits go to - https://www.recruitmentpioneers.com/summits
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What really makes a successful recruiter? In this episode of the #MARShow, Mike is joined by Lysha Holmes to explore the characteristics, attitudes and skills that separate great recruiters from the rest. Lysha has more than 27 years of experience in the recruitment industry and is a respected founder, advisor and thought leader. As one of the UK's leading rec-to-recs, she has assessed hundreds of recruiters and knows what genuine potential and high performance look like. They discuss: • The non-negotiable traits of high-performing recruiters • Why curiosity, resilience and integrity matter more than tactics • The role of attitude versus skill in long-term success • How great recruiters build relationships that compound over time • What recruitment business owners should hire for, coach and protect within their teams • How to develop recruiters who can succeed as the industry evolves If you run a recruitment firm and want to make better hiring decisions, develop stronger recruiters and build a more resilient business, this episode is packed with honest insights and practical advice.
I'll tell you a mistake many recruiters often make. That can be extremely costly. But is easily avoided (for free). Some believe the outcome is much more important than the way it is achieved. This is simply not true for many people. Now, you may be aware that I lost a £3m client once because my SLA metrics were spot on. But the hiring managers hated the way my people treated them. The solution we used to stop this happening again was easy. We asked our clients how well they thought we were supporting them. The trick to this is the way you ask them. Equally crucial is how you react to the feedback you receive. Get that wrong and it can have the opposite effect to the one you hoped for. This is called Voice of the Customer (VotC) and that's what the next hashtag # MARSHow is all about. We'll explore how a VotC programme gets feedback that is pure gold. Also how to use it to find out what the competition are up to. And see what content would attract the most interest. Finally, how to use VotC to test out new ideas before you implement them. I'm convinced that VotC is one of the top three most powerful business tools you can use in your business. Join us and find out for yourself.
One thing seems to stand in the way of owners who want to work 'on' their business. A lack of time. So let's talk about it. The old adage goes. "When you're up to your arse in alligators it's difficult to remember that you're there to drain the swamp". The alligators are the day-to-day things that grab your attention NOW! Emails, telephone calls, and WhatsApp's are the worst but there are others. Draining the swamp is the big picture. Building a high profit business you don't need to work in all the time. Now, not having enough time to change is a myth. You always have time, provided you look after it as though it were your most precious commodity. (Which it is). And that is precisely what the next hashtag # MARShow is all about – making time for change. We're going to be looking at the reasons people don't seem to have enough free time. Plus, ways to free up some time so you can work 'on' your business. And a very groovy time management system (that I use) called Coloured Time. Which is a great way to give you balance. And make sure everything gets done (especially draining the swamp). This show is an absolute must-see if you want to improve your business but can't seem to find the time.
There's a lot of doom and gloom circling the recruitment industry, but we should be much more optimistic about the future, and here's why. I watched Neil Carberry OBE CEO of the REC, present at the Rec Expo this year and I was blown away by his optimism for the industry. This wasn't a sort of blind optimism somebody in his position might exude but rather it was based on data and facts. So, we've invited him to be a guest on the next hashtag # MARShow to dig deeper. Neil has talked to thousands of agency leaders, and he's seen first-hand how much the market has changed, and what really drives value now. In this live discussion, we'll air some uncomfortable truths but also provide plenty of practical advice, including:- ✅ Why the "golden age" of easy recruitment is over ✅ Where real value creation sits for recruitment and search firms today ✅ Why delivery alone is no longer enough ✅ The limits of AI, and why it won't turn average recruiters into great ones ✅ How firms must articulate their value more clearly ✅ Why there are still big opportunities for those willing to adapt. If you're an owner or leader of a recruitment firm looking for inspiration and practical advice, then this episode is for you. Link to Tom's Fundraiser - https://www.justgiving.com/fundraising/tom-ames-fundraiser-for-tcs-london-marathon-2027?utm_medium=FR&utm_source=CL&utm_campaign=lc_frp_share_transaction_transactional_--_donation_received_--_nth_donation
There's no consolation prize in recruitment. The best way to win is to get hold of vacancies well before your competition. This is how you do that. If you live in the contingent recruitment world this is crucial but even if you only work retained roles the early bird gets the worm. That's what this edition of the #MARShow is going discuss with Luke Willcock, an expert at using AI to steal a lead over the competition. Together we'll be exploring: - ✅ Why most recruiters don't lose deals, they arrive too late ✅ What happens inside a business before a role is ever advertised ✅ The types of real-world events that quietly trigger hiring ✅ How agencies can position themselves earlier and have more consultative conversations ✅ Why job boards are reliable but create crowded, low-leverage markets ✅ What a more modern, intelligence-led BD approach looks like in practice We're really excited about this because, as an ex-recruiter, my main priority wasn't to compete for roles, it was to get them ahead of the pack. The difference is, as Luke will explain, we now have AI tools that make this much easier to do. So click ATTEND to join us if you dream of getting in and out before the competition know what's going on
The US market is different from the UK in many respects. Sure, fees are higher and more clients are more receptive, but BD stateside is very different. In short, if you want to be successful in America you need to change your approach, your style and your methods. Do that and you find that "there's gold in them thar hills" – which is what the next #MARShow is focused on. We'll be joined by American sales and marketing digital expert Clark Willcox to discuss: - ♦️ How the UK and US buyers are different and so require a different approach. ♦️ Why high-value outreaches and hard-sell approaches don't work in America. ♦️ Why content works and what should that content be ♦️ How to use LinkedIn to win over American hiring managers ♦️ Why AI generated often falls flat on its face (and what really works) ♦️ How finding your unique voice combined with great content brings results. This show is for you if you want to build a highly profitable, efficient US desk from the UK. Bigger margins and being valued as a trusted advisor are up for grabs and we're going to show you how to get them.
Dan Sullivan, once said, "all the money you need is in the pockets of the people you know and the pockets of the people they know" In other words, the size and strength of your network dictates how successful you'll be. It's confirmed in the numbers too, from research we and others have conducted. About 80% of your high-value clients (the minority who generate most of your profits) will have originated from a relationship. You could have met them anywhere: online, an event, an introduction etc but you built a relationship with them first. In this edition of the hashtag # MARShow we're going to explore the grossly misunderstood topic of Real Networking: - ✅ What is a Real Network and Real Networking ✅ How you add new people to your network ✅ Creating strong working relationships (there's a framework for this) ✅ How to monetise your network Along the way we'll debunk the many myths around real networking, especially the one that says you must attend events to build a network. If attending events and meeting people works for you, keep doing it, but if that's not for you, please remember it's entirely optional. In the corporate world I occupied, the decision makers I needed access to, never went to those kinds of events so neither did I. It never held me back. So, click ATTEND and join us to discover how to build and monetise a powerful business network.
Either by accident or on purpose, organic reach for LinkedIn posts is harder now, which means fewer people are seeing your content. Let me explain. Nobody knows for sure, but it looks like LinkedIn has a cunning plan. That's why I'm so excited about this episode of the #MARShow with Darren Westall , founder and CEO of Paiger. Darren spends his days working with hundreds of recruitment firms and sees, in real time, what's actually working on LinkedIn right now; and what absolutely isn't. Together we talk about: - ♦️ Why LinkedIn is shifting towards a pay-to-play model (and what to do about it) ♦️ How to use thought‑leadership ads without becoming spammy ♦️ Why posting alone isn't enough unless it supports outbound BD ♦️ How to combine content, signals, and timing to open real conversations ♦️ What recruiters misunderstand about their LinkedIn "personal brand" in 2026 This is practical and proven advice you can follow to boost your reach. It's about using LinkedIn deliberately to support business development and create opportunities. If LinkedIn is part of your growth strategy (or should be), this episode is for you.
You may be like the many business owners I speak to who haven't considered how their business will fuel their retirement. "It's too far off". Along with income tax and death there are two other absolute truths about life: 1️⃣You'll need more money than you think to live a comfortable retirement. 2️⃣ If you don't build that fund nobody else will (especially the government) So we're going to discuss this very real issue with Christian Mather , an expert in the field. Together, we'll explore: - ✅ Why many recruitment founders build successful agencies yet remain financially dependent upon them. ✅ The gap between business performance and genuine financial freedom. ✅ The key "walk away" number every founder should know and how to calculate it. ✅ Why relying on a future exit alone can limit your options and how to build flexibility alongside it. ✅ An alternative way of becoming wealthy without having to sell your business. This is going to be a very practical session giving founders something they can act upon. What it isn't is the usual financial advice – you don't need that now. This is for you if you like to be ahead of the game when it comes to your financial freedom.
Imagine when you were short of roles to work you just picked up the phone and an hour or so later you had another couple of roles to work exclusively. Well, that's the world of our next guest in the #MARShow. Shane Fairchild is a solopreneur recruiter in Columbus Ohio and he has a superpower. He knows how to build a network of people who like him, trust him and want to use him above his competition. He truly is an Apex Supplier and he's coming on the show to tell us all about it: - ✅ How he has built his network ✅ How he maintains it and keeps it current ✅ Why his clients work with him first by choice (yes, there is a formula you can copy) ✅ How he goes about getting vacancies from his network whenever he needs them. Ladies and gentlemen, he will not be unduly affected by the rise in AI because AIs can't build relationships. I know we're all busy, but I would urge you to tune in and listen to what Shane has to say. Think of this, of all the hundreds of people I could have asked to come on the show and talk about this, I asked Shane. I did this because he's darned good at it.
Did you know that if you lift your recruitment revenues but keep costs the same, 80% of that additional money generated is net profit. And yet, talk to most recruitment company owners and to them growth equates to hiring more people. More cost; more risk. There is an alternative though and that's what we'll be discussing with our next # MARShow guest Sean Anderson of Hoxo. This is a really big topic especially in these days of uncertainty, and one you can't ignore. If you can grow revenues without hiring more people you become more profitable without increasing your risk exposure. Together we'll be discussing the many ways you can do this including: - ♦️ Use of tools and AI ♦️ Lifting fees and margins ♦️ Making more placements ♦️ Being choosy on the vacancies you work on and clients you work with ♦️ Productising your offerings ♦️ Training and coaching All relevant but there are other ways you can boost productivity. We'll no doubt cover these too.
This is for you if you're a recruitment firm owner who's keen to get more roles from TAs, since increasing numbers of companies are using them. Wouldn't you just like the opportunity to sit down with a TA and dig deep into how they want agencies to work with them. Well now you can. Mike Dossett is a career TA having worked for the likes of Microsoft, Amazon, HMRC, and Miro and he is joining us on this episode of the MARShow for a live, no‑holds‑barred conversation about how TAs want agencies to approach and work with them. We cover four critical themes: - 1️⃣ Approach: How NOT to be like 99% of the agencies who approach Mike, and other TAs and increase your chance of being chosen when a TA team needs external support. 2️⃣ Offering: What agencies can offer TAs (that they actually want) rather than what recruiters think they want. 3️⃣ Adding Value: Practical ways to add value and stand out beyond trying to sell in candidates or win roles. 4️⃣ The AI Shift: How technology is reshaping TA, what's coming next, and how agencies must adapt to avoid being left behind. This isn't theory, it's the inside track from somebody who knows. 45 minutes of straight talk, real examples, and actionable advice to help you win more business from TA leaders like Michael
First day of the month and you already know your base level revenues for the month. That's because you have a contract desk. Curious on how to build one? The benefits are obvious: - ♦️ Fewer revenue peaks and troughs ♦️ Predictable revenue streams ♦️ More leads into your business (from the contractors) ♦️ Unlike perm candidates you can reuse contractors ♦️ Makes your business more attractive to a potential buyer Many people are put off because they think it's too hard or too risky to set up a contracts desk. Others just need a place to start. A third group believe that contract and perm recruitment are pretty much the same (they are sooo NOT). Well, no matter which of those apply to you we can help you become better informed in the next hashtag # MARShow . We'll be giving you a clear step-by-step guide to setting up a contract desk for your business. As usual, this is a live event so you are free to ask questions as we go. My background is contracting and I just cannot understand why everybody doesn't create a contracts desk. Why not join us and find out what to do next. Your bank balance and peace of mind will thank you!
When used properly you can win clients directly from your Podcast and we're going to show you exactly how in this episode of the MARShow. The big myth about podcasts is that you start recording them, become the new Joe Rogan and the clients fall into your lap. Not going to happen. Our guest is search firm owner and podcaster Natasha Klymczuk. Just months after launching her podcast, Natasha has already won numerous retained deals all stemming from her podcast. On this episode, she'll reveal exactly how she does it. We'll unpack: - ✅ How to attract high‑quality guests from industry giants to rising leaders. ✅ What topics spark engagement and position you as a trusted expert. ✅ The subtle art of turning a guest into a client without being salesy, awkward, or pushy. ✅ The process behind the scenes: preparation, structure, comms, and the guest experience that sets you apart. ✅ The process she uses to turn a recoding into a podcast Whether you're thinking of launching a podcast, already host one, or just want a smarter way to build warm BD conversations, this is the episode you can't afford to miss.
Join us for a high‑energy and practical edition of the # MARShow with industry innovator Nitin Sharma, where we reveal how AI is transforming recruitment marketing and business development right now. If you're still relying on old‑school BD and generic marketing, this session will blow the doors off what you thought was possible. We'll explore how leading recruiters turn everyday conversations, note‑taker transcripts, and client chats into white papers, insight reports, podcasts, and short‑form content that positions them as a thought-leader. It's also a great way to bypass gatekeepers and reach those hard-to-reach decision makers. No big budgets. No hours spent grinding out content. No outsourced agencies. Just smart use of AI and the willingness to be ahead of the pack. Together we'll cover: - ♦️ How top recruiters leverage common AI tools for instant marketing impact ♦️ How to create Gartner‑style insight reports from the data you already have ♦️ How to turn calls into content that opens doors with dream clients ♦️ Why only 5% of firms do this and how you can join the club and leapfrog the rest If you're serious about standing out, winning more business, and doing it smarter, not harder just click the ATTENDS button and we'll see you there.
Growing a big rec firm is hard and risky. Staying solo is lonely and limits income. But there's a third way that also makes you wealthy. So what is that third alternative? A safe, highly profitable recruitment business that doesn't rely on you doing delivery, if you don't want to. It's called a Profit–Lifestyle–Wealth (PLW) business, and it's the focus of our next hashtag # MARShow . A PLW recruitment firm still places people, just like any other agency. The difference is how it's structured and managed. The goal is to protect the business, maximise profits, and intentionally move you out of delivery—without building a large, stressful firm. In this show, you'll learn:- ✅ How to significantly increase profits without increasing costs ✅ How to build a small, stable and productive virtual team ✅ How to remove yourself from delivery ✅ What your new role should be, once time is freed up ✅ How to confidently size your endgame team ✅ How to build real wealth without selling your business (which rarely happens) This show is ideal if you're tired of doing everything yourself—but have zero desire to build a large recruitment firm. It's about creating a profitable and stress-free life, then retiring in comfort.
The recruitment sector is splitting in two and when this happens, the middle often disappears. Time to choose your side before the market chooses for you! On one side we see a deeply transactional approach: scrape for vacancies, scrape for candidates, repeat and hope something sticks. It's all about speed, volume, automation, tech and of course, AIs. But on the other side, you have something very different: - ✅ Deep understanding of a niche ✅ Genuine advisory capability ✅ Trusting relationships built over years ✅ Emotional intelligence when stakes are high ✅ Consultancy, not commodity supply ✅ An absolute obsession with quality and high service levels. Sure, this faction uses AI to amplify their abilities but it's not at the core of what they are. They use specific AI agents to make them more efficient at those things listed above. In this episode of the #MARShow we'll be welcoming Ed Blogg as our guest. As the CEO of RecruitHub he's seeing the market shift first hand. I firmly believe that that second lane is where recruiters need to be to thrive in the New World. And that is exactly what we'll be discussing. A clear direction PLUS plenty of practical steps you can take to make sure you prosper in 2026 and beyond. This is happening, better to be on the front foot than late to the party.
I don't know about you, but I like to start the year with some quick wins. Small, cost-free changes that will make a big impact on profitability. So that's what we're going to do in the last MARShow of the year. We will be looking at what's working right now and bringing four things you can do to improve your productivity, to your attention. We'll have several tips (example in brackets below) for each of the following: - ✅ Delivery – where you make the placements (One way to make more revenue from your existing team) ✅ Sales & marketing – where you attract the best prospects and convert them into clients (One way to speak with high-value decision makers who you normally can't reach) ✅ Client Care – where you max out your revenues and keep the competition at bay (How to find out your real USPs in just a few minutes) ✅ The Team – the people who actually do the work. (When you can safely hire a new member of the team) We want to make it easy for you to make the changes we suggest and see a benefit, fast. No special skills, no deep experience and no fancy tools or training required. Right now, we have more than four things share so who knows, maybe we'll sneak in a bonus tip too.
Let's face it. These days recruitment tech is overwhelming. What should you have and what should you do with it? Well, in the next hashtag # MARShow we aim to fix this. We have Rob Green 🚀 the founder and CEO of Rectec coming on the show. Rob helps recruitment firms select the right software for them and so knows more about rec tech than most of us! As usual, it's live and interactive so you can ask what you like but here are the topics we plan to cover: - ✅ The core systems every recruitment business should have in place. ✅ Where the add-ons, automations, and AI tools fit in and which ones deliver tangible value. ✅ How to approach tech buying more strategically, so you're not just adding noise or chasing the latest trend. Rob is adamant that people should NOT see a shiny piece of tech and buy it. There lies misery and disappointment. But rather intentionally buy your tech so that it actually benefits your business and gives a good ROI. Wouldn't that be nice. You should attend this live stream if you: - 1️⃣ Are overwhelmed or confused about which tech you need and seek clarity 2️⃣ Want to make sure you get the right tech for your business. 3️⃣ Would like to know what's new out there and worth looking at. Technology is meant to give us an edge and make us more efficient. Let's make sure it does.
In the AI world the ability to build strong business relationships is becoming a necessity because the machines can't do it. This edition of the # MARShow is NOT about AI but let me make a point. We know that there is an overwhelming surge in auto-outreach. You can even get an AI that will create LinkedIn comments on your behalf! If you have the time and the money you can go all in on AI. But most of us have neither. So, leaning into real, human relationships is our last line of defence. Now I'm not saying we should ignore AI, far from it. But I do believe we should be using it to do the things AI can't do and that is build strong business relationships with people who matter to you. So, in this edition of the show, we're going old-school. 5 things you can do to create more and stronger business relationships. I'm going to make them practical and "out of the box" so no deep skills and experience needed. If you apply them, you will be better at building relationships and more of those will turn into revenue. In the end, that's what it's all about, right? In a world of noise, strong relationships speak louder.
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