『The Resilient Recruiter』のカバーアート

The Resilient Recruiter

The Resilient Recruiter

著者： Recruitment Coach Mark Whitby
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Join "the Recruitment Coach" Mark Whitby as he and his guests unpack the secrets of what it takes to be a profitable and long-lived professional in the recruitment industry.(c) Breakthrough Coaching Ltd T/A RecruitmentCoach.com. All rights reserved. マネジメント・リーダーシップ リーダーシップ 出世 就職活動 経済学
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  • Rainmaker: The Business Development Machine That Feeds a 22-Person Team, with Kimberly Laipple

    Rainmaker: The Business Development Machine That Feeds a 22-Person Team, with Kimberly Laipple
    2026/09/23
    In 2023, Kim Laipple led a 28-person team at Scientific Search and personally billed $1.4 million. Since then, the biotech market has been volatile. Between the downturn, retirements and other changes, the team dropped to about 16. Kim was also promoted to President after the previous owner retired. Today, Scientific Search is back to around 22 people. Kim is running the business while still spending 30% to 50% of her week generating new business. In this episode, Kim walks through the five channels feeding her pipeline: SEO that took nearly a year to produce consistent results, LinkedIn content built around the company and her personal brand, signal-based outbound using intent data, email marketing that depends on timing and relevance, and visibility through Claude and ChatGPT. She also explains the 90-day training program she created for four new hires. Instead of giving inexperienced recruiters immediate ownership of live searches, the program allows them to build confidence on the phone while supporting established recruiters and protecting existing client relationships. Kim is candid about the hardest part of becoming President. It is not learning new responsibilities. It is stepping back from the work that made her successful and allowing other people to do things differently. In this episode, you’ll discover: How Scientific Search contracted from 28 people to 16 and rebuilt to 22 Why do new hires spend their first 30 days building confidence on the phone The five channels behind Kim’s business development machine Why SEO took nearly a year to produce consistent leads How ZoomInfo intent data changes who gets called and when Why Kim tracks gross profit per fee earner across three groups What it takes to move from placements into longer-term strategy Why Kim launched a podcast interviewing life sciences leaders Episode Highlights: [00:00] Why Kim still calls herself “the rainmaker” [01:22] Scientific Search goes from 28 people to 16 and rebuilds to 22 [05:24] Moving from placements into longer-term strategy [12:08] Dividing the week between rainmaking, coaching and training [24:36] Why the first 30 days center on phone work [39:48] The five channels behind Kim’s business development machine [42:54] SEO produces five to seven qualified company leads a month [45:36] Timing outreach with ZoomInfo intent data Podcast Partners: This episode is brought to you by Recruiterflow, an AI-native ATS and CRM built for serious recruiting businesses. Learn more: https://recruitmentcoach.com/recruiterflow It is also brought to you by Juicebox, the modern AI platform for recruiting. Juicebox combines more than 30 datasets with AI models to support search, outreach and pipeline management in one workflow. Learn more: https://recruitmentcoach.com/juicebox About Kim: Kimberly Laipple is President of Scientific Search. Alongside her operational responsibilities, she continues to run a full desk while managing 18 recruiters and researchers. Kim has more than 30 years of recruitment experience and has personally billed more than $1.4 million in a single year. She is also Vice President of the Pinnacle Society, a consortium of 80 leading recruiters. During her 18 years with Scientific Search, Kim has placed professionals across clinical and commercial operations, manufacturing, engineering, R&D and analytics. She holds an MBA and a BS in Business Management from Rowan University. Connect with Kim: Kim Laipple on LinkedIn Scientific Search Inside the Industry with Kim Laipple Connect with Mark: Free 30-minute strategy call: recruitmentcoach.com/strategy-session Mark on LinkedIn: linkedin.com/in/mwhitby Instagram: @RecruitmentCoach Subscribe to The Resilient Recruiter for a new conversation with a top recruitment leader every week.
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    1 時間
  • She Sold Her Firm to Give Her Team a Bigger Ceiling, with Charlie Saffro

    She Sold Her Firm to Give Her Team a Bigger Ceiling, with Charlie Saffro
    2026/09/16
    Every December, Charlie Saffro caught up with a friendly competitor at Hirewell to compare notes on the recruiting market. At the end of their 2024 call, after four difficult years, she said something almost as a joke: if you know anyone looking to buy a supply chain recruiting firm, let me know. About a week later, Hirewell's owner called her. Charlie founded CS Recruiting in 2010 and spent 15 years building a specialist logistics, supply chain and transportation firm. She had no exit plan. What changed was a prolonged downturn and two rounds of layoffs, the first in the company's history. Charlie explains why she rejected buyers who wanted her client book without her people, and what she was looking for instead. She also talks through the part most owners never hear about: almost 12 months of confidential negotiation, running the business while both her senior leaders were on leave, and what closing day actually looked like from the 8am signature to the 3pm welcome meeting. The second half of the conversation is about what happened next. Charlie walks through how her recruiters moved from a split desk into full desk work one account at a time, what that did for accountability and ownership, and why the best source of new business was already sitting in their database. If you are weighing an exit, or you want your recruiters to own more of the work, Charlie's experience is worth an hour of your time. In this episode: Why Charlie sold to protect her team rather than to cash out The three types of buyer she rejected and what disqualified each one What almost 12 months of confidential negotiation actually involves How she handled due diligence while two senior leaders were on leave What closing day looked like, hour by hour The advantages and disadvantages of full desk and split desk How recruiters can move into business development one account at a time Why past candidates may be your best source of new clients Episode highlights: [02:31] CS Recruiting joins Hirewell and Charlie's entire team comes with her [04:16] Fifteen years in business with no formal exit plan [12:07] The buyer conversations that failed Charlie's test [15:14] Keeping the deal secret while running the business [18:30] The offhand comment that led to a call one week later [21:19] Two senior leaders go on leave during the negotiation [26:41] Signing at 8am and telling the team at 10am [31:35] Moving recruiters toward full desk one account at a time [33:23] Full desk versus split desk and the accountability trade-off [39:14] Providing value on a retained search without a placement [42:14] Why past candidates can become your best source of business [49:33] Using recorded calls and AI feedback to coach recruiters Podcast Partners: This episode is brought to you by Recruiterflow, an AI-native ATS and CRM built for serious recruiting businesses. Learn more: https://recruitmentcoach.com/recruiterflow It is also brought to you by Juicebox, the modern AI platform for recruiting. Juicebox combines more than 30 datasets with AI models to support search, outreach and pipeline management in one workflow. Learn more: https://recruitmentcoach.com/juicebox Free Resources: 7-Figure Freedom Scorecard: https://recruitmentcoach.com/scorecard About Charlie Saffro: Charlie Saffro founded CS Recruiting, a specialist recruitment firm serving logistics, supply chain and transportation. She started the company in 2010 and led it for 15 years before it joined Hirewell in December 2025. CS Recruiting now operates as a Hirewell company, giving its clients access to a broader nationwide recruiting team while retaining the specialist brand and team Charlie built. Connect with Charlie Saffro: LinkedIn: https://www.linkedin.com/in/charliesaffro CS Recruiting: https://www.cs-recruiting.com/ Hirewell: https://hirewell.com/ Connect with Mark Whitby: Get your FREE 30-minute strategy call: https://recruitmentcoach.com/strategy-session/ LinkedIn: https://www.linkedin.com/in/mwhitby/ Twitter: https://twitter.com/markwhitby Facebook: https://www.facebook.com/TheRecruitmentCoach/ Instagram: https://www.instagram.com/recruitmentcoach/ Subscribe to The Resilient Recruiter: https://plinkhq.com/i/1489513354
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    1 時間
  • How to Bill Over $1 Million in Your First Year of Business, with Ross Cohen

    How to Bill Over $1 Million in Your First Year of Business, with Ross Cohen
    2026/09/09
    Ross Cohen left his role as managing director at one of Florida's leading search firms to launch Brinc Search Partners with his business partner, Brett Nortman. They gave up an established brand, a built-out book of business and the steady flow that came with a larger firm. Ross also had a non-compete preventing him from approaching his former clients. Brinc launched in March 2025. In its first year, Ross and Brett billed over $1 million. They did it by getting scrappy. Although both had spent years specializing in financial services recruitment, Ross accepted searches ranging from executive assistants to engineers. These assignments kept revenue moving, helped Brink prove its value and opened the door to further work. Ross also explains why Brinc does not rely on traditional cold calls. Each search begins with people Ross and Brett already know in the market. They gather intelligence, ask for referrals and identify passive candidates who may never appear through job boards or LinkedIn searches. You'll also hear why they hired their first associate before the business felt ready, how face-to-face meetings fit into Brinc's hybrid schedule and how the team uses Recruiterflow, PIN and Claude to reduce administration and present candidates more effectively. What You'll Learn: How Ross and Brett billed over $1 million in Brinc's first year Why accepting searches outside their specialty helped create early momentum How Ross rebuilt his book of business without approaching former clients Why existing relationships outperform traditional cold calls How referral conversations uncover passive candidates Why Brinc hired its first associate earlier than planned How in-person meetings help the team assess cultural fit How Claude reduces administration and improves candidate presentation Episode Outline: [00:10] Billing over $1 million in the first year [05:16] Lessons Ross carried from equity research into executive search [17:22] Building candidate flow at StevenDouglas before launching Brinc [23:01] Leaving an established firm to launch Brinc [27:42] Rebuilding the business one phone call at a time [38:51] Hiring an associate before the firm felt ready [50:38] Replacing traditional cold calls with warm market conversations [59:40] Building Brinc's technology stack around Recruiterflow, PIN and Claude About Ross Cohen: Ross Cohen is the co-founder of Brinc Search Partners. He launched the firm with Brett Nortman in March 2025 after building a financial services recruitment practice at StevenDouglas. Ross began his career in equity research at Lazard before moving into recruitment with Solomon Page. He holds Series 7, 63, 86 and 87 securities licenses, an economics degree and a master's in international business from the University of Florida. He is based in South Florida. Connect with Ross: Ross on LinkedIn: https://www.linkedin.com/in/ross-cohen-44658037/ Brinc Search Partners: www.brincsearch.com Podcast Partners: This episode is brought to you by Recruiterflow, an AI-native ATS and CRM built for serious recruiting businesses. Learn more: https://recruitmentcoach.com/recruiterflow It is also brought to you by Juicebox, the modern AI platform for recruiting. Juicebox combines more than 30 datasets with AI models to support search, outreach and pipeline management in one workflow. Learn more: https://recruitmentcoach.com/juicebox Connect with Mark Whitby: Get your FREE 30-minute strategy call: https://www.recruitmentcoach.com/strategy-session/ Mark on LinkedIn: https://www.linkedin.com/in/mwhitby/ Mark on Twitter: https://twitter.com/markwhitby Mark on Facebook: https://www.facebook.com/TheRecruitmentCoach/ Mark on Instagram: https://www.instagram.com/recruitmentcoach/ Subscribe to The Resilient Recruiter: https://plinkhq.com/i/1489513354
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    1 時間 5 分
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