Summary Ben Browning explores the intersection of performance psychology and recruitment. The episode explores the gaps in the recruitment market, the four key elements of a successful business development strategy, and the importance of mindset in sales.  Learn about the tools and frameworks necessary for continuous improvement, and hear Ben introduce the Million Dollar Blueprint program, designed to help recruitment consultants double their billings.  Takeaways Clarity, precision, campaigns, and conversion are key to business development. Sales is about empowering and inspiring others to take action. Mindset is crucial for recruiters to embrace their role in sales. Understanding client problems is essential for effective recruitment. Continuous improvement requires clear processes and data-driven decisions. The Million Dollar Blueprint helps consultants double their billings. Sales assets like templates and frameworks are vital for success. Chapters 02:45 Identifying Market Gaps in Recruitment 05:39 The Four Key Elements of Business Development 08:16 Mindset and Clarity in Sales 11:09 Understanding Client Problems 13:58 Tools and Frameworks for Continuous Improvement 16:54 The Million Dollar Blueprint Links Books: "Good to Great" by Jim Collins https://www.goodreads.com/book/show/76865.Good_to_Great (https://www.goodreads.com/book/show/76865.Good_to_Great) "Gap Selling" by Keenan https://www.goodreads.com/book/show/42686460-gap-selling?ref=nav_sb_ss_1_23 (https://www.goodreads.com/book/show/42686460-gap-selling?ref=nav_sb_ss_1_23) "Eat Their Lunch" by Anthony Iannarino https://www.goodreads.com/book/show/38820051-eat-their-lunch?ref=nav_sb_ss_1_38 (https://www.goodreads.com/book/show/38820051-eat-their-lunch?ref=nav_sb_ss_1_38) "The Transparency Sale" by Todd Caponi https://www.goodreads.com/book/show/42847045-the-transparency-sale?ref=nav_sb_ss_1_39 (https://www.goodreads.com/book/show/42847045-the-transparency-sale?ref=nav_sb_ss_1_39) Podcasts: "Recruiting Better" hosted by Ben Browning, available on YouTube, Spotify, and other platforms. https://www.beresonant.co.uk/recruiting-better-podcast/ (https://www.beresonant.co.uk/recruiting-better-podcast/) Websites: Ben's website: https://www.beresonant.co.uk/ (https://www.beresonant.co.uk/) Hosted on Ausha. See ausha.co/privacy-policy for more information.

Carl Jones, founder and CEO of Konquest, the leading commission software for staffing and recruiting, discusses how agencies can transform their commission plans to drive performance. He shares insights from the Recruiter Commission Census, highlighting the rise of thresholds and layered schemes, and emphasizes the importance of aligning commission structures with business goals.  Parts Index (Timed Structure): 00:42 - 02:18: The pain point Konquest solves 03:30 - 06:20: Key insights from the Recruiter Commission Census 07:57 - 10:29: Addressing why 75% of agencies have commission issues 12:41 - 14:09: How Konquest influences future actions and discretionary effort. 18:10 - 20:10: Viewing commission as an incentive, not just a cost 21:56 - 23:38: The importance of product market fit and staying close to customers. Key Highlights: Commissions as a Strategic Lever: Commissions are not just a cost but a critical tool that impacts both profitability and revenue trajectory, deserving serious attention and regular review (at least annually). Recruiter Commission Census Insights: The census reveals a substantial increase in the application and size of commission thresholds (now in the majority of agencies) and a significant rise in "layered schemes" (multiple commission components), which Carl advocates as best practice. The "Why" Behind Commission Problems: 75% of agencies admit to commission issues due to a lack of scientific rigor, data, and confidence in decision-making, often leading to unreviewed, outdated structures. Product Market Fit: Carl emphasizes the ongoing importance of product market fit for business growth, fundraising, and mental health, and the need to continually stay close to customers and problems. Links to Books, Podcasts, Tools, Events: Recruiter Commission Census: Available for free download on the Konquest website https://konquest.io/resources (https://konquest.io/resources)  Social Media and Website Links: Carl Jones' LinkedIn: https://www.linkedin.com/in/carl-jones-66093722/ (https://www.linkedin.com/in/carl-jones-66093722/) Konquest Website: https://konquest.io/ (https://konquest.io/)  (resources section available with high-value assets) Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this masterclass, Jamie Burrows explores the intricacies of developing high-performing recruiters and managers. Explore the journey of a recruiter, the essential traits of high performers, and the importance of structured training, mentoring, and coaching.  Jamie shares valuable insights on the expectations for recruiters and the necessity of measuring return on investment in training initiatives. Chapters 05:35 High-Performance Traits in Recruitment 07:56 Training vs. Mentoring vs. Coaching 10:59 Effective Onboarding for Rookie Recruiters 13:22 The Role of Billing Managers 16:20 Preparing for the Future of Recruitment 19:01 Quickfire Insights and Recommendations Media Links Books: To Sell Is Human by Daniel Pink https://www.goodreads.com/book/show/13593553-to-sell-is-human (https://www.goodreads.com/book/show/13593553-to-sell-is-human) Never Split the Difference by Chris Voss https://www.goodreads.com/book/show/26156469-never-split-the-difference (https://www.goodreads.com/book/show/26156469-never-split-the-difference) Podcasts: Amplifying Recruitment by Jamie Burrows https://podcasts.apple.com/gb/podcast/amplifying-recruitment-learn-grow-lead/id1787699795 (https://podcasts.apple.com/gb/podcast/amplifying-recruitment-learn-grow-lead/id1787699795) The Chris Voss Show https://thechrisvossshow.com/ Websites and Social Media Jamie Burrows on Linkedin https://www.linkedin.com/in/jamie-burrows-training/ (https://www.linkedin.com/in/jamie-burrows-training/) Jamie Burrows - Training for Recruiters https://jamieburrows.net/ (https://jamieburrows.net/) Hosted on Ausha. See ausha.co/privacy-policy for more information.

Summary Steven Farrell, COO of Your Employment Solutions, discusses the importance of building a culture of service and accountability, and the impact of technology and AI on the staffing industry.  Steven shares insights on measuring success with AI tools, the future of staffing, and the skills leaders need to thrive in a changing environment. The conversation concludes with recommended resources and final thoughts on the importance of clarity in operations. Chapters 05:17 Operational Excellence in Staffing 09:08 The Role of Technology in Staffing 12:30 AI's Impact on Recruitment 16:22 Measuring Success in AI Recruitment 19:53 Future of Staffing and Leadership 23:24 Final Thoughts and Recommendations Links Websites:  Your Employment Solutions: youremploymentsolutions.com (http://youremploymentsolutions.com) Steven Farrell Linkedin https://www.linkedin.com/in/farrellsteven/ (https://www.linkedin.com/in/farrellsteven/) Podcasts: The Staffing Playbook podcast https://www.youremploymentsolutions.com/the-staffing-playbook-podcast/ (https://www.youremploymentsolutions.com/the-staffing-playbook-podcast/) The All-In Podcast https://allin.com/ (https://allin.com/) Books:  The One Page Marketing Plan by Allan Dibhttps://www.goodreads.com/en/book/show/41943000-the-1-page-marketing-plan (http://www.goodreads.com/en/book/show/41943000-the-1-page-marketing-plan) Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this conversation, Jack Copeland discusses the evolution of StaffingFuture, a lead generation platform for staffing agencies, and how agency founders can evaluate their digital presence and future-proof their businesses. He emphasizes the importance of digital transformation, automation, and a strong online presence for staffing agencies to thrive in a competitive market. Parts Index (Timed Structure): 00:00 The Genesis of StaffingFuture 02:40 Navigating the Impact of COVID-19 05:42 Understanding StaffingFuture's Offerings 08:24 Driving ROI Through Digital Transformation 13:55 Differentiating in a Competitive Market 16:53 Evaluating Your Digital Presence 19:41 Future-Proofing Your Staffing Agency Key Highlights: A strong digital presence is crucial for staffing agencies. Lead generation is at the core of StaffingFuture's offerings. Automation can significantly enhance recruitment processes. Links to Books, Podcasts, Tools, Events: Book: "Who Moved My Cheese?" by Spencer Johnson  https://www.goodreads.com/book/show/77231 (https://www.goodreads.com/book/show/77231) Tools:  Staffing Engine https://staffingengine.ai/ (https://staffingengine.ai/) Staffing Referrals https://staffingreferrals.com/ (https://staffingreferrals.com/) Social Media and Website Links: Jack Copeland on LinkedIn: https://www.linkedin.com/in/jackacopeland/ (https://www.linkedin.com/in/jackacopeland/) StaffingFuture Website: staffingfuture.com (http://staffingfuture.com) Hosted on Ausha. See ausha.co/privacy-policy for more information.

Summary In this conversation, Rich Smith, co-Founder and CMO of Atlas MedStaff, discusses the importance of focusing on travelers in healthcare staffing.  He shares insights on building a strong company culture, the significance of transparency and community, and the balance between technology and human interaction.  Rich emphasizes the need for trust and personal connections in the industry, while looking ahead to the future of healthcare staffing and automation. Chapters 02:53 The Atlas Way: Focusing on the Traveler 05:34 Building a Community: The Atlas Life 08:13 Balancing Technology and Human Touch 11:02 Future of Healthcare Staffing: Embracing AI 14:01 Final Thoughts and Insights Key Highlights Transparency in communication builds trust with travelers. Community engagement is key to the brand's identity. AI and automation should enhance, not replace, human interaction. Travelers appreciate honesty and follow-through from recruiters. Rich believes in the importance of company culture in marketing. Building a lifestyle brand around travel healthcare is a unique approach. Personal connections in staffing are irreplaceable. Links to any books, podcasts, tools, events ‘Off the Clock and On the Record’ podcast, by Atlas MedStaff https://www.youtube.com/@AtlasMedStaff/podcasts (https://www.youtube.com/@AtlasMedStaff/podcasts) https://podcasts.apple.com/nz/podcast/on-the-clock-off-the-record/id1825873755 (https://podcasts.apple.com/nz/podcast/on-the-clock-off-the-record/id1825873755) Social media and website links https://atlasmedstaff.com/ (https://atlasmedstaff.com/) https://www.linkedin.com/in/richsmith37/ (https://www.linkedin.com/in/richsmith37/) Hosted on Ausha. See ausha.co/privacy-policy for more information.

Summary In this conversation, Tim Ratliff, Senior Director of Technology and Innovation at Skillwork, shares insights on adapting corporate experience to a small business, evaluating technology needs, balancing technology with human interaction, and monitoring technology adoption. Tim emphasizes the importance of understanding pain points in the staffing process and the future opportunities for technology in enhancing client and candidate engagement. Chapters 02:47 Adapting Corporate Experience to a Small Business 05:30 Evaluating Technology Needs and Implementation 07:29 Balancing Technology and Human Interaction 10:27 Monitoring Technology Adoption and ROI 12:55 Future Opportunities in Staffing Technology 15:46 Advice and Personal Insights from Tim Key Highlights Understanding the need for technology is crucial before implementation. Employee feedback is essential in identifying pain points. Technology should enhance, not replace, human interaction. Monitoring technology adoption is vital for assessing effectiveness. ROI can be measured in employee satisfaction, not just dollars. The staffing industry must focus on both talent and client engagement. Future opportunities lie in improving communication and feedback mechanisms. Links to any books, podcasts, tools, events The Goal: A Process of Ongoing Improvement, by Eliyahu M. Goldratt and Jeff Cox https://www.goodreads.com/book/show/113934.The_Goal Skunk Works: A Personal Memoir of My Years at Lockheed, by Ben R. Rich and Leo Janos https://www.goodreads.com/book/show/101438.Skunk_Works Social media and website links Skillwork at skillwork.com (http://skillwork.com) Tim Ratliff on Linkedin https://www.linkedin.com/in/tiratliff/ Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this conversation, David Folwell discusses the evolution and significance of staffing referrals, emphasizing the need for automation and systematic approaches in referral programs. He outlines the core elements of a successful referral program, the importance of measuring ROI, and shares success stories from the staffing industry. Takeaways A strong company culture is essential for a successful referral program. Referral programs should be standardized and well-communicated. Dual-sided referral bonuses can increase referral placements by 20%. Measuring ROI in referral programs is crucial for success. Referrals often lead to longer contract durations for candidates. Differentiation in marketing strategies is key for staffing firms. Chapters 02:56 Understanding the Importance of Referral Programs 05:27 Building a Successful Referral Program 08:17 Measuring ROI and Success Stories 11:17 Future Trends in Staffing and Referrals 13:51 Marketing Principles for Staffing Firms Social media Links David Folwell https://www.linkedin.com/in/folwell/ Staffing Referrals https://staffingreferrals.com/ Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this conversation, Holly Langley discusses her journey in building a consultancy focused on recruitment operations and technology. She shares insights on how agencies can improve their processes, the importance of data analytics, and the role of AI and automation in enhancing recruitment efficiency. Holly emphasizes the need for continuous improvement and understanding team challenges to drive success in recruitment. Takeaways The importance of understanding fill rates and improving them through data analytics. Asking team members about their challenges can unlock solutions for efficiency. AI and automation are essential tools for improving recruitment processes. Continuous improvement is key; agencies should focus on small, incremental changes. Understanding the 'why' behind technology adoption is crucial for success. Training and empowering teams on existing systems can lead to better outcomes. Chapters 02:52 The Journey of Restack and Niche Focus 05:45 Understanding Recruitment Operations and Transformation 08:35 Identifying Signals for Agency Improvement 11:26 The Role of AI and Automation in Recruitment 14:29 The Evolution of Automation Station 17:08 Challenges and Opportunities in Automation Hosted on Ausha. See ausha.co/privacy-policy for more information.

Join us as we dive into an inspiring conversation with Kathy, founder of the Global Edge Group. Discover her journey from mechanical engineering to leading a successful recruitment company, and learn about the core values that drive her business: excellence, integrity, social responsibility, and fun. Show Timeline 02:31 - 05:45: Founding the Global Edge Group and core values. 05:46 - 10:15: Balancing technology and relationships 10:16 - 15:00: Diversity and inclusion in male-dominated industries. 15:01 - 20:30: Future plans and advice for entrepreneurs.  20:31 Rapid-fire questions and closing thoughts. Links "Atomic Habits" by James Clear https://jamesclear.com/atomic-habits https://www.linkedin.com/in/kathyeberwein/ https://www.globaledgegroup.com/ Highlights Kathy's transition from engineering to recruitment and the founding of Global Edge Group.  The importance of maintaining core values in a rapidly changing industry.  How Global Edge Group balances technology with personal relationships in recruitment.  Insights into diversity and inclusion in traditionally male-dominated industries.  Cathy's ambitious plans for the future and her advice for aspiring entrepreneurs.  Hosted on Ausha. See ausha.co/privacy-policy for more information.