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The Resilient Recruiter

The Resilient Recruiter

By: 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. Career Success Economics Leadership Management & Leadership
Episodes
  • How to Build a Recruiter Training System That Produces Top Billers, with Larissa Gerlach

    How to Build a Recruiter Training System That Produces Top Billers, with Larissa Gerlach
    Feb 27 2026
    Most recruitment agencies believe in training. Very few build a structured system that consistently produces top billers. Larissa Gerlach experienced the hard version first. In year one, she earned $40,000 and questioned whether she would make it in recruitment at all. By year three, she had reached President’s Club. Soon after, the CFO of a private equity-backed recruiting firm asked her to replicate her results across 25 offices. That request became the foundation of a national recruiter training programme. In this episode, Mark Whitby and Larissa unpack what actually drives recruiter performance, why activity metrics alone don’t create top billers, and how recruitment business owners can build scalable training systems that reduce ramp-up time and increase recruiter billings. If you are serious about recruitment agency growth, search firm leadership, and building consistent performance inside your team, this conversation goes beyond theory. It’s about systems. What You’ll Discover • Why 200+ calls per week worked — and why most recruiters still fail at high activity • The difference between knowledge and live desk performance • How to turn individual billing success into a national training framework • Why daily role plays accelerate recruiter revenue • The three structural reasons founders struggle to implement training • Why cohort-based onboarding produces stronger long-term performance • How to build recruitment agency systems that scale beyond one top performer Episode Highlights [03:56] From fashion sales to recruitment after the 2009 recession [08:37] The $40,000 first year and the meeting where she nearly quit [12:35] Why most recruiters struggle in year one — and what actually starts to click [22:15] The 200-calls-per-week discipline that changed her trajectory [26:07] The CFO email that led to building a national sales training programme [28:17] What the training playbook looked like — from binder to LMS [35:51] Why daily role plays create elite performers [1:05:49] The three reasons most founders struggle to train their teams [1:10:29] Why group cohorts outperform one-to-one onboarding About Larissa Gerlach Larissa Gerlach is the founder of Vibrant Talent Group, an executive search firm specialising in marketing, product, and design roles across New York and San Francisco. She has over 15 years of experience across billing, business development, national learning and development, and agency leadership. At a private equity-backed recruiting firm, she became the fastest-growing salesperson in company history before leading national recruiter training initiatives. Resources Mentioned Recruiter Training Programme https://recruitmentcoach.com/training Seven Figure Freedom Scorecard https://recruitmentcoach.com/scorecard Recruiterflow https://recruitmentcoach.com/recruiterflow Trusted Voice Video https://recruitmentcoach.com/video Book a free strategy session with Mark Whitby https://recruitmentcoach.com/strategy-session If you want weekly conversations with recruitment business owners, executive search leaders, and top billers focused on recruitment agency revenue, recruiter performance, and long-term business resilience, follow The Resilient Recruiter on Apple Podcasts. The difference between average billers and elite teams is rarely motivation. It’s structure.
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    1 hr and 12 mins
  • Why AI Has Made Recruitment Harder, Not Easier, with Greg Savage

    Why AI Has Made Recruitment Harder, Not Easier, with Greg Savage
    Feb 18 2026
    Six years ago, Greg Savage was the very first guest on The Resilient Recruiter. For episode 300, he returns to discuss the biggest shift our industry has faced since the rise of the internet: artificial intelligence. And he doesn’t hold back. “The contingent, multi-listed perm market… I think that is over.” Greg has built four recruitment businesses. He’s the author of The Savage Truth (20,000+ copies sold). He’s spent five decades watching this industry evolve. His view? AI hasn’t made recruitment easier. In many ways, it’s made it harder. Two years ago, Greg outlined a series of predictions about how AI would reshape recruitment. In this episode, we revisit those predictions and assess what’s proving true — and where the pace of change has accelerated. But this isn’t a doom-and-gloom conversation. It’s about where recruitment agencies win next. If you lead a recruitment agency or executive search firm, this episode will challenge how you think about AI, positioning, and long-term relevance. Episode Highlights 00:33 The biggest threat and opportunity Greg has seen in decades 02:14 Why the contingent, multi-listed perm model is under pressure 06:34 AI shortlisting chaos and the 14% overlap test 08:32 What “automating dysfunction” really means 26:20 The highest ROI AI opportunity right now 30:43 Four questions to ask before buying any AI tool 54:04 The rise of the “techno-empath” recruiter What You’ll Learn Why AI Is Making Recruitment Harder Why AI screening tools produced only 14% overlap in shortlists Research suggesting around 40% of tech candidates have inflated their resumes What “automating dysfunction” looks like in practice The four questions every recruitment leader should ask before investing in AI Which Recruitment Models Will Survive Why the contingent, multi-listed perm model is under pressure Why retained search and executive search are positioned to grow The business models most likely to thrive over the next five years Why recruiters must sell decision-making, not just placements What Recruiters Must Master Next The highest ROI AI opportunity: activating and cleaning your recruitment database Why “techno-empath” recruiters will win The moments of truth that must never be automated The skills that will define high-performing recruiters in an AI-driven market This episode speaks directly to recruitment agency growth, retained versus contingent recruitment, and how to scale a recruitment business as AI reshapes hiring. Why Episode 300 Matters When I launched this podcast in 2019, Greg was my first guest. Since then, we’ve lived through a pandemic, a hiring boom, a market correction, and now the fastest wave of AI adoption our industry has ever seen. Bringing him back for episode 300 felt right. This conversation is less about tools and more about leadership, positioning, and how to build a recruitment business that stays relevant. Sponsor This episode is brought to you by Recruiterflow. Recruiterflow is an end-to-end, AI-first ecosystem built to run and scale your recruitment business. It combines ATS, CRM, sequencing, data enrichment, marketing automation, and AI agents in one platform, helping recruitment agencies improve visibility, accountability, and performance. Book a demo at: https://recruitmentcoach.com/recruiterflow If you want to future-proof your recruitment business without burning out, this episode is a must-listen. Connect with Mark Whitby Get your FREE 30-minute strategy call: https://www.recruitmentcoach.com/strategy-session/ Connect with Mark on LinkedIn. If you’re a recruitment agency owner serious about scaling, retained search, and staying ahead of AI in recruitment, subscribe to The Resilient Recruiter so you don’t miss future conversations like this. If you want to future-proof your recruitment business without getting left behind, this episode is essential listening.
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    1 hr and 4 mins
  • How to Win Retained Recruitment Work Without Pitching Harder, with James O'Brien

    How to Win Retained Recruitment Work Without Pitching Harder, with James O'Brien
    Feb 11 2026
    Why do some recruiters win retained work in a single meeting while others pitch for weeks and still lose to contingent competitors? My guest, James O’Brien, knows exactly why. And it has nothing to do with fee structure. James is the Managing Director and COO at i-intro. He’s been in recruitment since the late 1980s and has spent the last decade helping recruitment firms move from transactional, contingent work into retained and exclusive assignments. His clients consistently outperform the market, with 96% one-year retention and 93% of placements still in role after two years. In this episode, James delivers a practical masterclass on consultative selling. He explains why most recruiters lose retained work before they even walk into the meeting, how to reframe hiring conversations around risk and retention, and what it really means to position yourself as a management consultant who specializes in talent acquisition. This conversation is for recruiters who are tired of pitching, discounting, and competing with five other agencies for the same role. You’ll hear the exact questions James uses to expose hidden hiring failure, why “wow” should be the standard for every client meeting, and how preparation, not persuasion, is what wins retained work consistently. In this episode, you’ll learn: Why recruitment isn’t the real problem and retention is The three questions that reframe hiring failure for clients How to measure retention and use it to justify higher fees Why most recruiters lose retained work in the preparation, not the pitch How to show value instead of just describing your process What accountability really looks like beyond the placement Why retained fees feel fair when clients understand the true cost of hiring failure Episode Highlights: [03:56] Why transactional recruitment is dying [10:13] Recruitment’s not the problem. Retention is [13:34] How to measure retention and monetize better outcomes [18:00] The three questions that reveal a 20–30% hiring failure rate [32:23] Why “wow” should be your minimum standard in client meetings [36:35] The preparation process that wins retained work [45:00] Why proposals still matter and when to send them [59:03] Accountability beyond the placement and why 12-month guarantees work Sponsor This episode is brought to you by Recruiterflow — an end-to-end, AI-first recruitment platform designed to help recruiters run and scale their business more effectively. Recruiterflow combines ATS, CRM, sequencing, data enrichment, marketing automation, and AI agents in one streamlined system. Many top recruiting leaders and members of our coaching community rely on Recruiterflow to stay organised, consistent, and competitive. You can learn more or request a demo at https://recruitmentcoach.com/recruiterflow. Guest Bio James O’Brien is the Managing Director and COO at i-intro. Since the late 1980s, he has worked across every part of the recruitment industry and now helps recruitment firms transition from contingent to retained and exclusive search. His work focuses on retention, accountability, and elevating recruiters from job fillers to trusted talent advisors. Connect with James: LinkedIn: James O’Brien Website: i-intro Connect with Mark Whitby Get your free 30-minute strategy session: recruitmentcoach.com/strategy-session
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    1 hr and 6 mins
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