Jon Brooks speaks with Greg Fischer, the founder of Well Oiled Machine, about the challenges of selling a high-value service that is historically perceived as cheap. Greg shares his pricing journey and how he’s overcome limiting beliefs around rates and retainers, and now sees charging a premium as a selling point in itself. They talk about how Greg combined world class processes and creativity – not always two concepts that sit well together – to make his former agency stand out in a highly competitive market. Greg is also really honest about the mistakes he’s made along the way, including how he used to hire for himself, and how he’s used those lessons to make his business stronger.

Takeaways

  • Recruitment is not just about filling positions; it’s about adding value.
  • Intentional hiring is crucial for building a successful team.
  • Creative outreach can significantly enhance client engagement.
  • Pricing strategies should reflect the true value provided to clients.
  • Demonstrating expertise can differentiate a recruitment agency from competitors.
  • Offshoring can be a powerful tool for scaling recruitment efforts.
  • Building trust with clients involves challenging their assumptions.
  • A consultative approach can lead to better client relationships.
  • Recruiters should focus on educating clients about market trends and best practices.
  • The journey of pricing should align with the value delivered to clients.

Chapters

00:00 The Value of Recruitment

02:32 Challenges in Recruitment Hiring

05:24 Building a Successful Recruitment Team

08:27 Creative Outreach and Client Engagement

11:28 Pricing Strategies in Recruitment

14:36 The Importance of Process and Creativity

17:20 Offshoring and International Hiring

20:26 Demonstrating Value to Clients

23:24 Changing Perceptions of Offshore Talent

26:25 Consultative Approach to Recruitment

29:16 Building Trust with Clients

32:02 The Journey of Pricing and Value

34:49 Maximizing Value in Recruitment

37:48 The Shift from Transactional to Consultative

40:24 Final Thoughts on Recruitment Value

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The Value of Recruitment Podcast is sponsored by Atlas. To learn more about how Atlas is creating an AI platform that helps recruitment agencies generate more placements with less effort, visit ⁠recruitwithatlas.com.