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Locking In & Levelling Up: The Future of Recruitment from TEAM South Midlands - LIVE PANEL

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About this episode

Nitin speaks with Kerry Greenland, Sarah Grace and Miles Lloyd in a live panel discussion recorded at the TEAM Network South Midlands Regional Meeting. The conversation challenges conventional agency thinking, exploring why recruitment is not a sales business and how the market is shifting away from pure contingency models. The panel discusses practical strategies for increasing fill rates, moving from job-filler to trusted advisor, and building non-core revenue streams through market insight reports, data monetisation and advisory services.

The discussion centres on how agencies can evolve beyond commoditised recruitment. Sarah shares how a market insight report generated 60 client meetings in one month, whilst Miles breaks down the financial exposure of contingent recruitment models. Nitin addresses the mindset shifts required for legacy agencies to remain relevant, including overcoming impostor syndrome and abandoning outdated operational approaches. The episode provides unfiltered insights into what recruitment leaders are doing right now to stay competitive.

Key takeaways

  • Recruitment is not a sales business; this mindset shift is critical for agency growth and positioning.
  • Agencies waste 60-70% of their time; increasing fill rates from 30% to 80%+ requires operational rethinking.
  • Non-core revenue streams like market reports, data monetisation and advisory services differentiate agencies from competitors.
  • Moving from contingency to retained or commitment-fee models requires confidence and positioning as a trusted advisor.
  • Commoditised recruitment is dying; agencies must evolve or risk irrelevance in a shifting market.

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