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Relevance Over KPIs: Kerry Greenland’s No-Nonsense Guide to Sustainable Recruitment

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About this episode

Nitin speaks with Kerry Greenland, Founder of Vantage Recruitment and TEAM Member of the Year 2024, about building a sustainable recruitment business beyond vanity metrics. Kerry challenges the KPI-driven culture that leads to burned-out consultants and transactional relationships, sharing how she has shifted her agency towards a professional services model focused on relevance and trust.

The conversation covers Kerry's philosophy on relationship-building, including why recruiters should reject poor-fit vacancies and move away from generic cold-calling approaches. Kerry also discusses how she uses AI intelligently through tools like her QuickSmart CV platform, positioning technology as an enabler rather than a threat to recruiters. The episode explores the role of peer networks like TEAM in building resilience and long-term business sustainability.

Key takeaways

  • Prioritising relevance and trust over KPIs creates sustainable client relationships and repeat business.
  • Saying no to unqualified vacancies protects your team's wellbeing and your agency's reputation.
  • AI tools like CV formatting software save recruiters time when built specifically for their needs.
  • Shifting from transactional placement revenue to professional services consulting income builds stability.
  • Peer networks and communities provide essential support for navigating market challenges.

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