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The Future of Recruitment: Why Your 360 Model Is Broken (And What to Do Instead) with Ketan Gajjar

58 minWatch on YouTube (opens in a new tab)

About this episode

Nitin speaks with Ketan Gajjar, founder of RPO Arena and host of The Recruitment Curry podcast, about how recruitment businesses must evolve from 2026 onwards. Ketan explores why traditional 360 recruitment models are failing and how high-performing agencies are restructuring around a three-layer model: revenue generation, delivery, and research. The conversation draws on real-world client examples and operational data.

Ketan explains how top agencies are becoming workflow businesses rather than sales businesses, the role of hybrid global teams, and practical steps for restructuring delivery operations. He demonstrates how operational clarity and the right structure can maximise output from existing teams, with examples including turning a £5k investment into £80k in fees through a structured delivery model.

Key takeaways

  • Traditional 360 recruiter models are breaking down; agencies need a three-layer structure separating sales, delivery, and research functions.
  • Top agencies succeed by building workflow businesses with operational clarity rather than hiring more consultants.
  • Hybrid global teams and outsourcing, when properly structured, can dramatically improve profitability without large upfront investment.
  • Freeing billers to focus only on revenue-generating activity transforms agency economics.
  • Small agencies can implement structured delivery models with modest budgets to scale sustainably.

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