The Resilient Recruiter Podcast Por Recruitment Coach Mark Whitby arte de portada

The Resilient Recruiter

The Resilient Recruiter

De: 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. Economía Exito Profesional Gestión y Liderazgo Liderazgo
Episodios
  • A Recruitment Firm That Guarantees Every Placement for 12 Months, with Jessica Multhauf and Lewis Waitt

    A Recruitment Firm That Guarantees Every Placement for 12 Months, with Jessica Multhauf and Lewis Waitt
    Mar 11 2026
    A 12-month guarantee on every placement. That’s not something you hear often in recruitment. Lewis Waitt and Jessica Multhauf built their firm, Aliniti, around the idea that the placement is only the beginning of the relationship. Because of the way they run their searches — and the way they support both the client and the new hire after the hire — more than 90% of their placements are still in the role after one year. Aliniti didn’t start as a recruitment firm. It began as an HR and organisational development consultancy working closely with privately held and family-owned businesses. Recruiting came later, growing naturally from long-term advisory relationships with clients who needed help hiring. That consulting background shapes everything about how they approach recruitment today. They define the role properly before the search begins, challenge unrealistic expectations, and stay closely involved with both the client and the new hire long after the placement. The result is stronger hiring outcomes, deeper client relationships, and a recruitment business built on long-term partnerships rather than one-off transactions. In this episode of The Resilient Recruiter, Lewis and Jess explain how their model works and why it produces better results for both clients and candidates. What You’ll Learn in This Episode • Why Aliniti offers a 12-month guarantee on every placement • How their consulting background shapes their recruiting approach • The role clarity process they run before every search • Why unrealistic job briefs lead to failed searches • How staying involved after the hire improves retention • Why multiple service lines create stability in a recruitment business • How long-term advisory relationships generate repeat recruiting work Timestamps 00:00 Introduction 03:09 How Aliniti started and why recruiting grew out of HR consulting 06:37 Lewis joins the firm as the founder’s son-in-law 09:29 Jess’s path from opera singer to recruitment leader 13:30 The “four-leg chair” business model 15:52 The retained HR model that stabilised the business 19:31 Why deep client knowledge improves search outcomes 28:24 The role clarity process before every search 33:49 Handling unrealistic salary expectations and “purple squirrel” briefs 38:56 Why Aliniti offers a 12-month guarantee 45:37 The onboarding process that improves retention 57:57 Vision for the next three years 1:01:00 Why the firm uses profit sharing instead of commission Sponsor This episode is sponsored by Recruiterflow, the AI-first operating system for recruitment agencies and executive search firms. Recruiterflow combines a powerful ATS and CRM with AI built directly into your workflows, helping recruiters focus on conversations and decisions while the system handles the heavy lifting. Learn more and request a demo: https://recruitmentcoach.com/recruiterflow Resources Mentioned Aliniti https://www.aliniti.com Lewis Waitt https://www.linkedin.com/in/lewiswaitt/ Jessica Multhauf https://www.linkedin.com/in/jmulthauf/ Seven Figure Freedom Scorecard https://recruitmentcoach.com/scorecard Trusted Voice Video https://recruitmentcoach.com/video If you want to build a recruitment firm where clients stay for years and placements actually stick, this episode is well worth your time.
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    1 h y 9 m
  • How to Win Enterprise Clients and Turn One Deal Into Recurring Revenue, with Brendan Thomas

    How to Win Enterprise Clients and Turn One Deal Into Recurring Revenue, with Brendan Thomas
    Mar 4 2026
    One placement can be a transaction. Or it can be the start of a long-term enterprise relationship. Most recruiters treat it like the first. Brendan Thomas built his career on the second. He started recruiting at 36, got fired after his first $60,000 placement, and joined a new agency six months later with two clients. By the end of that year, he had built over $600,000 in billings. Six years on, he has generated more than $5 million in lifetime billings, averaged $1 million per year, and qualified for CEO Club every quarter. He did it by ignoring the advice nearly every experienced recruiter gave him. When he asked million-dollar billers how they did it, the one piece of advice he kept hearing was to avoid enterprise accounts. He ignored it. In this episode, Brendan breaks down exactly how he cracks major enterprise accounts, navigates HR and Talent Acquisition without getting blocked, and earns the kind of deep access - hiring manager calendars, ATS logins, long-term contracts - that turns one deal into recurring revenue. This episode is brought to you by Recruiterflow Recruiterflow is the AI-first operating system built specifically for recruitment agencies and executive search firms. It combines a powerful ATS and CRM with AI embedded directly into your recruiting process. Less admin. Smarter follow-up. More time spent on revenue-generating conversations. Request a demo: recruitmentcoach.com/recruiterflow In this episode, you'll discover: Why Brendan ignored the advice to avoid enterprise accounts - and what happened when he did How to lead with a real candidate to get hiring manager buy-in before HR enters the picture The three responses you'll get from Talent Acquisition - and how to handle each one When to walk away from an account and the red flags that tell you it's time How to expand one placement into a long-term enterprise relationship Why Brendan never asks for referrals until the candidate has had at least a week in the role How to earn direct access to hiring manager calendars What discipline actually looks like on a million-dollar desk Episode Highlights: [0:38] The $60,000 placement that got Brendan fired and what he did next [1:01] Starting over: $600,000 in billings in six months [3:25] How Brendan entered recruitment at age 36 [18:46] The question he asked million-dollar billers and the advice he rejected [23:16] Why enterprise accounts are harder to crack and why he pursued them anyway [28:15] How to approach hiring managers before going to HR [35:38] The three HR responses and how to handle each one [46:14] Red flags, yellow flags, and green flags - deciding which accounts to pursue [54:15] Expanding an account after your first placement [56:42] Earning direct access to hiring manager calendars [1:03:23] What "uptime" really means for a million-dollar biller About Brendan Thomas Brendan Thomas specialises in finance and accounting placements across manufacturing, construction, and technology industries in the United States. He joined Jobot in June 2020 and has since generated over $5 million in lifetime billings, averaging approximately $1 million per year. He has qualified for CEO Club every quarter and hit the $125,000+ quarterly threshold 22 quarters in a row. He is ranked third in lifetime billing at Jobot. He works nationwide and is available from 5am to 5pm Pacific daily. Connect with Brendan: linkedin.com/in/brendanwthomas Connect with Mark Whitby Free 30-minute strategy call: recruitmentcoach.com/strategy-session LinkedIn: linkedin.com/in/mwhitby Instagram: @RecruitmentCoach
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    1 h y 5 m
  • 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 h y 12 m
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