In today’s episode, our host Marcus Edwardes sits down with Jeremy Jensen, founder and CEO of Encore Search Partners, a 40-person direct-hire recruitment agency. With a focus on headhunting revenue producers and tech professionals, Jeremy shares his expertise on navigating the evolving hiring landscape and the keys to success in the recruitment business.

Overview:
– The conversation dives into the functional verticals served by Encore Search Partners, including wealth management, law firms, and technical product companies.
– Discussion on the hiring market, especially post-pandemic trends and current conditions.
– Jeremy explains the technical competency required by clients and the nuances of different job roles.
– Commentary on the difference between contingency and retained recruitment models.

Strategies:
– The strategies used by Encore Search Partners for headhunting, including outbound headhunting and leveraging cold outreach.
– The importance of deep technical understanding in recruitment.
– Building trust and credibility quickly with clients.
– The significance of understanding clients’ real needs and potentially redefining job roles to meet business challenges.
– Establishing long-term relationships and becoming a trusted advisor to clients.

Market Challenges and Opportunities:
– Discussion on modern challenges in the recruiting market, including remote work impacts and the current state of agency recruiting.
– Opportunities presented by companies lacking internal recruiting sophistication due to sudden growth from new funding.

Company Culture and Growth:
– Insights on Encore’s aggressive recruiting culture and outbound headhunting approach.
– Strategies for growing and maintaining a successful recruiting business.
– The importance of continuous improvement, accountability, and maintaining high standards.

Closing Thoughts:
– Jeremy’s views on the key to success in the recruitment business—emphasizing continual improvement and gratitude.
– Concluding remarks and appreciation for Jeremy’s insights shared during the podcast.

Biggest Takeaways:

1. Technical Competency and Market Understanding:
Jeremy highlights the increasing importance of recruiters possessing a deep understanding of the technical aspects of the roles they are filling. This not only helps in finding the right candidates but also in establishing credibility with clients.

2. Value Proposition and Differentiation:
The aggressive headhunting approach and the ability to poach top talent from competitors set Jeremy’s firm apart. This strategy is particularly effective in industries where specialized knowledge and technical skills are paramount.

3. Continuous Improvement and Accountability: Jeremy underscores the importance of continuous learning and improvement for recruitment success. Holding the team accountable to KPIs and instilling core values like excellence and resilience are crucial for maintaining high performance and growing the business.