“We need more clients.”
Mike Walmsley says that might actually be the wrong diagnosis.
A recruitment firm can have plenty of vacancies and still struggle because the team is working on the wrong business.
Poor-quality roles.
Clients who don’t trust your recommendations.
Accounts that consume huge amounts of time.
Processes that rely entirely on CVs instead of recruiter expertise.
Mike shares how one client once generated around a third of his firm’s revenue.
That sounds like a client you’d never want to lose.
But eventually he had to admit:
“My baby is ugly.”
The account was profitable, but it required too much effort and wasn’t the type of business he wanted to build around.
So he handed it to a junior recruiter and went looking for better clients.
That’s the distinction recruitment leaders sometimes miss:
You may not need more clients.
You may need more of the right clients.
Tune in to the latest episode of The Elite Recruiter Podcast, sponsored by [**Atlas - the Recruitment Platform**](https://www.linkedin.com/company/recruitwithatlas/) and [**Well Oiled Machine**](https://www.linkedin.com/company/well-oiled-machine/).
Now streaming on all podcast platforms!
