• Business Evolution Model: Transition from lead generation to full-service recruiting

  • Started with lead gen services ($3-4k/month per client)
  • Realized recruiting firms were making $50-100k per placement
  • Pivoted to direct recruiting for higher revenue potential

• Vertical Specialization Strategy

  • Focus on high-fee niches (law, finance, private equity)
  • Average placement fee of $54k
  • Target specialized roles like female CFPs, female CPAs returning to workforce
  • “Riches are in the niches” philosophy

• Organizational Structure Framework

  • In-house, W2 employees vs remote model
  • Multiple touchpoints with clients (7 people per relationship)
  • Middle management layer implementation
  • Clear division between associates (low base/high variable) and experienced recruiters

• Growth Scaling Methodology

  • Implementation of EOS (Entrepreneurial Operating System)
  • Quarterly planning and goal setting
  • Focus on processes and infrastructure
  • Strategic hiring of subject matter experts in new verticals

• Talent Acquisition Approach

  • Preference for non-recruiting industry backgrounds
  • High base salaries ($80-100k) to attract top talent
  • Focus on technical expertise in specific verticals
  • Draw model to maintain hunger while providing security

• Marketing Evolution Framework

  • Shift from traditional lead gen (email campaigns) to demand generation
  • Content marketing through social media
  • Brand building in specific verticals
  • Focus on organic following and relationship building

• Culture and Values System

  • “No asshole policy”
  • Core values prominently displayed
  • Focus on professionalism
  • Emphasis on collaboration and knowledge sharing

• Business Development Model

  • Integrated approach with multiple roles
  • Business development manager
  • Client relationship manager
  • Senior recruiter
  • Division director structure

• Success Metrics Framework

  • Revenue growth from $1M to $12.5M
  • Individual producer metrics ($700-800k billings)
  • Team structure targeting $1M+ per vertical
  • Focus on high-margin placements vs volume

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