In this episode of Recruiting Alchemy, host Andy Simpson sits down with Jeremy Snell, recruitment leader and industry veteran, to explore what really drives performance in modern recruitment businesses.

Jeremy provides a no-nonsense look at why technology alone won’t fix broken models, and why clarity of process, value proposition, and discipline still sit at the heart of successful recruitment firms. The conversation dives deep into the rise of AI in recruitment, the challenges of scaling sales and delivery, and why recruitment leaders heading into 2026 must prioritise consistency, commercial thinking, and strong fundamentals over shiny tools.

Drawing on decades of experience building from cold starts, Jeremy shares practical insight for agency owners, leaders, and consultants navigating one of the fastest-changing recruitment landscapes we’ve ever seen.

Episode Timestamps

• [00:00:00] Intro & Welcome: Andy introduces Recruiting Alchemy and welcomes Jeremy Snell to the studio.
• [00:02:10] Origins & Career Foundations: Jeremy’s early career, background, and path into recruitment.
• [00:12:20] Building from Scratch: Lessons from cold starts, hard work, and scaling recruitment desks.
• [00:24:30] AI, Automation & Process: Why AI can’t fix flawed sales or delivery processes.
• [00:45:25] Quick Fire Section: Consistency, discipline, and the habits that compound over time.

In this exceptional episode of the Recruiting Alchemy Podcast, host Andy Simpson sits down with Simon Ryan, Director at Chapter 2 and Co-founder of Chapter 2 Health Talent, for a deep dive into building, scaling, and disrupting the recruitment industry.

Simon shares his powerful origin story, the keys to navigating market crises, and the future of hyper-efficient talent acquisition, which has attracted the investment of Steven Bartlett.

⏱️ Key Timestamps

• 01:47 - Simon Ryan's Origin Story: Growing up in Stratford and selling drawings with his identical twin.
• 05:07 - The unlikely start: How soccer coaching in Camp America led to his first recruitment job at Reed.
• 06:44 - Starting just before the 2008 Financial Crisis and how he became the top perm consultant.
• 10:48 - The achievement: Becoming the youngest-ever Business Manager at Reed (age 25).
• 14:14 - The 11-year rocket ship: Scaling Your World Healthcare from 75 to 500+ staff and growing margin to £45M.
• 16:09 - The strategy: How Simon helped Leo Harrison and joined Chapter Two by adding value first.
• 19:47 - The Question: What's it like working with Steven Bartlett?
• 21:09 - Steven Bartlett's Recruiting Secret: Why he spends 30-40 hours a week on recruitment.
• 22:57 - The Disruption: Achieving 175 hires in six months with a Cost Per Hire of only £2.5k.
• 25:52 - The Chapter Two Model: The three pillars of success (Talent, Tech, and Employer Branding).
• 33:31 - Managing the "bench" and the financial risk of the embedded model.
• 44:40 - High-growth areas in Health Tech and Health AI.

In this episode of Recruiting Alchemy, Andy Simpson sits down with Martyn Holme, founder and managing director of A&B Recruitment, to explore what it really takes to build and lead a high-growth recruitment business. From losing £150K in one deal to opening offices overseas, Martyn shares the key decisions and defining moments behind his success.

They discuss how early adversity shaped his work ethic, the shift from being a top biller to leading a team, and why surrounding yourself with the right people is crucial for scale. Martyn also opens up about the realities of managing cash flow, the importance of trust, and the mindset it takes to stay in the game when things get tough.

Whether you're a recruiter, agency leader, or someone scaling a business of your own, this conversation is packed with honesty, lessons learned, and inspiration.

🎙 Key Topics:

🔹 From pipefitter to recruiter: how Martyn broke into the industry
🔹 The deal that cost £150K and what he learned from it
🔹 Building a team culture focused on loyalty and ambition
🔹 Why leadership means getting out of your own way
🔹 Opening a Dubai office and expanding internationally

Show Notes & Timestamps

[00:00:00] – Opening & Introduction

Andy introduces Martyn Holme, founder of A&B Recruitment

Framing the episode: growth, risk, and resilience in business

[00:01:40] – The Two Beginnings

Martyn’s upbringing and early family life

Moving from Liverpool to the Wirral and lessons from childhood

[00:05:30] – Breaking into Recruitment

How Martyn got started in the industry

First sales role and early mentors

Realising recruitment was the path

[00:12:45] – Learning the Hard Way

Losing £150,000 on a deal

Why it was the most important lesson in his career

The mindset shift that followed

[00:20:00] – Building A&B Recruitment

Founding the business and getting through year one

The value of sticking with it when it’s tough

Investing in people and building trust

[00:32:30] – Culture, Loyalty, and Growth

Why building a business starts with the right people

Martyn’s approach to hiring and internal team culture

What loyalty looks like in a modern recruitment agency

[00:40:00] – Expansion and Risk

Opening an office in Dubai

Letting go of control and empowering leaders

Advice for founders stepping into new markets

[00:48:00] – Final Thoughts & Reflections

Martyn’s take on what makes great leadership

The importance of values, purpose, and moral compass

Why he still loves recruitment after 20 years

In this episode, Andy Simpson sits down with Kalpesh Baxi, recruitment leader, advisor, and former UK Senior Partner of SThree PLC to explore what it takes to thrive in today’s evolving hiring landscape. They talk about the importance of culture in scaling teams, the impact of generational shifts in the workplace, and how technology is changing the way recruitment businesses operate.

Kalpesh shares stories from his 20+ year journey in the recruitment world, including what made SThree such a strong platform for high performers, the lessons he's learned from working across geographies, and why human connection still drives the best results even in an AI-powered world.

Whether you’re running an agency, leading a team, or just thinking about what’s next in your career, this conversation is packed with practical insight and candid reflections.

🎙 Key Topics:

🔹 What makes great culture in high-performing teams
🔹 How recruitment leaders should adapt to generational shifts
🔹 Why being open to discomfort fuels career growth
🔹 The role of authenticity and transparency in leadership
🔹 The balance between people, process, and tech in recruitment

Tune in for a grounded, engaging conversation on leadership, learning, and the mindset needed to succeed in the recruitment industry.

Show Notes & Timestamps

[00:00] – Opening & Introduction

Andy introduces Kalpesh and frames the episode

Early lessons from growing up in a working-class household

[03:00] – Recruitment Beginnings & Early Influence

How Kalpesh found recruitment and stayed for 22 years

Lessons from the early SThree culture and environment

[09:00] – Leading Through Culture

What makes a good culture

Why authenticity and people-first values matter

The power of curiosity and transparency in leadership

[18:00] – Generational Shifts in Work

How Gen Z and millennials are reshaping the workplace

What modern leadership needs to look like

Balancing career progression with life priorities

[30:00] – Building for the Future

The role of AI in recruitment and business

The importance of simplicity and clarity in process

Finding meaning and momentum in moments of discomfort

[42:00] – Final Thoughts & Reflections

Why recruitment is still a people business

The value of working with good humans

Final advice on leadership, risk, and reinvention

In this episode of Recruiting Alchemy, Andy sits down with Craig Whiting, Managing Director of RLS Search, a recruitment agency specializing in placing top technology talent into the global hedge fund space. Craig shares his journey from falling into recruitment to running a highly profitable, specialized search firm.

They discuss how hedge funds approach hiring, why recruitment has changed, and how agencies can evolve to stay ahead. Craig also sheds light on the importance of deep market knowledge, why most recruiters struggle to add real value, and how technology is reshaping the industry.

Whether you're a recruiter, hiring manager, or business leader, this episode is packed with insights into recruitment strategy, building high-performing teams, and navigating the evolving job market.

🎙 Key Topics:

🔹 The challenges of hiring top tech talent for hedge funds
🔹 Why recruitment is broken & how agencies can fix it
🔹 How specialization leads to long-term success
🔹 The impact of AI & automation on recruitment
🔹 Offshoring & remote hiring: lessons from South Africa

Tune in for an in-depth discussion on recruitment, hiring strategies, and what it takes to build a sustainable, high-performing recruitment business.

Show Notes & Timestamps

[00:00] – Opening & Introduction

• Craig’s journey into recruitment and founding RLS Search.
• Why hedge funds require a different approach to hiring.

[05:00] – The Challenges of Recruiting for Hedge Funds

• How hedge funds evaluate and hire top talent.
• Why niche expertise is critical in recruitment.
• The changing landscape of tech hiring in finance.

[15:00] – Why Recruitment is Broken & How to Fix It

• The flaws of traditional recruitment models.
• Why recruiters struggle to add real value.
• How agencies can stand out in a competitive market.

[25:00] – The Role of AI & Automation in Recruitment

• How technology is reshaping talent acquisition.
• Why AI won’t replace recruiters but will change their role.
• Using automation to enhance, not replace, human interaction.

[35:00] – Offshoring & Remote Hiring: Lessons from South Africa

• Why RLS Search expanded to South Africa.
• The benefits & challenges of offshoring recruitment operations.
• How global talent can support high-performance teams.

[45:00] – Building a Sustainable, High-Performance Recruitment Business

• Why specialization leads to better results.
• How agencies should rethink their approach to hiring.
• The future of recruitment & Craig’s outlook on the industry.

[55:00] – Final Thoughts & Key Takeaways

• The importance of deep market knowledge.
• Why recruitment should prioritize quality over volume.
• How the best recruiters add long-term value beyond placements.

Building a Successful Healthcare Recruitment Business: Insights from Kathryn Scott

In this episode of Recruiting Alchemy, host Andy Simpson speaks with Kathryn Scott, a former managing director in the recruitment industry who has recently embarked on her journey as a consultant.

Kathryn discusses her career trajectory, starting from her early days in the travel industry, her eventual transition into recruitment, and her nearly two-decade-long tenure at a prominent healthcare recruitment firm.

She shares valuable lessons about the criticality of financial management, specifically the importance of understanding P&L, cost per head, and productivity metrics. Kathryn also reflects on the impact of various market conditions, including the COVID-19 pandemic, on recruitment strategies and how agility and diversity helped her company navigate these turbulent times.

She emphasizes the value of specialized consultancy for businesses and how a consultant's objective perspective can offer quick, expert-driven solutions without the long-term commitments and costs associated with permanent hires.

The conversation closes with Kathryn's thoughts on the evolving role of technology in recruitment and the irreplaceable value of good people in building a successful business.

00:00 Introduction and Welcome
00:16 Meet Kathryn Scott
01:25 Kathryn's Early Career Journey
03:54 Transition to Recruitment
04:04 Success in Recruitment
11:40 Challenges and Changes in Healthcare Recruitment 1
8:41 Impact of COVID-19 on Healthcare Staffing
19:56 Setting Up Nightingale Hospitals
20:34 Managing Stakeholders Under Pressure
22:18 Defining Success Metrics
23:56 Cost Management and Operational Efficiency
26:14 Navigating Market Changes
29:37 Recruitment Challenges and Strategies
37:24 The Importance of Good Recruitment
38:21 Conclusion and Final Thoughts

Andy Simpson (https://www.linkedin.com/in/andyhsimpson/) is joined by  Ben Musgrave (https://www.linkedin.com/in/benmusgrave/), COO and Head of Product at Hinterview (https://hello.hinterview.com/) to discuss USPs in recruitment and working smarter, not harder

00:00 Introduction and Podcast Welcome

01:12 Ben Musgrave's Early Life and Education

02:43 Transition to Recruitment

04:14 Challenges in Recruitment

07:33 Consultancy and Recruitment Dynamics

16:51 The Role of KPIs in Recruitment

21:35 The Pitfalls of KPI-Driven Recruitment

22:27 The Birth of Hinterview: Solving Recruitment Challenges

23:18 A Game-Changing Candidate Experience

25:36 The Video Interview Breakthrough

27:59 Building and Scaling a Recruitment Business

40:59 The Future of Recruitment: Automation and Personalization

get in touch to hear more at hello.hinterview.com

Andy Simpson (https://www.linkedin.com/in/andyhsimpson/) is joined by  Nigel Fox (https://www.linkedin.com/in/nigelfoxaphr/), CEO of Annapurna Recruitment (https://www.annapurnarecruitment.com/) discuss how to grow a new recruitment business, even in a down market; how they've blended different business models, sector specialisms and geographical focus to balance security and growth.

Show notes:
(01:05) Nigel's start in recruitment
(03:55) Launching a recruitment business
(08:45) The HR recruiting space
(11:00) The evolution of the Annapurna Recruitment
(12:40) Strategy vs opportunity
(13:24) Embedded delivery model
(14:10) Innovating out of the contingent delivery model
(19:05) What's the revenue mix and why
(21:55) Maintaining company culture across delivery models
(24:00) Creating and keeping client relationships
(27:50) Video calls vs meetings in the post COVID world
(31:05) Customer retention
(33:08) Where is the business going
(35:45) AI in recruitment
(40:30) What have you learned from the recent downturn?
(43:50) Have we reached the bottom of the downturn?
(47:00) UK politics vs the market
(51:05) The future of the industry


Get in touch to hear more - hello.hinterview.com

Andy Simpson (https://www.linkedin.com/in/andyhsimpson/) and Sam Slade (https://www.linkedin.com/in/samsladehinterview/) discuss the state of the market, common problems they're seeing and productisation.

Show notes:
(01:20) - Intro to Sam and his recruitment experience
(04:30) - How did Sam build a more consultative and productised offering
(07:00) - Wafer thin difference between consultancy and recruitment agencies
(10:40) - state of the recruitment market
(14:30) - What is commoditisation?
(17:30) - Why not work for a lower fee?
(20:00) - Why is commoditisation a problem?
(23:30) - Productisation in recruitment
(33:30) - Where does video fit in to productisation?
(37:40) - AI CVs & Resumes
(40:30) - 1st Interview KPIs vs customer experience
(44:25) - What's the next couple of years of recruitment?

Get in touch to hear more - hello.hinterview.com

In this episode of Recruiting Alchemy, host Andy Simpson sits down with Malvin Kamara, former professional footballer turned founder and CEO of Vallum Associates. From playing in the Premier League and Championship to building one of the fastest-growing recruitment firms in energy and infrastructure, Malvin shares his remarkable journey and the lessons learned along the way.

They discuss what professional sport taught him about resilience, how he transitioned into recruitment, and the realities of scaling a business with no prior experience. From managing VAT shocks and cashflow challenges to building a high-performance culture, Malvin offers a refreshingly honest look at what it takes to succeed in recruitment and leadership.

Whether you’re a recruiter, business owner, or simply someone interested in stories of resilience and entrepreneurship, this episode is packed with inspiration and practical takeaways.

🎙 Key Topics:
🔹 From football pitches to boardrooms – Malvin’s journey into recruitment
🔹 Why resilience and mindset matter more than experience
🔹 Scaling Vallum Associates through setbacks and turning points
🔹 Lessons in leadership, culture, and high-performance environments
🔹 The realities of tax, cashflow, and learning business the hard way

Show Notes & Timestamps

[00:00] Introduction & Early Life

Andy introduces Malvin Kamara and his journey from football to recruitment.

Growing up in Plumstead and discovering a love for football.

[07:00] Professional Football Career

Playing for Port Vale, Huddersfield, and beyond.

How injury and circumstance shaped his next chapter.

[20:00] First Steps After Football

Door-to-door sales in Yorkshire and tough early lessons.

Transition into recruitment and discovering Venquis.

[35:00] Founding Vallum Associates

Why Malvin decided to start his own company.

Struggles with scaling, learning tax and cashflow the hard way.

Building resilience through trial and error.

[45:00] Building Culture & Scaling to Exit

The importance of high-performance environments.

Creating a company culture that attracts and retains talent.

Lessons from private equity and scaling partnerships.

[01:00:00] Final Thoughts

Advice for recruiters and entrepreneurs.

Why setbacks can shape long-term success.

In this episode of Recruiting Alchemy, Andy Simpson sits down with Steve Beckitt founder of SourceBreaker for a candid and often hilarious deep dive into how he went from contract recruiter to tech founder, built a SaaS business from spreadsheets, and exited with a life-changing deal.

Steve shares his unfiltered journey: selling early products that barely worked, surviving COVID as a bootstrapped founder, and the emotional highs and lows of growing (and selling) a business under intense pressure. From S3 training rooms to building Excel tools that ended up in the hands of Google and Facebook. This episode is equal parts gritty startup story and practical masterclass for any recruiter or entrepreneur thinking of taking the leap.

🎙 Key Topics:

🔹 How Steve validated SourceBreaker by selling Excel spreadsheets to recruiters
🔹 The early hustle: balancing product development with cash flow
🔹 Going from contractor at S3 to founder in Croydon
🔹 Why recruitment was never the end goal—and how he pivoted into SaaS
🔹 Managing investor expectations and funding rounds
🔹 Surviving a direct competitor giving away a near-identical product for free
🔹 When and why he decided to sell the business—and how close it came to falling apart
🔹 The emotional cost of being a founder (and why he sold the cars)

📄 Show Notes & Timestamps

[00:00] – Intro & Background
Steve’s recruitment roots and early days at S3

[06:00] – Leaving S3 & Starting From Scratch
From flat in Croydon to the first sale

[10:00] – The Spreadsheet Hustle
How Steve built basic Excel tools to fund his startup—and got 500 global brands downloading

[14:00] – Validating the Market
From Boolean builders to product-market fit with no code

[18:00] – Finding the Right Co-Founders & Freelancers
Meet Zenon: the MVP-builder behind the curtain

[22:00] – Turning Spreadsheets into a SaaS Company
Why being underestimated helped—and what broke first

[28:00] – Raising Capital & The Pressure to Perform
Private equity, SEIS, and the true weight of investor money

[33:00] – Navigating COVID, Near Misses & Competitive Threats
How they survived a major competitor undercutting them before launch

[36:00] – Scaling, Stress & Real Talk About Burnout
The pressure to exit, and the price of relentless growth

[42:00] – Life After the Exit
What changed (and what didn’t)

[44:00] – Advice for Founders
From advisors to mindset to spreadsheets

In this episode of Recruiting Alchemy, Andy sits down with David Rees, former Chief Sales Officer at S3 and now a fractional chair and investor across multiple recruitment and tech businesses. David shares his journey from his roots in South Wales to leading global teams and shaping the recruitment industry at the highest level.

They discuss the evolution of recruitment, the challenges of scaling internationally, and the critical role of company culture. David also offers candid insights on leadership, the impact of technology and AI, and what it takes to build resilient, high-performing organizations in a rapidly changing market.

Whether you're a recruiter, business leader, or interested in the future of work, this episode is packed with practical wisdom and industry perspective.

🎙 Key Topics:
🔹 Building a career from humble beginnings to industry leadership
🔹 The evolution of recruitment and why culture matters
🔹 Lessons from scaling and international expansion at S3
🔹 The impact of AI, automation, and technology on recruitment
🔹 How to build resilient, high-performing teams in uncertain times

Tune in for an in-depth discussion on recruitment strategy, leadership, and navigating the future of the industry.

Show Notes & Timestamps

[00:00] – Opening & Introduction
David’s journey from South Wales to the top of the recruitment industry.
How early experiences shaped his approach to business and leadership.

[10:00] – The S3 Story & Lessons in Growth
Joining S3, building teams, and navigating industry booms and downturns.
Why company culture and internal development drive long-term success.

[25:00] – International Expansion & Leadership
The challenges and rewards of leading teams across the UK, Germany, and beyond.
How to adapt leadership styles for different markets.

[40:00] – Technology, AI & the Future of Recruitment
How technology and AI are reshaping recruitment.
Why human connection and deep market knowledge still matter.

[55:00] – Building Resilient Teams & Businesses
Lessons from the pandemic, investing, and chairing multiple companies.
What it takes to build sustainable, high-performing organizations.

[65:00] – Final Thoughts & Key Takeaways
The importance of adaptability, culture, and leadership in recruitment.
David’s outlook on the future of the industry and advice for the next generation.

In this episode of Recruiting Alchemy, Andy is joined by James Ballard, co-founder of Annapurna Recruitment. With over two decades of experience, James shares the evolution of his career, from early days at SThree to co-founding one of the most community-driven recruitment firms in the UK and Europe.

They dive deep into the importance of human connection, why recruitment must move beyond transactions, and how building a community-first brand helped Annapurna stand out. James also discusses the future of recruitment, the impact of AI, and why being memorable and value-driven is more essential than ever.

Whether you’re a recruiter, business leader, or aspiring entrepreneur, this conversation offers insight into how relationship-building, culture, and productization can fuel long-term growth.

🎙 Key Topics:

🔹 What recruitment looked like before LinkedIn
🔹 Transitioning from contingent to search
🔹 The business case for in-person connection
🔹 How to build a brand through community
🔹 Why recruiters must offer more than just CVs

Show Notes & Timestamps
[00:00] – Opening & Introductions
• James on why in-person is the only way to build real relationships
• Intro to his journey: From SThree to Annapurna

[02:00] – From Yorkshire to London: Early Career
• Working in student politics
• Starting at SThree in 2000 during the post-Y2K slump
• Realizing recruitment was hardcore sales

[06:00] – Launching Annapurna in a Crisis
• Why the 2008 crash was the perfect time to start
• Bringing a relationship-first mindset to the industry

[08:30] – The Power of Community
• How James built brand recognition through events and content
• The importance of consistency and long-term thinking

[13:00] – Relationships, Transactions
• Community as a commercial asset
• How physical connection is still vital post-pandemic

[16:00] – Competing with Internal Talent Teams
• Why AI won’t replace recruiters—human relationships still win
• The challenge of convincing companies not to DIY

[22:00] – Erupt: Creating a Product-Led Brand
• Building a network that provides value without asking for anything
• Monetizing content and events as part of a larger strategy

[27:00] – The Evolution from Contingent to Search
• Shifting to a senior, SME-led team
• Why trust and subject-matter expertise are the future
• The reality of hiring experienced recruiters

[33:00] – Coaching, Growth & Culture
• Creating a coaching-first culture
• Helping experienced recruiters upskill

[36:30] – Future Outlook & Final Thoughts
• TA teams will shrink—specialist search firms will thrive
• The importance of resilience and vision
• Why search is the right product for the future of recruitment

In this episode of Recruiting Alchemy, Andy Simpson sits down with Dan Taylor, a veteran recruitment leader and current Director at Morgan Hunt. Dan shares his fascinating journey from the coal-delivery towns of Lancashire to leading high-performing teams across the UK public sector.

They dive deep into what it takes to succeed in recruitment, the challenges of leading through downturns, how AI and technology are reshaping the recruitment landscape, and why the public sector requires a different approach than the private sector.

From reflections on being the outsider as a kid, to building billion-pound partnerships in the public sector. This episode is packed with valuable insights for recruiters, leaders, and anyone navigating career growth in uncertain times.

🎙 Key Topics:

🔹 Why high-performing teams start with values
 🔹 The shift from large corporates to boutique agility
 🔹 Public sector recruitment vs. private sector
 🔹 Managing redundancies, growth, and resilience
 🔹 Leveraging AI, offshoring, and automation in recruitment

Show Notes & Timestamps

[00:00] – Introduction & Early Life

• Dan’s roots in Lancashire and early transitions
• How culture shock and cricket shaped his communication skills

[07:00] – From Bands to Banks: The Path to Recruitment

• Starting out at TSB and finding his path
• How a chance opportunity led to a career at Montrose and Hayes

[14:00] – Big Wins, Burnout & Becoming a Leader

• The high-pressure world of high-volume temp placements
• Growing into leadership and building successful teams

[18:00] – Fixing Broken Businesses

• The traits of underperforming teams
• Why mindset and culture are everything in turnarounds

[23:00] – The Hayes Exit & the Rise of Boutique Agencies

• Leaving corporate rigidity for boutique flexibility
• Joining Morgan Hunt and rediscovering purpose

[27:00] – Public Sector Strategy & Growth

• Navigating frameworks, funding cycles, and politics
• Finding success in niches and adapting with agility

[34:00] – AI, Automation & the Consultant's Future

• What technology is (and isn’t) changing in recruitment
• Offshoring, CRM shifts, and freeing up consultants to do better work

[42:00] – The Vision for Morgan Hunt

• Why staying focused beats global expansion
• Commitment to service, delivery, and making a difference

[45:00] – Final Thoughts & Looking Ahead

• Green shoots, cautious optimism, and the future of public sector hiring
• Why recruiters still matter more than ever

In this episode of Recruiting Alchemy, Andy Simpson sits down with Ben Browning, founder and CEO of Resonant, sales strategist, and LinkedIn voice in the recruitment space, for a deep conversation on why recruitment sales is broken and how to fix it. They explore the shift from transactional placements to transformational sales strategies that build long-term client trust.

Ben opens up about his early career in recruitment, the lessons he learned working both agency and in-house, and how those insights laid the foundation for Resonant. From common BD mistakes to his views on the state of modern recruitment, this is a must-listen for agency leaders and consultants looking to grow with purpose.

Whether you're a founder, sales lead, or 360 recruiter. This conversation is packed with practical ideas for delivering real value to clients, standing out in a competitive market, and transforming how you approach business development.

🎙 Key Topics:

🔹 Why most recruiters are “transactional” and how to break that habit
 🔹 The rookie vs. rainmaker dynamic in mid-sized agencies
 🔹 Productizing your service as a recruiter
 🔹 The importance of recurring revenue in agency growth
 🔹 How tech, brand, and sales process intersect in modern BD

Show Notes & Timestamps

[00:00] – Intro & Background

• Andy introduces Ben Browning, CEO of Resonant
• Ben’s early exposure to business and entrepreneurship
• Falling into recruitment and learning the hard way

[06:00] – Ben’s Early Recruitment Journey

• First jobs at Robert Half and Parker Bridge
• Building commercial skills on a perm desk
• Learning through failure and lack of process

[10:00] – Transitioning to EY & Seeing the Other Side

• Ben’s in-house recruitment project at EY
• Seeing BD from the client side and the rise of vendor fatigue
• The flawed promises agencies make

[14:00] – Moving Into L&D & Training Philosophy

• What most recruiters lack: not skill, but sales strategy
• Why messaging matters more than objection handling
• Helping agencies create a sales process that scales

[18:00] – The State of Recruitment BD Today

• The problem with “we’ve got great candidates”
• Why recruitment leaders confuse activity with effectiveness
• Tech adoption, CRM gaps, and lack of methodology

[25:00] – Recurring Revenue & Productization in Recruitment

• Why recruiters need to sell insight, not just candidates
• The power of low-ticket, high-impact advisory products
• Differentiating with data and strategic outcomes

[33:00] – Brand, Video & The Modern Sales Toolkit

• Why video, voice notes, and visual outreach matter now
• Cold email fatigue and the return of the phone
• Why founder-led branding gives agencies an edge

[40:00] – The Myth of Exclusivity & Productizing the Offer

• How recruiters bluff their way to exclusivity
• Creating real value vs. making hollow promises
• Building a proposition your team can believe in

[45:00] – Transformational Recruitment as a Competitive Advantage

• Understanding the true cost of bad hiring
• Helping clients measure ROI from better recruitment
• Shifting from filling jobs to solving hiring problems

[49:00] – Final Takeaways

• Why sales success comes from clarity, not just energy
• Ben’s #1 tactical and strategic tip for recruiters
• Becoming a trusted advisor, not just a supplier

In this episode of Recruiting Alchemy, Andy Simpson is joined by Chris Moylan, CEO of Tech Link Partners, who shares the raw and real journey behind launching and scaling two recruitment businesses. From growing up on construction sites to billing £90K months, selling one company, and rebuilding after personal tragedy. Chris's story is a testament to resilience, grit, and purpose.

He opens up about how life on the phones taught him discipline, what it's really like starting a business from scratch with limited runway, and the unseen emotional toll of entrepreneurship. This is a candid look at the realities behind the founder life, the wins, the losses, and the cost of staying the course.

Whether you're thinking of launching your own agency or just want to hear from someone who's been through the fire, this episode is packed with lessons in perseverance, discipline, and starting over stronger.

🎙 Key Topics:

🔹 Why KPIs still matter, especially when scaling
 🔹 What most people get wrong about contract recruitment
 🔹 Cash flow vs. profit in growing a contract book
 🔹 Losing £280K and how it shaped his next move
 🔹 The emotional cost of entrepreneurship (and pushing through grief)
 🔹 Why consistency beats hype on LinkedIn branding

Show Notes & Timestamps

[00:00] – Opening & Introduction

• Chris on his early career in construction and sales
• How a cold call job taught him mindset and structure

[06:00] – First Steps in Recruitment

• Transitioning into recruitment with purpose
• Why he chose to go into SAP contract roles
• Learning 360 recruitment without a delivery background

[12:00] – High Performance & Culture

• The impact of working in strong sales cultures
• Thoughts on KPIs and why tracking matters
• How sales discipline drove long-term success

[18:00] – Launching His First Business

• Leaving a top billing role to go solo
• Setting up West Work Engineering
• Winning and scaling with blue-collar contract recruitment

[25:00] – Lessons from Scaling & Exiting

• From 140 contractors to 3 in a week during COVID
• Losing £280K to non-payments
• Why he exited construction to go all-in on tech

[32:00] – Personal Tragedy & Professional Rebuild

• Losing his brother and father within weeks
• How grief shaped his return to the business
• The emotional cost behind the scenes

[38:00] – Culture, Office & Discipline

• Why his team still wear suits and work in the office
• His non-negotiables and team expectations
• The long-term impact of sticking to your values

[45:00] – Advice for Future Founders

• Understanding profit vs. cash flow
• The true time to get new recruiters billing
• Avoiding comparison culture and staying in your lane

[47:00] – Building a Personal Brand

• Why he avoided posting on LinkedIn for years
• What changed and why it matters now
• Final thoughts on leadership, resilience, and growth

In this episode, Andy Simpson sits down with Simon Brown, founder of Richard Knows Best and one of the most candid voices in recruitment, for a no-holds-barred conversation about agency growth, leadership, and learning the hard lessons of running a recruitment business.

From selling Turtle Wax door-to-door as a teenager to building and exiting multiple recruitment businesses, Simon shares his unfiltered story—including the reality behind growing a business, dealing with imposter syndrome, and the shift from recruiter to strategic consultant. They explore what most recruitment founders get wrong, why culture eats process, and the importance of strategic planning in a sub-50 headcount world.

If you're a recruitment founder, leader, or just someone in the game trying to build something sustainable, this one is a must-listen.

🎙️ Key Topics
🔹 How Simon went from the phones at Walls Ice Cream to recruitment leadership
🔹 The role of strong female leaders in shaping his career
🔹 Why growing a business is harder than it looks from the outside
🔹 The story behind Richard Knows Best and redefining recruitment consultancy
🔹 How founders can get out of survival mode and plan for long-term growth

Show Notes & Timestamps

[00:00] – Opening & Introductions

• Simon’s cheeky take on agency know-it-alls
• Why he and Andy hadn’t crossed paths until recently

[03:00] – From Liverpool Estate to Sales Hustler

• Selling Turtle Wax from factory skips
• Early lessons in sales and graft
• Choosing uni after working at Walls Ice Cream

[10:00] – Entering the Workforce

• How a customer service job led to internal recruitment
• The women who mentored him into leadership
• Making the leap to agency side with Reed

[17:00] – Discovering His Strengths in BD

• Why Simon thrived in strategic sales
• Lessons from working with the police and public sector
• The power of process and relationships over smash-and-grab recruitment

[27:00] – Hitting a Ceiling and Moving South

• The laptop breakdown that changed his career
• Moving from Liverpool to London
• Creating a client services division at Morgan Hunt

[32:00] – Board Roles & Leadership Lessons

• Imposter syndrome on the board
• Female leadership and emotional intelligence in action
• Changing his accent to fit into London business life

[40:00] – Why Richard Knows Best Was Born

• The problem with short-term thinking in recruitment
• Why founders need long-term strategic planning
• The “Tactical Review Day” explained

[47:00] – Final Thoughts & Takeaways

• The most common struggles recruitment founders face
• Why sub-50 headcount agencies need real strategy, not just hustle
• Efficiency, clarity, and getting out of your own way

In this episode of Recruiting Alchemy, host Andy Simpson sits down with Tom Way, CEO of UK and Ireland at Hays, to explore the high-stakes world of leading one of the world's largest staffing companies.

Tom provides a deep-dive look at the "sliding doors" moments that define a career, from being one deal away from being fired to leading a organization of 2,300 people. The conversation explores the massive shift toward tech-enabled recruitment, the challenges of managing 290 million in revenue, and why the recruitment landscape in 2026 requires a "customer-centric" approach that balances AI with human connectivity.

Episode Timestamps:

[00:00:00] Intro & Welcome: Tom discusses the accountability of a PLC strategy and why you can't just "go off piste".

[00:03:30] The Early Hustle: Growing up in Paris and North London, and how working two paper rounds at 14 built a foundation for relationship building.

[00:10:43] The Sliding Doors Moment: How one deal with America Online (AOL) saved Tom from being fired and launched his recruitment career.

[00:14:12] Winning in California: The "coming to Jesus" moment in San Francisco that took a struggling team to market dominance through in-person meetings.

[00:32:00] Hays & The Tech Masterstroke: Why Hays decided to "skip a generation" of technology to wait for the right AI integration.

[00:41:57] The Future of Talent: Tom's vision for AI-stack development and why training people is the missing piece in the productivity puzzle.

[00:45:25] Quick Fire Section: Tom shares his outlook on the Hays share price, poor cricket, and the 2026 vision.