Building a Million-Dollar Recruiting Practice That Doesn’t Own You
Most recruiters build their practices backwards. They chase every client, take every call, and work endless hours pursuing an imaginary finish line that keeps moving further away.
I’ve learned there’s a better way: build a practice that serves you, not the other way around.
Think of your recruiting business like a garden. You don’t plant everything everywhere and hope something grows. You carefully select what to grow, prepare the soil, and most importantly - remove the weeds that threaten to overtake your productive plants.
Here’s what that looks like in practice:
Your client list isn’t a popularity contest - it’s your most valuable asset. I use what I call the “early warning system” to qualify clients: How quickly do they respond? Do they push back on reasonable fees? Are they looking for a partner or just a vendor? These signals tell you everything about future headaches you’re about to inherit (or avoid).
The math is simple but most ignore it: Never let one client become more than 25% of your business. Keep 70% of work on retainer or engagement fees. Categorize clients into A/B/C tiers and regularly prune the C’s. This isn’t being picky - it’s being professional.
But what about growth? Here’s the counterintuitive truth: Constraints create freedom. By compressing $1M+ in billing into 9 months, taking 3 months off annually, and maintaining strict daily metrics (50 quality calls, 1 sendout per day), you create both better results and a better life.
Technology amplifies this approach, but it doesn’t replace it. A focused stack of tools (Crelate, RingCentral, Outplay) supports the strategy rather than becoming the strategy.
The secret sauce? Focus on a specific niche, build genuine relationships, and maintain the confidence to walk away from bad business. Success in recruiting isn’t about doing everything - it’s about doing the right things, with the right people, in the right way.
Remember: A successful recruiting practice shouldn’t own you. Build it right, and it will serve both you and your clients better than the endless hustle ever could.