Brad Terry: Dominate Your Niche The Contingency Way

This week -  a conversation between Marcus Edwardes, the host of Recruiting Trailblazers, and his guest Brad Terry, the owner of Crossvine Recruiting. Brad shares his journey from being a medical device sales rep to starting his own recruiting firm specializing in the medical industry. The conversation delves into the intricacies of recruitment, emphasizing the importance of knowing the domain, the recruiter-candidate relationship, the challenges with the contingency model, and candid discussions on candidate preparation and interview processes.

1. *Brad's Transition and Crossvine's Recruiting's Focus:
Brad shared his story of transitioning from a seasoned medical device sales representative to founding Crossvine Recruiting. This pivotal change was driven by his desire to leverage his deep industry knowledge and network to specialize in recruiting sales representatives and managers within the medical industry. Brad emphasized the value of his firsthand experience and insights from the medical sales domain in building his recruiting firm.

2. The Importance of Domain Knowledge in Recruitment:
One of the central themes of the podcast was the crucial need for recruiters to have a solid understanding of the industry they are recruiting for. Brad and Marcus discussed how possessing such knowledge not only boosts a recruiter's credibility but also enables them to engage in more meaningful and insightful dialogues with candidates. It enhances the recruiter's ability to screen candidates effectively, ask pertinent questions, and ensure the right fit between candidates and the roles they are being considered for.

3. Candidate Preparation and Building Relationships:
Both speakers delved into the significance of preparing candidates for interviews, noting that it's not about providing answers but equipping them with the right mindset and questions. This approach ensures that candidates can showcase their understanding of the role, the company, and effectively communicate their interest and fit to prospective employers. Moreover, the podcast highlighted the invaluable role of building genuine, trust-based relationships with candidates. Such relationships enable recruiters to truly understand candidates' motivations, aspirations, and suitability, facilitating a more personalized and effective matchmaking process.

4. Navigating the Contingency Recruiting Model:
The dialogue also explored the challenges associated with contingency recruiting, where recruiters are only compensated upon the successful placement of a candidate. Marcus and Brad discussed strategies for managing client expectations, emphasizing the necessity of clear, timely feedback, and the ability to prioritize engagements based on the level of client cooperation and commitment. They shared insights on the delicate balance recruiters must maintain, especially in competitive or economically challenging environments, to ensure their efforts are valued and lead to successful placements.

3 Important Takeaways:
1.  Knowing Your Domain is Critical: As a recruiter, possessing in-depth knowledge of the industry you're hiring for contributes significantly to your credibility with both clients and candidates.
2.  Preparation and Relationship Building:  Preparing candidates thoroughly for interviews and building genuine relationships with them can considerably impact the recruitment process's success.
3.  Challenges and Strategy in Contingency Recruiting:  The podcast shed light on the challenges faced in a contingency recruiting model and the importance of setting clear expectations with clients to ensure a successful partnership.