What 30 Years as a Recruiter Has Taught Me
When I started recruiting three decades ago, the world was a very different place. Job postings were printed in newspapers, “networking” meant showing up at breakfast meetings with a stack of business cards, and CVs arrived by fax machine. Since then, technology, industries, and even the way people define “a career” have changed beyond recognition. But some lessons have stood the test of time—truths about people, work, and opportunity that remain just as relevant today as they were in my very first placement.
Here’s what 30 years in the business have taught me:
1. It’s Always About People, Not Paperwork
Resumes, LinkedIn profiles, and AI screening tools are all useful, but they’re only snapshots. The magic happens in conversations—the moment you notice the passion when they talk about work they love, or when a hiring manager describes their dream candidate and you realise you’ve just spoken to them. Recruitment is about connecting people’s ambitions with opportunities, not just matching keywords.
2. The Best Candidates Aren’t Always the Obvious Ones
Some of my best placements were people who didn’t “tick all the boxes” on paper. They had transferable skills, adaptability, and drive. They proved that potential and attitude can outshine years of direct experience. A rigid checklist can mean missing out on someone who might just transform a business.
3. Careers Are No Longer Straight Lines
In the 90s, a “good career” often meant joining a company and staying for decades. Today, people zigzag—changing industries, taking career breaks, building side hustles, and upskilling along the way. This isn’t instability—it’s adaptability, and it’s often where innovation comes from.
4. Listening Is the Recruiter’s Superpower
I’ve learned that the most successful recruiters don’t talk the most—they listen the best. Candidates will tell you their real career goals if you give them space. Clients will reveal what they truly need if you’re willing to ask the deeper questions and hear the unsaid.
5. Trust Outweighs Any Sales Pitch
This is a relationship business. If a candidate trusts you, they’ll follow your advice. If a client trusts you, they’ll listen when you say, “I know this profile isn’t what you asked for, but hear me out…” Integrity, honesty, and long-term thinking beat short-term wins every time.
6. Technology Changes, Human Nature Doesn’t
From fax to email to AI sourcing, tools have changed dramatically. But the fundamentals haven’t: people want meaningful work, fair pay, and respect. Employers want people who are passionate about their work and contribute to the company’s success. That core hasn’t shifted in 30 years.
7. Every Placement Changes More Than a Job Title
Recruitment isn’t just about filling vacancies—it’s about changing lives. A great hire can reshape a company. A new role can give someone the financial security to buy their first home, the flexibility to spend more time with their family, or the challenge that reignites their passion.
Final Thought
After 30 years, I’m convinced that recruitment is less a career and more a calling. It’s about curiosity, empathy, and the belief that the right person in the right role can do extraordinary things. Technology will keep evolving, industries will keep shifting, but at the heart of it all, it will always be about people and possibilities.