Why Recruitment Success Is About Time in the Market, Not Just Timing
Recruitment often gets framed as being about luck or timing—catching the right person at the right moment. But in my experience, true success comes from time in the market: building long-term relationships, understanding sector dynamics, and recognising when a candidate’s skills are truly valuable.
Recently, I approached a candidate for one role, only to discover their experience was closely tied to a different vertical. While that particular market was going through challenges, I knew their skill set would be highly relevant in the HR solutions space—one of the four pillars we specialise in.
Instead of shelving the conversation, I drafted a thoughtful, anonymous email to a handful of CEOs. One of them, someone I’d only ever exchanged correspondence with, responded immediately: the timing was right, and they wanted to know more.
Within three weeks, the candidate was offered a senior commercial role—one the CEO admitted they had been scratching their heads over. The placement happened quickly, but the foundations were laid years earlier.
In fact, I remembered emailing this same CEO three years ago, only for my message to bounce. Many recruiters might have shrugged and moved on. But I checked the spelling, corrected the email, and updated my records. Over time, I sent a dozen more emails about relevant candidates. When the right person came along, the channel was open—and this time, it clicked.
The lesson? Recruitment isn’t about blasting out mailshots and hoping for the best. It’s about:
Time in the market: Consistently engaging in your niche, learning its nuances.
Conviction: Reaching out when you know a candidate is strong, even if it means doing the harder thing.
Relevance: Approaching companies with a clear rationale as to why a candidate is a fit.
That’s what creates meaningful placements—and often, new business opportunities too.
In short: recruitment may look like timing, but it’s really the compound effect of time in the market.