Some placements happen fast.

The best ones happen because you played the long game.

On the newest episode of Recruiter Wins, I sat down with Lindsey Bozzio (COO, SurfSearch) to unpack a recruiting win that every recruiter will recognize:

• Found the perfect Design / Product Development Engineer
• Candidate wasn’t ready to move
• The client paused the search
• Four weeks after restarting? Offer in hand

A few takeaways from this episode:

• Know your client deeply (culture + what “great” actually looks like) so you can spot the right person instantly.
• Keep A-players warm without being transactional. Conduct real check-ins with genuine curiosity.
• AI can help you track info but it can’t replace trust. Lindsey tested automated touchpoints and saw the same thing many of us have: if it doesn’t feel human, it doesn’t get replies.

If you’ve ever had a search go on hold, a candidate say “not right now,” or a deal come down to timing, this one’s for you.

Listen to Recruiter Wins with Lindsey Bozzio wherever you get your podcasts.

Most recruiters talk about “quality.”

Richard Lock built an entire firm around it.

On the latest episode of Recruiter Wins, I sat down with Richard Lock, founder of Lock Search Group, and instead of one “big recruiting win,” Richard shares the playbook behind building a national agency that’s thrived through recessions, industry booms and massive shifts like LinkedIn + AI.

A few highlights:

- He started as a one-person shop… and drove a taxi at night during a brutal recession to keep the dream alive.

- Growth was opportunistic and intentional, including a defining moment in 1999 when his firm won a nationwide project to build an entire specialty sales force across Canada.

- His “secret sauce” isn’t sourcing tool. It’s knowing the story behind the story (and protecting clients from time-wasters).

- He’s adamant about something too many recruiters forget: candidates are clients and clients are candidates. Treat both with the same respect.

- And the big one for every agency owner: your business has to pivot. What worked 10 years ago won’t carry you now.

If you run a desk, lead a team, or own a firm, and you’ve felt the pressure of a changing market, this episode is full of timeless lessons.

Listen to this week’s Recruiter Wins with Richard Lock wherever you get your podcasts.

Most recruiters say they “specialize” in an industry.

Daryl Rosenstein actually lives his niche.

In the latest episode of Recruiter Wins, Daryl Rosenstein of The Rosenstein Group shares how one recruiting win turned into 16 placements with the same company.

What stood out most from this conversation:

• Follow your passion, not just a vertical - Daryl’s interest in the product and space made him naturally go deeper than a transactional recruiter ever will.
• Do the “competitor homework” before you ever pitch - He earned credibility by naming competitors, understanding the landscape and asking the best question: “What are you doing differently that’s going to lead you to win in this market?”
• Turn one placement into an account - After delivering, he didn’t disappear. Instead, he introduced himself to other leaders and made sure the wider team knew he was a resource.
• Bring market intel, not just resumes - Daryl shared industry news stories and changes at competitors to add value between searches.
• Real expertise takes real time. Daryl spends 10–15 hours a week staying on top of his market because that’s how you stay relevant to top performers.

If you recruit in sales/marketing (or any competitive niche), this episode is a masterclass in how to become the recruiter clients keep and candidates trust.

Listen to the full episode of Recruiter Wins with Daryl Rosenstein wherever you get your podcasts.