Lessons from My Journey: Patience

In the world of executive recruitment, a lack of patience can be our downfall—something I learned the hard way.

I began recruiting in 2014, spending three years in blue-collar roles before transitioning into the tech sector. Even now, I feel like I'm only beginning to scratch the surface of my potential in executive search.

The past 18 months have been the most challenging of my career, not because of a slower market, fewer roles, or the ever-dreaded counteroffers. The real challenge has been internal—a shift in mindset that required me to rethink my entire approach.

When I first entered the world of executive search, I expected quick wins: speak with decision-makers, sign clients, and see immediate results. My goals were transactional, and as I focused too much on short-term gains, I naively overlooked the importance of building a trusted brand. I realised that this impatience was leading me down the wrong path.

Persistence and passion can be muddled with pestering and pushiness when starting out, and it can feel frustrating when you're not seeing the fruits of your labour.

Through trial and error, my perspective on relationship building has evolved. I now understand the value of looking at the bigger picture—investing in long-term relationships rather than seeking to cash in quickly. However, this is easier said than done in today’s world, where instant gratification is the norm, and the demand for immediate results is relentless. We live in a time where everything is available at the swipe of a finger—because the click of a button just isn't fast enough anymore. This makes me wonder how future generations of recruiters and recruitment leaders will manage.

Despite the challenges, this shift in approach has restored my love for the craft. It has allowed me to be more curious, ask better questions, deepen my market knowledge, and truly get to know the people I partner with. I'm fortunate to be part of a brand that embraces this approach, but I know that’s not the case for everyone.

If you're a recruiter considering a career in executive search, here are a few things I wish I had known earlier:

• Begin providing value to people long before they need your services.
• Return on investment doesn’t always mean money. Experience and knowledge are equally valuable when starting out.
• Find one or more mentors who can support you.
• Get to know your peers across the industry, learn from what they do well, and carve out your own unique offering.
• Challenge yourself and step outside your comfort zone—starting a podcast was transformative for me, but hosting events can also be powerful.

I’m a sucker for sayings, so here’s one that resonates with me deeply:

Executive search is bought more than it is sold.