BTW Mini Pod - Feat Kurt Harris and Chloe Garner - Building Success in Recruitment – Insights from Shareholders in a Growing Business

Most recruiters focus on quick wins, but Chloe and Kurt reveal the secret to landing major logos and scaling accounts globally, by playing the long game.

In this episode, they share how persistent relationship-building, internal references, and understanding client projects transform their approach from transactional to strategic, helping them land giants like Nestle and Abbott after hundreds of calls. You'll discover:

 

• • The mindset and tactics that turn a single deal into multiple team placements across borders
  •  How to leverage internal references and in-depth client understanding to accelerate growth
  •  Why most recruiters give up too soon—and how to develop relentless persistence for major account wins
  •  The power of selling solutions over roles and why Statement of Work (SOW) is the game-changer in client trust
  •  Practical insights on building credibility, nurturing relationships, and delivering a truly partner-level service
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This episode is perfect for ambitious recruiters and business-builders ready to think differently about account scaling. If you want to move beyond small deals and cultivate global relationships that last, Chloe and Kurt’s journey will inspire your next big breakthrough.Join them to learn how to turn perseverance into profit, build credibility at every level, and elevate your recruitment game to the next level. Don't just chase deals—own your market with a strategic mindset that transforms your pipeline into a powerhouse.Guest creds: Chloe Garner has grown her book from trainee to shareholder in four years, revolutionizing account expansion. Kurt, with three years in the business, is a shareholder and a master at turning initial contacts into multi-country, multi-team success stories.Are you ready to build the kind of relationships that unlock global giants? Hit play now—your next major account is waiting.



Title: Building Success in Recruitment – Insights from Shareholders in a Growing BusinessDiscover how top recruiters turn persistence, relationship-building, and strategic thinking into long-term success. This episode offers a deep dive into the journeys of two shareholders who share their secrets on scaling accounts, selling solutions, and evolving into business leaders.Key Topics:

 

• The importance of resilience and consistency in recruitment
• How to break into major client accounts with persistence
•  Building credibility through internal references and relationships
•  Strategies for scaling accounts across multiple countries and teams
•  Selling solutions, not just roles, through Statement of Work (SOW)
•  The value of understanding client projects and pain points deeply
•  How to move from one contact to multiple teams and regions
•  The mindset needed to become a shareholder and future business owner
•  Developing and maintaining trust with clients and candidates
•  Advice for newcomers and those aspiring to leadership in recruitment

 

Timestamps: 00:00 - Introduction: Building success in recruitment 00:47 - Setting the right tone for podcast conversations 1:34 - Sharing personal career stories and milestones 2:41 - The journey to onboarding top clients like Abbott and Nestle 3:52 - The importance of relationship-building and internal references 4:55 - Breaking into new major accounts through persistence 6:12 - Delivering value and understanding client needs 7:11 - The role of trust and credibility in scaling accounts 8:10 - Strategies for scaling globally across multiple teams and regions 9:32 - The value of thorough preparation and client understanding 10:31 - Long-term relationship management and repeat business 11:46 - Overcoming initial hurdles with clients like Nestlé 12:32 - The art of nurturing enterprise accounts 13:21 - Why persistence is key to landing major clients 14:02 - Deciding which accounts are worth pursuing 15:02 - Deep understanding of client projects and skill gaps 16:15 - The importance of candidate relationship management 17:02 - Effective first conversations with clients 18:02 - Building genuine connections and understanding client needs 19:24 - From one contact to many teams and regions 21:46 - What changes when landing a large client like Nestlé the second time 22:56 - Moving towards offering solutions like SOW and global services 23:46 - Building credibility through understanding and trust 26:27 - The benefits and attractiveness of SOW contracts for clients 28:29 - Challenges and opportunities in selling Statement of Work 30:13 - Supporting clients from project concept through to execution 31:03 - The role of environment and mindset in successful recruitment careers 33:09 - Overcoming imposter syndrome and continuous growth 34:50 - Keys to becoming a shareholder and future business owner 36:07 - The importance of consistency, resilience, and mindset 38:20 - Advice for new recruiters and aspiring leaders 39:56 - Final reflections on growth, patience, and persistence

 

• Chloe Garner - LinkedIn

 

This episode underscores that success in recruitment is as much about mindset and relationship management as it is about tactics. Persistence, genuine care, and continuous learning pave the way toward leadership and ownership.

What is The Built To Win Podcast?

Built to Win is a podcast for leaders driving growth, transformation, and complex change. We speak with founders, operators, and industry experts about what it really takes to build and scale successful businesses. Conversations cover leadership, culture, talent, technology, and execution, with a focus on real challenges and practical decisions. Expect honest insights, real stories, and lessons you can apply straight away. Powered by people. Built to win.