The Retained Search Show

How Lucy Robinson Built a Global Search Firm From Leeds in a Super Niche Market

Lucy Robinson started with a laptop, a notebook of contacts, and a belief that recruitment could be done better. Today, LCR International is a global executive search firm placing senior leaders across the fresh produce industry on six continents, with more than 90% of its work retained. In this episode of Retrained Search, Lucy shares the real story behind the transition from contingent recruitment to retained search. From failed starts and difficult lessons to building a structured search business with forecastable revenue, stronger client relationships, and near-perfect fill rates. We discuss: * Why she chose one of the most niche markets in recruitment * The mistakes she made trying to move into retained search * Why most recruiters misunderstand retained delivery * Building a global search firm without offices worldwide * The difference between contingent recruiters and search consultants *  Creating a team-based delivery model *  How community and collaboration accelerated growth *  Why niching down changed everything If you are trying to move away from contingent recruitment and build a more structured, profitable, retained search business, this episode is packed with insight. ___ Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/ [https://bit.ly/3P121fe] Check out our reviews: https://retrainedsearch.com/reviews/ [https://bit.ly/3YGmLfx] Join our upcoming masterclasses: https://retrainedsearch.com/webinars/ [https://bit.ly/3YGIAeY] ___ LinkedIn Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/ Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/ Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

From Supplier to Trusted Partner: Why Most Recruiters Get It Wrong

What does it actually mean to be a “trusted partner” in recruitment and why are so many getting it wrong? In this episode of Retained Search, Louise and Jordan unpack the shift from transactional recruitment to true partnership. They challenge the idea that volume equals trust and explain why those relationships are breaking under pressure from AI, changing client expectations, and cheaper access to candidates.  The conversation dives into the “bow tie” account model and what real integration with clients looks like. Not just filling roles, but connecting across functions, influencing decisions, and becoming part of how a business thinks about talent.  They also explore the skill most recruiters avoid: diagnosis. Why asking better questions changes everything. Why most recruiters jump to solutions too quickly. And how slowing down is the move that separates order-takers from advisors.  You’ll hear how shifting to retained search is less about selling retainers and more about learning how to think like a consultant. That means understanding problems at a deeper level, shaping solutions, and building relationships that don’t disappear when hiring slows down.  If you want to move beyond sending CVs and start influencing hiring decisions, this episode shows what needs to change and why it matters now more than ever. ___ Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/ [https://bit.ly/3P121fe] Check out our reviews: https://retrainedsearch.com/reviews/ [https://bit.ly/3YGmLfx] Join our upcoming masterclasses: https://retrainedsearch.com/webinars/ [https://bit.ly/3YGIAeY] ___ LinkedIn Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/ Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/ Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

AI, Automation & The Death of Transactional Recruitment with Adrian Byra

AI is transforming delivery. Client expectations are rising. And the traditional, transaction-based model is being quietly dismantled. In this episode, Adrian Byra shares a sharp, no-nonsense perspective on what’s really happening beneath the surface and what it means for recruitment business owners and search leaders. Adrian breaks down: *  Why transactional recruitment is rapidly losing value *  What clients will actually pay for in the future *  How AI will compress fees and increase output *  Why agility (not size or brand) will define the winners  *  The 5-part support system behind scaling high-performing recruiters  *  Where most firms are getting AI wrong and wasting time and money  *  The critical choice every recruiter must make: AI or Influence Perhaps most importantly, this conversation challenges a fundamental belief:  👉 That recruitment businesses win through specialization and scale. Instead, Adrian makes the case for a very different future - one built on: *  Personal brand  *  Influence  *  Standardized excellence  *  And value beyond the hire  ___ Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/ [https://bit.ly/3P121fe] Check out our reviews: https://retrainedsearch.com/reviews/ [https://bit.ly/3YGmLfx] Join our upcoming masterclasses: https://retrainedsearch.com/webinars/ [https://bit.ly/3YGIAeY] ___ LinkedIn Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/ Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/ Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

How to Earn Trusted Advisor Status in Recruitment with Somer Hackley

In this episode, Louise Archer speaks with Somer Hackley, CEO of Distinguished Search and author of Search in Plain Sight, about the real difference between transactional recruiting and true trusted advisory. Somer shares the pivotal story that changed her career: the moment she advised a client not to hire the only finalist left in process, despite months of work and huge pressure to close. That decision became the foundation of deeper trust, long-term partnership, and a completely different way of operating as a search consultant. Together, Louise and Somer unpack the mindset shift from contingent recruitment to retained search, including what changes in client relationships, candidate assessment, negotiation, shortlist strategy, and the confidence required to speak with real authority. They also explore why the best recruiters stop obsessing over “getting the deal over the line” and start focusing on transparency, rigor, expectation-setting, and preventing surprises. This is a rich conversation about voice, values, and what it really takes to become a trusted advisor in executive search. What you’ll hear in this episode: *  The story that helped Somer find her voice with clients  *  Why trusted advisors sometimes have to say “don’t make the offer”  *  The difference between contingent and retained search mindset  *  How to assess candidates more rigorously and care for them more deeply  *  Why shortlists fail and how to use iteration more effectively  *  How to avoid endless searches by resetting expectations with clients  *  Why clients care less about process than values, judgment, and outcomes  *  What Somer’s book reveals about executive search from the inside You can find more info about her book here: https://www.searchinplainsight.com/ ___ Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/ [https://bit.ly/3P121fe] Check out our reviews: https://retrainedsearch.com/reviews/ [https://bit.ly/3YGmLfx] Join our upcoming masterclasses: https://retrainedsearch.com/webinars/ [https://bit.ly/3YGIAeY] ___ LinkedIn Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/ Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/ Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

Is This It? The Raw Truth About Money, Success, and Building a Meaningful Business with David Plummer

Is this what success is supposed to feel like? In this powerful and deeply personal conversation, David Plummer — founder of Triage — shares the lessons he learned after achieving everything he once thought he wanted. By his mid-20s, David had already built and sold a successful recruitment business. The cars, the houses, the financial freedom — he had climbed what he thought was the mountain of success. But standing at the top, he found himself asking a difficult question: “Is this it?” In this episode, David reflects on the difference between chasing success and building a life of meaning. From growing up believing he was poor, to becoming a young millionaire, to rebuilding a business decades later with his son — this conversation explores the deeper truths behind leadership, identity, and purpose. We discuss: • Why tying your identity to your business is dangerous  • The difference between building to sell and building something worth selling • Why culture — not strategy — created the value buyers saw in his company • What the 2008 financial crisis taught him about honesty and leadership • Why character matters more than competence when things get hard • And the question every founder should ask themselves: How will other people measure your life? This is one of the most emotional and thought-provoking conversations we’ve had on the podcast. If you’re a founder, recruiter, or leader chasing success — this episode might just change how you define it. ___ Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/ [https://bit.ly/3P121fe] Check out our reviews: https://retrainedsearch.com/reviews/ [https://bit.ly/3YGmLfx] Join our upcoming masterclasses: https://retrainedsearch.com/webinars/ [https://bit.ly/3YGIAeY] ___ LinkedIn Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/ Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/ Follow Retrained Search: https://www.linkedin.com/company/retrained-search/