Starting a recruitment agency is something many recruiters think about — but far fewer actually do.

In this episode of Talent Matters, Dave Jenkins sits down with Nathalie Janger, Founder of Crystal Clear Recruitment, to talk about what it really takes to leave a long-term role and build a recruitment business from scratch.

After nearly 15 years working in the same agency, Nathalie made the leap to start her own firm focused on business support roles across Greater London. She shares the moment that pushed her to back herself, the realities of launching in a challenging market, and why confidence, preparation, and the right support network can make all the difference.

The conversation explores the early days of building a new recruitment business — from landing those first placements and navigating quiet periods, to developing a personal brand and creating a service built on transparency and trust.

We cover:• Why some recruiters decide to start their own agency
• The mindset needed to leave a stable role and go solo• What the first few months of launching a recruitment business really look like• The practical steps involved in setting up an agency• Why coaching and external support can accelerate progress• The importance of relationships and personal brand in recruitment

If you're a recruiter thinking about launching your own agency — or simply curious about what the early stages of building a recruitment business look like — this episode offers an honest look behind the scenes.

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🎧 Listen to Talent Matters for honest conversations with recruitment leaders, tech experts, and marketers helping agencies grow.

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🔗 Discover more episodes at⁠https://wave-rs.co.uk/resources/podcasts/talent-matters

Most recruitment agencies claim to be specialists.

But what does it actually take to build — and scale — a truly niche recruitment brand?

In this episode of Talent Matters, Dave Jenkins sits down with Ian Whitear, Co-Founder of White Space Recruitment, to explore how a long-term specialist approach in architecture and design recruitment has shaped a resilient, internationally expanding business.

Ian shares lessons from 25+ years in the industry — from recruiting in the US to launching in Dubai — and explains why relationships, market knowledge and reputation still matter more than ever.

They also discuss:

• Why niche recruiters outperform generalists• How market cycles impact architecture hiring• Scaling without losing focus• Expanding internationally the right way• Using AI to improve efficiency, not replace recruiters

If you're building a recruitment business and thinking about going deeper rather than wider, this one’s for you.

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🎧 Listen to Talent Matters for honest conversations with recruitment leaders, tech experts, and marketers helping agencies grow.

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🔗 Discover more episodes at

⁠https://wave-rs.co.uk/resources/podcasts/talent-matters

Most recruitment agencies believe they’re different — but in a crowded market, many still look, sound, and operate the same.

In this episode of Talent Matters, Dave Jenkins is joined by Ksenia Molodych, Founder of XOO, to explore what really makes recruitment businesses stand out. Drawing on experience across SaaS, marketing, and revenue operations, Ksenia explains why recruitment often takes inspiration only from itself — and why that holds agencies back.

They unpack the role of brand and customer experience in long-term growth, the tension between short-term sales and long-term marketing, and how alignment across sales, marketing, and operations changes everything. The conversation also tackles AI — separating hype from reality, and why AI won’t fix broken fundamentals but can accelerate growth when used properly.

We cover:

• Why recruitment agencies struggle to differentiate in a crowded market
• The myth of “our people make us different”
• What recruitment can learn from SaaS and other industries
• Brand and customer experience as revenue drivers
• Sales and marketing alignment through RevOps
• Where AI genuinely adds value — and where it goes wrong

If you're a recruitment agency owner, leader, or marketer trying to stand out, build a stronger brand, and use AI without losing the human touch, this one’s for you.

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🎧 Listen to Talent Matters for honest conversations with recruitment leaders, tech experts, and marketers helping agencies grow.

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🔗 Discover more episodes at

https://wave-rs.co.uk/resources/podcasts/talent-matters

Most recruitment agencies are using just a fraction of the tech they’re already paying for—and many are being upsold by MSPs (Managed Service Providers) on tools they don’t need.

In this episode of Talent Matters, we’re joined by Kan Mallawathantri, Founder of Avensys Tech and former in-house IT leader for recruitment businesses like MSI and DRC. Kan breaks down what most MSPs don’t tell you, the hidden tools inside Microsoft 365 that recruiters overlook, and how to stay lean, secure, and efficient without bloating your tech stack.

We cover:

• Why most recruitment agencies only use 30% of Microsoft 365

• The tools already in your licence that can replace Calendly, Dropbox, Slack, and more

• How to automate onboarding, offboarding and compliance

• Shadow IT and how it puts your agency at risk

• What to ask when choosing an MSP—and what to avoid

• Why Microsoft Copilot could change the way recruiters work

If you're a recruitment agency owner, ops lead, or marketer trying to cut costs while scaling your business, this one’s for you.

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🎧 Listen to Talent Matters for honest conversations with recruitment leaders, tech experts, and marketers helping agencies grow.

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🔗 Discover more episodes at wave-rs.co.uk/resources/podcasts/talent-matters

In this episode of Talent Matters, Rupert McSheehy, Director at RMG Digital, shares how his journey from billing recruiter to agency founder shaped a new way of working — one that prioritises trust, autonomy, and long-term value over old-school sales culture and vanity metrics.

Rupert reflects on the lessons he took from his time at S3, what he kept and what he left behind, and how he's built a lean, profitable agency focused on enabling his team and delivering meaningful impact for clients and candidates alike. He also shares how Fireside with Founders, his podcast, has become a powerful tool for business development and brand building.

We talk about:

• Letting go of control and trusting your team
• Why headcount doesn’t equal success
• How smaller agencies can do more with less
• Moving from transactional to strategic recruitment
• Using content to engage candidates and clients alike

If you’re a recruitment agency owner, aspiring founder, or someone rethinking how an agency should run, this one’s for you.

// ABOUT RUPERT McSHEEHY

Rupert McSheehy is Director of RMG Digital, a recruitment agency specialising in Design, Product, and Software Engineering roles across the UK, Europe, and the US. With over 17 years in recruitment, Rupert co-founded RMG to build a lean, values-led agency focused on people, performance, and purpose. He also hosts Fireside with Founders, a podcast that explores the stories behind high-growth tech companies.

// ABOUT WAVE⁠⁠

Wave is the candidate attraction solution for recruitment agencies. Source high-calibre candidates faster and hassle-free. Build and grow a high-performing recruitment website. Buy and manage your job board contracts with ease.

In this episode of Talent Matters, Tamar Avakian, Co-Founder – Property & Surveying at Invictus Group, shares how 20 years in real estate recruitment has shaped her approach to building lasting relationships, specialist knowledge, and long-term impact in the built environment.

From engineering placements at Wimbledon to helping clients navigate a post-pandemic world, Tamar explains how her team supports hiring in a sector where flexibility, infrastructure, and people all collide. She also reflects on the changing nature of candidate expectations, the role of AI, and what recruiters can do to stay relevant in today’s market.

We talk about:

• How workplace flexibility is shaping real estate hiring

• Why niche knowledge gives specialist recruiters an edge
• What recruiters can learn from high-pressure event staffing
• The risks and rewards of launching a business during a recession
• Why long-term relationships still beat short-term wins

If you recruit in real estate, facilities, or the built environment – or want to hear what great recruitment looks like when it's powered by deep expertise – this one’s for you.

// ABOUT TAMAR AVAKIAN

Tamar Avakian is Co-Founder of the Property & Surveying division at Invictus Group, a specialist recruitment agency serving the built environment. With two decades of experience in real estate recruitment, Tamar leads a team that works across surveying, facilities, and engineering, supporting clients ranging from consultancies to developers and major institutions.

// ABOUT WAVE

⁠⁠⁠⁠Wave⁠⁠⁠⁠ is the candidate attraction solution for recruitment agencies. Source high-calibre candidates faster and hassle-free. Build and grow a high-performing recruitment website. Buy and manage your job board contracts with ease.

In this episode of Talent Matters, Heidi Bannister, Founder and Managing Director at Arthur Edward, shares how a deep understanding of the beauty industry has helped her build a trusted recruitment agency that partners with global brands to deliver top talent.

Starting out in product development, sales and marketing, Heidi brings hands-on experience to recruitment – and it shows. She talks about the importance of sector knowledge, long-term relationships, and genuine passion for product in making the right hire. From trade shows to team strategy, she lifts the lid on what makes the cosmetic and personal care sector so unique.

We talk about:

• Why industry experience gives recruiters an edge in beauty

• How flexibility is helping smaller brands win top talent

• Why passion and communication matter just as much as technical skill

• How sustainability and diversity are shaping hiring decisions

• Why long-term thinking beats quick wins in recruitment

If you recruit in beauty, FMCG, or niche markets – or just want to hear how recruitment works when you know your product inside out – this one’s for you.

// ABOUT HEIDI BANNISTER

Heidi Bannister is the Founder and Managing Director of Arthur Edward, a specialist recruitment agency serving the beauty, cosmetics, and personal care sectors. With a career that began in product development and marketing, Heidi has spent over two decades recruiting across the full product lifecycle and is an active member of the Society of Cosmetic Scientists, the British Society of Perfumers, and Cosmetic Executive Women.

// ABOUT WAVE⁠⁠⁠⁠

Wave⁠⁠⁠⁠ is the candidate attraction solution for recruitment agencies. Source high-calibre candidates faster and hassle-free. Build and grow a high-performing recruitment website. Buy and manage your job board contracts with ease.

In this episode of Talent Matters, Mark Cox, Director & Partner at PiC, shares how building strong relationships and adapting to change has helped him grow a trusted recruitment business into a global success story.

Starting out in recruitment by chance, Mark talks about the lessons learned from 20+ years in the industry — from the days of faxing CVs to leading international teams across 15+ countries today. He shares why human connection still beats technology, and how evolving markets demand evolving strategies.

We talk about:

• Why long-term relationships, not quick wins, drive recruitment success

• How PiC tailored their approach to different international markets

• Why partnering with TA teams leads to better outcomes

• How to adapt to IR35 with project-based recruitment solutions

• Why tough markets are the perfect time to innovate and change

  
  

If you’re scaling a recruitment agency, thinking about international growth, or simply want to hear from someone who’s stayed at the top of their game by always putting people first, this one’s for you.

// ABOUT MARK COX
Mark Cox is the Director & Partner at PiC, a specialist recruitment agency with over three decades of experience in investment management and financial technology recruitment. With more than 20 years of personal industry experience, Mark leads PiC’s global expansion, helping businesses solve recruitment challenges with compliant, high-quality solutions built on trust and expertise.

// ABOUT WAVE
⁠⁠⁠⁠Wave⁠⁠⁠⁠ is the candidate attraction solution for recruitment agencies. Source high-calibre candidates faster and hassle-free. Build and grow a high-performing recruitment website. Buy and manage your job board contracts with ease.