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Centred Excellence
Performance development, recruitment training and coaching for recruitment business owners, managers and independent recruiters.
Success Stories
From yo-yo months to consistent growth: Jason transforms his team & achieves 40% higher conversions (in just 9 months)
- Launched a BD system with an attraction funnel that consistently brings in new business on autopilot
- Shifted from 360 model to specialised approach, empowering his team
Jason Kilbride
MD, Henderson Brown Recruitment
The Situation
Jason Kilbride is the MD of Henderson Brown Recruitment, a specialist agency handling permanent, interim, and executive search roles across sectors like financial services, software, pharmaceuticals, and manufacturing. With over a decade at the helm, Jason had built a solid team and reputation. However, the business was caught in a frustrating “yo-yo effect,” with team sizes fluctuating from 23 down to 15, leading to inconsistent billings that hindered growth.
“We’d scale up with headcount, but the productivity wasn’t there. Our consultants weren’t self-sufficient, and billings were inconsistent,” Jason shared. “We kept feeding them roles from the top, but they couldn’t build their own business pipelines.”
Recognising the need for change, Jason explored options for external support and was introduced to the ROCKIT programme. “I realised I needed to explore new strategies,” Jason recalled. “We embedded the right model, processes and refocused on productivity and in just six months, our billings became more consistent, and we saw a 40% improvement in our conversion rates.”
By implementing a new model, structured systems, and enhanced hiring processes, Henderson Brown shifted its trajectory towards sustained success. “Our consultants are not just productive—they’re fully self-sufficient. We’ve built a rock-solid foundation, and the business is running better than ever. The team is energised, and the yo-yo effect is a thing of the past.”
The Outcome Jason Wanted:
- Develop a robust business development system that consistently attracts new clients and create predictable revenue streams.
- Empower consultants to build their own desks, reducing reliance on director relationships and fostering self-sufficiency.
- Improve conversion rates, implementing clear strategies to enhance overall performance and profitability long-term.
- Stabilise team headcount and eliminate the "yo-yo effect" in staffing, ensuring a consistent operational framework and team morale.
- Enhance hiring strategies that attract A-player, motivated individuals who align with the company’s vision and values.
- Establish a culture of accountability and productivity, where consultants take ownership of their success and contribute to collective goals.
- Position Henderson Brown as an industry leader, securing top-tier clients and achieving sustainable growth while maintaining a healthy work-life balance.
Final Words From Jason About ROCKIT and His Learnings
“The content you receive, the process and the support for the value and developing your business quicker is excellent. The ROCKIT programme—not just the coaching, but also the network and the community, pushes you. That accountability is key to success. Having your goals and objectives and being accountable, combined with the support from the community, makes a huge difference.
We often talk about ‘Just F*ckin Do It’—JFDI. These projects need to be tackled head-on, and the quicker you get them done, the more beneficial it will be for both the business and individuals within it.”
Listen to what Jason has to say:
Implementation and Results
Jason Kilbride joined the ROCKIT programme and implemented strategic changes that completely transformed Henderson Brown Recruitment within just 9 months!
- Launched a BD system with an attraction funnel that consistently brings in new business on autopilot.
- Increased the number of new top clients, enhancing the business’s portfolio and increasing overall turnover (2 of the top 5 billing clients are new biz, and 4 of the top 10).
- Improved conversion rates by 40%, resulting in consistent billings and predictable revenues.
- Shifted from the traditional 360 recruitment model to a more specialised approach, empowering consultants to strengthen the profitability of their own desks.
- Streamlined hiring & recruitment processes enabling new consultants to make placements within just two weeks off a brand-new desk in a new area.
- Established clear performance metrics and KPIs, fostering accountability and driving team productivity.
- Revitalised the team culture emphasising strengths and accountability, leading to improved morale and performance across the board.
- Transitioned from being involved in day-to-day operations to focusing on strategic leadership, allowing for a better work-life balance and the ability to drive long-term growth.
Final Words From Dawn About Working With Centred Excellence
“Nicky and Katy have helped me in so many ways. Handling my mindset has been hard for me alongside some of the issues that we’d had at the beginning of the year.
Then, becoming unwell myself, it was challenging to drag myself in and have that positive mindset. I had to have it. I had to keep going. I had a purpose and a belief that was in the pit of my stomach that no matter what, I’ve got to keep going and I did and look at the results.
My final words of advice is; follow the process and just do it. And that’s what it comes down to, do it. The programme Nicky and Katy run gives you the blueprint; it’s the map.
When we first spoke Nicky used the example of the pilot taking 500 excited people to Disney World and that most of the time on route they are off course.
However, they still have a map for where they’re going, because they’ve got 500 passengers on there that want to get to Disney World.
You give us that map. You give us that blueprint to do it. And it’s down to us, yes we might deviate off course, that’s fine, but if you follow that map and you follow the blueprint, you will get to Disney World; and I have to say it is magical when you get there.”
Dawn Turbitt MD of KSB Recruitment
Listen to what Dawn has to say:
Implementation and Results
Dawn set a new vision for the company with Katy and Nicky’s help.
With a new lease of energy and belief in hereself and the team, Dawn started to direct, coach and lead the consultants to success.
Dawn set a stretch goal of £750,000 in turnover in 12 months; bearing in mind in Feb 2018 her turnover was £16,805.
Dawn started by rigorously implementing a 90-day plan following Nicky’s structure. This included setting revenue goals, analysing how many placements they would need and how many interviews would have to take place.
KPI’s were set, and the consultants followed an accountability process; including Dawn, who shared her results on the whiteboard too; the team were buzzing.
Dawn actioned Nicky and Katy’s Gold and Silver job process with her team and removed 50% of the current unprofitable jobs they were working off the board.
The consultants started ‘specking out’ candidates using the Centredexcellence MPC strategy.
Dawn instigated a performance management process across the team resulting in the non performers leaving. This left Dawn and a small focussed team. There are two perm consultants, two temp, Dawn and a part-time secretary.
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