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Nick-Eva

"HOW NICK TURNED HIS BUSINESS ROUND FROM 12% FEES, NEGATIVE CASH FLOW AND HIGH STRESS LEVELS TO 40% GROWTH, 22% RETAINED FEES AND CONSISTENT BILLINGS MONTH IN MONTH OUT IN 6 MONTHS."

Nick Eva
Director, WasteRecruit

The Situation

Nick Eva is the director of WasteRecruit, a recruitment specialist in resource management, recycling and renewable energy recruitment who work with both clients and candidates across the UK and internationally.

Nick, by his own admission, is a recruitment veteran. Twenty-three years ago, Nick became a recruiter after achieving his bachelor’s degree in Environmental Management and is proud that he is an environmental scientist and a chartered waste manager too!

Logically because of his expertise in the sector, Nick gravitated towards building his recruitment career and company in the waste management and sustainability arena.

As a successful recruiter, Nick moved through various roles until he became a director in his own company, WasteRecruit, sixteen years ago.

Though the waste management industry was considered a hot market in 2003, its growth has ebbed and flowed during the years.

Other market factors had created massive fear in the sector, which meant that people weren’t moving roles, and consequently, WasteRecruit had experienced dire results. There were also several personal challenges popping up at the same time which made Nick consider if the business would survive.

In the past, Nick had been sceptical about asking for business help and guidance; in his own words, his ‘ego’ wouldn’t let him!

Nick then opened an email from Nicky and Katy, who seemed to ‘understand’ his situation.

It was then that Nick had a profit accelerator call with Katy. On this call, the fog started to lift, and Nick realised there was a path through for him and the team.

Nick then joined the RockIt programme and in a little over 12 months turned his business around from negative cash flow to an organisation which had grown cash revenues by 40% with one less person on the team.

When Nick joined Rockit, he was experiencing several challenges which he wanted to resolve, which we have shared below.

The Outcome Nick Wanted:

  • To turn negative cashflow into positive cashflow; consistently.
  • Move low fee-paying clients to high fee-paying clients while maintaining the relationship.
  • Develop a retained offer to become the dominant recruitment service provided by Nick and the team.
  • To move away from 360 recruitment to something more productive with the new growth goal in mind.

Final Words From Nick About RockIT and His Learnings

“There are probably several learnings from being a participant on RockIt. From a sound bite perspective, you and Nicky, just getting involved in the course and committing to it has been crucial

There is a phrase that you and Nicky are famous for saying, here is the one from Nicky, ‘How you do anything is how you do everything,’ and that resonated hugely with me because that is why I started the business up, it is part of who I am, the integrity that we try and put into the process and that really resonated with me and I actually use that a lot when I am talking to clients now, which is cool.

I think that just take action.

The first plan is better than no plan, that is absolutely key, and every time you step away from one of the elements of the RockIT course, you have a takeaway. You have probably got a dozen, and sometimes you have to sit there and go, which one am I going to focus on and having one plan to kick off is the first step.

Then number three, JFDI. Everybody knows it. Just get on with it. Just crack on. We say it a lot but you just generally have to put on your big girl pants or your big boy pants and just crack on. There can’t be anything more difficult than walking on fire, and the lesson learned from that is to just take action. It doesn’t matter what action it is, take some action and everything else will start to fall into place.”

Listen to what Nick Eva has to say:

Implementation and Results

When Nick joined Rockit, he was in a dark place. However, he knew that the only way to move forward was to act on what he was learning and here are the results Nick achieved.

  • Nick mapped out both the client and candidate process, in detail.
  • Nick and his brother Ben, who also works in the business, developed a unique recruiting process which guarantees a 2 year plus 100% candidate retention rate for their clients.
  • Through developing belief again in the value of their service Nick and the team moved from a contingency led company to retained charging higher fees.
  • Nick and the team started communicating consistently to clients that the current rates would be changing, and they did!
  • The team started to win more sole agency clients and increased revenue and profit.
  • Nick transformed the business from 14% contingency fees to a 22% retained offer in under nine months.
  • The team were realigned, so they were all working to their strengths which enabled them to deliver more placements and profit.
  • Nick moved from the 360 model to 240 and created more profit with fewer people.
  • The penny finally dropped for Nick that there were alternative ways of getting results which the participants on the Rockit programme and Katy and Nicky were able to share.
  • The contingency business is stable, and the search and selection have exploded.
  • Search and selection placements have moved from 5% of revenue to 30%.
  • WasteRecruit is up 40% on income.
  • Nick has always been a star biller and involved with everything, and now he works on the business rather than in it.

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