The recent APSCo International Forum brought together industry experts to discuss the challenges and opportunities of global expansion in the recruitment sector. With the staffing industry projected to grow by 5% in 2025, reaching $650 billion globally, recruitment firms are increasingly looking beyond domestic markets. The event featured insightful presentations from Jonathan Clarke on international expansion strategies and Amy Davies on the evolving US landscape under the Trump administration, followed by an engaging panel discussion.
Strategic Approaches to International Expansion
Jonathan Clarke kicked off the event by examining the catalysts driving international activity, noting that expansion can be either deliberate or accidental. Among these catalysts are:
- Opportunity and market pressures
- Strategies to develop client portfolios and mitigate UK pressures (IR35/Brexit)
- Domestic UK client success leading to natural progression
- Increased remote-based candidate applications
- Opportunities to grow business, enhance brand, and attract diverse talent
Clarke outlined several engagement models for international expansion:
- UK Based Model: Operating internationally from a UK base
- UK Incubation Model: Testing markets remotely before physical expansion
- UK Hybrid Model: UK-based business with team members in target markets
- All-In Model: Full incorporation in target markets
Market Selection and Team Alignment
Clarke emphasised that successful expansion requires carefully evaluating:
- Client potential in target markets
- Competition and supplier saturation
- Legislative landscape defining available service options
- Licensing requirements and associated costs
- Access costs for remote service delivery
- Need for local presence/directors versus domiciliation options
A key theme was the essential balance between sales ambition and compliance requirements. Clarke suggested that compliance knowledge can actually serve as a valuable sales tool, and sometimes saying no to a client opportunity can strengthen a relationship more than saying yes and failing to deliver. He concluded by highlighting four key pillars for success:
- Strategy: Develop a proactive approach to mitigate potential risks
- Scope: Define clear parameters for international activities
- Training: Provide country-specific rules of engagement
- Expert Advice: Partner with trusted experts to navigate unknown challenges
The US Market: Challenges and Opportunities
Amy Davies provided insights into the US market, which remains the largest globally with a 30.06% share worth $188.7 billion. Despite a 10% market decline in 2024, the forecast for 2025 is optimistic with projected 5% growth.
Davies highlighted several factors behind the 2024 decline:
- Widespread client caution and project delays
- A depressed manufacturing sector
- Falling bill rates in sectors such as healthcare
- Employer and worker preferences for permanent positions
She noted that the decline varied by sector, with medical healthcare, industrial and IT down significantly, while education and engineering maintained moderate growth.
Policy Impact and Market Trends
Davies discussed the impact of the Trump administration's first 44 days in office, including policy changes affecting:
- Government spending and efficiency
- Defence investments
- Immigration regulations
- International trade tariffs
- Diversity programmes
- Energy and climate initiatives
Our members also received detailed statistics on top growth sectors such as:
• Engineering
• Technology and AI
• Finance
• Healthcare
• Oil and Gas
Panel Insights
The panel featuring Amy Davies, Chris O'Connor, Jonathan Clarke, and Nick Bradley, provided attendees with the opportunity to engage directly with industry experts. Throughout the forum, several key themes emerged:
- Critical questions to consider before expanding into new regions
- Approaches to balancing risk, compliance and business viability
- Insights into high-demand sectors in the US market
- The positive impact of AI integration in international recruitment
The panel format allowed for deeper exploration of these topics through the diverse perspectives of the four industry leaders.
The APSCo International Forum aims to provide strategic insights for those recruitment firms considering global expansion. The presentations from both Jonathan Clarke and Amy Davies highlighted complementary aspects of international expansion—from strategic planning and compliance to market-specific opportunities and challenges. Those that can navigate the complex international landscape while adapting to regional policy shifts will be well-positioned for success in 2025 and beyond.
Register for your place at the next APSCo International Forum, focusing on Germany, on June 10th 2025 here.
Becoming a member of APSCo grants you exclusive access to our array of international services. Whether you're exploring international expansion for the first time or looking to strengthen your global presence, we're here to help you every step of the way.
If you are already an APSCo member, to find out more about international offices and support, contact international@apsco.org.
Non-members looking to join APSCo and take full advantage of our array of international services can get in touch here.
