We had a full room at our recent Trusted Partner Forum, hosted at the Trowers and Hamlins London offices. Our open and insightful panel discussion explored how recruitment businesses are navigating an increasingly complex market and operating in an unstable, cost-pressured environment.
A thank you to Amy Davies, MD of Workwell Global for leading the discussion and our panel:
- Barry Pactor, CEO, Inspiring Teaching
- Nick Bradley, Co-Founder, Owner, Director, Adepto Technical Recruitment
- Stephen Shorter, Group CEO, Cobalt
Here are some of our key takeaways from the event:
Market reality - pressure is the new normal
- All panellists acknowledged that recruitment is operating in a sustained period of pressure, not a short-term dip. However, there are signs of optimism and growth.
- Rising costs, increased legislation and AI disruption are now structural challenges, not temporary ones.
- Businesses are learning to operate in a “new normal” rather than waiting for a rebound.
- Adepto diversified geographically and operationally, moving beyond the UK and becoming more solutions-led, opening new services and supporting clients globally.
- Inspiring Teaching took the opposite approach, doubling down on a tight niche (SEN teaching assistants), where demand and growth remained strong.
- Cobalt reinforced the different performances in different sectors and geographies and the need to be agile in this market to maximise opportunities
Shift from products to outcomes
A consistent theme was frustration with suppliers who:
- Overpromise and underdeliver
- Sell complexity, “fluff” or unnecessary add-ons
- Fail to make value tangible
- Clear, simple propositions
- Outcome-oriented services
- Evidence of ROI, not just features
- Proactive problem-solving rather than reactive service
Panellists stressed the importance of clear, simple propositions, outcome-oriented services, evidence of ROI and pro-active problem solving.
Navigating the 'new normal'
Panellists agreed the sector is now several years into flat growth, with post-Covid market pressures firmly here to stay. Rising costs, legislation and AI disruption are conditions recruitment businesses must adapt to, not wait out. However some useful takeaways included:
- Despite ongoing instability, there are positive signs in sectors such as construction, and for some recruiters more fertile markets outside of the UK with growth in both contract and permanent recruitment.
- There is a need for pragmatic pricing, grounded in a clear understanding of the value being delivered.
- Recruiters are needing to justify all budget and buying decisions and having tangible evidence is key. In a high-pressure market, spending must be clearly linked to outcomes, value, and measurable return rather than expectation or precedent.
- Using case studies, trials and pilots to demonstrate value before committing to long term spend can provide reassurance and the evidence needed to proceed.
Legislation, compliance & AI remain major pain points
Across the panel:
- Managing legislation (IR35, umbrella, ERA) is resource-heavy, especially for smaller or founder-led businesses.
- AI is seen as both a challenge and an opportunity — but many businesses need guidance to move beyond hype and into practical application.
- Regulation and compliance are increasingly influencing buying decisions.
There is strong demand for Trusted Partners who can simplify complexity and provide trusted guidance in these areas.
The value of leaning on Trusted Partners:
The panel highlighted the importance of tapping into the experience and expertise of fellow Trusted Partners, and of taking the time to truly understand what each organisation brings to the table.
Examples from the panel included:
- Drawing on Trusted Partners’ expertise to support international expansion
- Using specialist providers to navigate accountancy, compliance and wellbeing
- Leveraging tech partners to streamline operations and reduce cost of delivery
Contact your Partner Success Manager to be added to the waiting list for the next Trusted Partner Forum - further details to come.