SPEAKER_00
0:00
It's
a
very
interesting
thing
you
say,
because
we
were
talking
about
this
over
breakfast,
and
Blake
was
saying
his
approach
um
back
in
the
day
when
he
was
on
the
tools
was
just
BD.
And
I
said
I
used
to
focus
very
heavily
on
candidates
and
senior
candidates
and
generating
business
and
interest
that
way.
SPEAKER_00
0:13
How
how
do
you
go
about
doing
BD
via
candidates?
Is
that
an
approach
you
you
take?
SPEAKER_01
0:18
I
think
just
on
that
point
though,
but
I
think
something
that
particularly
business
owners
need
to
realise
is
that
the
world
has
changed
in
10
years,
right?
Like
the
fundamental
people
aren't
answering
the
phone
anymore,
right?
So
if
we're
asking
people
to
do
what
we
did
in
a
different
era,
but
again,
it's
it's
it's
it's
not
that's
not
going
to
be
effective,
right?
Um
like
and
I
I
don't
like
again,
I'm
not
saying
that
these
techniques
don't
work,
but
like
the
whole
ambulance
chasing,
floating,
all
like
like
I
think
it
can
work,
right?
But
it's
not
something
that
I
enjoy
doing.
SPEAKER_01
0:53
It
it
just
it's
just
not,
and
so
and
it's
probably
just
uh
uh
the
where
I've
got
to
in
recruitment
is
I'd
much
rather
focus
on
putting
usefulness
out
there
that
a
client
wants
to
then
sit
down,
give
a
proper
brief,
we
take
a
deposit,
we
run
a
proper
search,
and
that
there's
the
satisfaction,
right?
You
know,
it's
not
to
say
we
don't
still
make
placements
from
XYZ
and
all
of
that
stuff,
but
it's
not
the
business
SPEAKER_01
1:23
that
I
want.
And
I
want
for
people
that
start
in
our
business,
they
only
work
on
retained
roles.
They
only
do
that,
right?
I
can
I'm
happy
to
pick
up
the
scraps
or
pick
up
the
the
the
you
know
that
but
that's
me,
right?
Whereas
I
want
people
that
come
into
this
business
to
actually
experience
retained
recruitment
from
day
one,
and
because
because
if
you
only
experience
that
at
the
start
of
your
journey,
you're
you're
so
you
you
get
it,
right?
You
understand
it
straight
away.
It's
like
bang,
it's
like
you've
developed
that
habit
that
they
can
understand
the
benefits
of
SPEAKER_01
1:52
it.
So
that's
my
philosophy
on
it,
right?
And
it's
not
to
say
that
there's
not
businesses
out
there
making
a
hell
of
a
lot
of
money
from
floats
and
all
of
that
stuff.
Like
I
get
it's
not
it's
not
my
business,
though,
it's
not
what
I
want.
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