Case Study: Solo Recruiter in London Wins His First Retainer Worth £35,000 (c$56,000)

In this 17-minute Audio Case Study, London based headhunter Rupert Price reveals exactly how he won his first retainer worth £35,000 (about $56,000 USD at the time).  Listen-in as I interview Rupert and he breaks down the key steps he followed.

BONUS: Rupert has a simple, yet highly effective, strategy for generating warm leads via LinkedIn.  Listen carefully as he shares the ​exact wording of the Inmail message which generates a 20-30% response!

​Listening Notes

Want the full story?  You can read the detailed Case Study below…


​When Rupert called me, he was very clear what he wanted from a coach:

  1. Transition from contingency to retained search
  2. Create a recurring, predictable revenue stream by building an Interim desk
  3. Replace cold calling with attraction marketing and generate warm leads


​Here are some of the roadblocks that Rupert faced in achieving his objectives – I suspect you can relate to many of them:

The Solution

Step One – We created Rupert’s Value Proposition / Differentiators and “packaged” his retained search service, so he could easily explain to clients what they would receive and articulate the benefits / advantages over contingency recruitment.

Step Two – We developed and enhanced Rupert’s solution selling skills, especially the key sales questions to ask in order to “diagnose” the client’s problems (needs) and uncover where they’re feeling the pain, so the client would then be receptive to hearing Rupert’s “prescription” (solution) for curing their headache.

Step Three – We expanded and refined the process as we went along, and rehearsed answers to common objections (e.g. “what happens if I pay you a retainer and you don’t deliver?”).  I also gave Rupert the outline for his first Retained Search proposal and critiqued several versions of the document until he had a winning proposal.

Step Four – I referred Rupert to a team in India who could build his new website very cost effectively and advised him what pages / content he would need.  I briefed him on how to outsource all the “techie” stuff so he could focus on revenue generating activities.

Step Five – I ​guided Rupert step-by-step through the process of assembling his attraction marketing campaign, putting all the elements in place to generate warm leads and follow up with them automatically.  Some of the “pieces of the jigsaw puzzle” included: lead magnets, landing pages, opt-in / lead capture forms, email marketing platforms, importing contact lists, autoresponder sequences, HTML email templates and personalized email broadcasts.

Step Six – As Rupert launched and rolled out his marketing campaign, I continued supporting his efforts, critiquing his landing page layout and copy, answering questions and giving feedback until he had it running like a well-oiled machine.

If any of this marketing terminology is new to you, don’t worry – it was new to Rupert as well, but he picked it up very quickly.  If you get in touch I’ll be happy to talk you through it.


In the interview, you’ll hear me ask Rupert what he’s achieved in the 6 months since we started working together. Here’s his answer: 

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The 30-min Strategy Session is free, with no strings attached.  But spaces are limited, so apply now.​


Recommended Reading

Rupert PriceI successfully recruit Commercial Directors for Main Contractors in Utilities, Infrastructure and Built Environment

“I would highly recommend Mark – I had a 6 month stint with him with the aim of starting an Interim desk and winning my first retainer. Both were achieved. Job done. Thanks Mark.”

Request a Free Strategy Session with Mark