A 25-year recruiting veteran! Our special guest, Jeff Cox, shares his journey and insights on how he made two transitions to up his recruitment game: From placing junior to senior roles and switching from contingent to retainer model.
These shifts can be challenging, and so it takes the right mindset and preparation for you to have the power to transition. Jeff shared how he did it!
Jeff specializes in assisting biotech and pharmaceutical companies in building transformative leadership teams.
As a member of the prestigious Pinnacle Society, Jeff is one of the top-producing recruiters in the country. However, he believes success in this industry is less about the money and more about the people we impact and the life-changing projects we advance.
Episode Outline and Highlights
- [02:50] How did Jeff end up in the recruiting industry after aspiring to become an actor?
- [06:52] Acting as Jeff’s cornerstone in his recruitment approach.
- [10:42] Success factors contributing to consistent improvement when starting your desk.
- [18:34] Why being nervous all the time is not necessarily a bad thing.
- [20:11] Jeff shares his experience working with his father and siblings in the business.
- [24:48] Transition to placing senior directors, VPs, and C-level executives.
- [42:36] Insights on the current market and team dynamics and how it can be challenging for [retained searches.
- [48:34] Switching from contingent to retained search – the power of walking away.
- [54:35] Going back to the basics amid a big reset in 2025.
What Success Looked Like
What would Jeff consider a success factor in his success as a recruitment business owner? For him, it is no magic ingredient.
“It’s just showing up every day and being, you know, you know, like my dad says. We used to say, “Dad, I don’t know what to do.” You know, pick up the phone. That’s what you do. “Dad, I don’t have enough job orders.” Pick up the phone. If you work every day, it works out.”
Jeff emphasized the value of consistency and showing up every day as a key factor in his longevity and success in the recruiting field. He also shared how his background as an actor helped him learn a lot about being human, which is a key ingredient when building relationships with clients and candidates.
“I mean, I think that’s the foundation, of why I’m a good recruiter. Because, you know, the most important thing to do as an actor is to listen. To listen and to live in the moment, you know, not, not to let things get ahead of yourself… I guess also the ability, you know, when you play a lot of different characters, you have to be able to jump into other people’s skin. You have to be able to understand.”
On top of the above, he also had the foundation of working in his father’s recruitment firm. This led him to eventually build his desk and the rest is history.
Transitioning to Place Executive Senior Roles
Jeff initially worked in lower-level positions such as associates and clinical chemists. When he started his firm, he made two key decisions that positively impacted his revenue.
- Making a strategic decision to focus on higher-level positions such as directors, VPs, and C-level executives.
- Moving from Contingency to Retained search model.
The first item above is not an easy transition. Jeff decided to no longer accept managerial placements but rather focus on executive-level positions. Here are the two takeaways:
Making a Conscious, Strategic Shift – He decided to position himself exclusively for senior director-level and above roles. This meant actively telling the market, “No, I don’t work at that level; I only recruit senior executives.” By consistently reinforcing this message, he established himself as a specialist in executive recruitment.
Leveraging Long-Term Relationships – Over time, the professionals he had placed in junior roles advanced in their careers, moving into managerial and director positions. He capitalized on these relationships, using his existing network to transition into higher-level placements.
He also had the same mindset when he switched from a contingent to a retained search model. He shared that for him to have the ability to make strong choices such as this decision to switch, he had to ensure that he kept his housekeeping in order. “I made a strategic choice to live within my means. And when I made. When I made these choices, I was like, okay, you’ve got enough. You’ve got enough Runway where you can do it.”
Why Going Back to the Basics is Essential in This Market
A key topic that resonates with me is how Jeff deals with the current market difficulty in the pharmaceutical and biotech industries.
“I think the pharmaceutical and biotech industry has had a rough year and there’s this balancing act that I’m going through in my brain. Do I go back to contingency when times are tough? Like, like what do you know? What do I do?”
If you can relate to how Jeff felt, I am sure you will appreciate his strong sense of accountability and self-awareness.
“And I, and I have found that I’m not, I’m not doing my job as well as I should. So it’s now for me it’s a time to get back to the basics. And I think that’s what 2025 is. It’s getting back to doing the job properly, you know, and, and you know, and I fault myself because I should have known this, but sometimes you don’t see it, but really like sitting here now, it’s just getting back to the basics. So I’m excited and that’s exciting to me. It’s like the realization is I gotta go back to the basics. I gotta start hammering out the phone calls and it’s exciting.”
Such an admirable mindset!
