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Ever wondered what separates average recruiters from million-dollar billers? Mollie Gunn, Director i-Pharm Consulting , pulls back the curtain on the strategies that transformed her from rookie recruiter to industry powerhouse.
Mollie’s approach to business development defies convention. Instead of chasing quick wins, she builds success through persistence, even calling prospects for years before landing them. "I'm relentless, I will not give up," she says, a mindset that has won her major accounts once thought unattainable.
The episode dives deep into practical techniques that any recruiter can implement immediately. From creating structured BD blocks in your calendar to insisting on proper job briefings (never just over the phone), Mollie reveals the disciplined habits that drive exceptional results. Her signature question—"Why?"—serves as both a powerful objection handler and a tool to uncover clients' true needs during discovery calls.
Perhaps most refreshingly, Molly challenges the transactional approach that plagues many recruitment businesses. She confidently articulates her value proposition to clients, standing firm on fees while offering creative alternatives like extended guarantees for retained work. "If the only thing you can negotiate on is price, I don't know if I really want to work with you," she states, embodying the confidence that has earned her trusted advisor status with clients.
Whether you're new to recruitment or looking to break through to the next level, this episode delivers actionable insights that will transform how you approach business development, take job briefs, and handle objections.

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