What if your “biggest win” as a recruiter wasn’t a placement but helping someone buy the company they were hired to run?

That’s exactly what happened in this week’s episode of Recruiter Wins with my guest, Matt Erhard, Managing Partner at Summit Search Group.

Matt tells the story of a commercial cleaning company in Winnipeg (yes, one of those “unsexy” industries candidates usually don’t line up for) that needed a GM so the founders could step back.

This company had no prior experience working with a search firm, no talent pipeline for this kind of role and an industry most candidates turned down on sight.

Matt not only filled the role but two years later, the GM he placed bought the business and is now growing it and creating opportunities for others.

A few things that really stuck with me from this conversation:.

• Unsexy industries can hide incredible opportunities.
  When you stop leading with “commercial cleaning” and start leading with ownership path, stability, and growth, the whole conversation with candidates changes.
• In-person networking still works if you treat it like a marathon.
  Matt’s relationship with this client started in a local business association he’s attended every Friday for 14 years. He never hard sells but instead simply shows up week after week.
• You don’t always want industry experience.
  The winning candidate came from transportation, not cleaning but brought sales leadership, entrepreneurial drive and ambition that matched the owners’ long-term vision.

If you’ve ever wondered how to:

• Win business from long-standing local companies
• Sell “boring” industries to high-caliber talent
• Play the long game with relationships and still drive ROI

…this episode will hit home.