And it's breaking that recruiter mentality of doing that.

If you move away from a 360 model and you accept in a small business, if you've got a small business with five or six people on, you can make all the money that you need.

You don't need any more than that, really, if it's done properly.

So the majority of those people will be candidates facing or existing client facing, which is relatively simple in the great scheme of things.

The owner should be very much focused on targeting um high value clients and i don't mean big clients necessarily because quite often they're not high value at all yeah the amount of money that you make off those clients net profits is is tiny so your definition of a high value client i mean there's a standard definition for it what a high cloud i clock the high value client looks like but to target them and it's called strategic bd so you've got tactical bd which is chasing vacancies And if you've got to do that, you've got to do it.

Good luck with it.

But that is not really the way to grow a scalable business.

If someone was listening and wanted to build a sellable business, where should they start?

Of

course I will, yeah.

No, I think that obviously we can all see the markets changing dramatically.

AI has turned up and it's disrupting things.

Some things are better than some things are worse.

LinkedIn is changing its policies now.

As you may have noticed, there's a lot less impressions on posts.

And I'm like, so what, looking back now with all you've been through, what would you say to those