Most recruiters talk about “quality.”

Richard Lock built an entire firm around it.

On the latest episode of Recruiter Wins, I sat down with Richard Lock, founder of Lock Search Group, and instead of one “big recruiting win,” Richard shares the playbook behind building a national agency that’s thrived through recessions, industry booms and massive shifts like LinkedIn + AI.

A few highlights:

- He started as a one-person shop… and drove a taxi at night during a brutal recession to keep the dream alive.

- Growth was opportunistic and intentional, including a defining moment in 1999 when his firm won a nationwide project to build an entire specialty sales force across Canada.

- His “secret sauce” isn’t sourcing tool. It’s knowing the story behind the story (and protecting clients from time-wasters).

- He’s adamant about something too many recruiters forget: candidates are clients and clients are candidates. Treat both with the same respect.

- And the big one for every agency owner: your business has to pivot. What worked 10 years ago won’t carry you now.

If you run a desk, lead a team, or own a firm, and you’ve felt the pressure of a changing market, this episode is full of timeless lessons.

Listen to this week’s Recruiter Wins with Richard Lock wherever you get your podcasts.