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IT Staffing Success: How to Grow Your Desk to Over $1,000,000 per Month, with Jodi Kulek Mayer, Ep #85

Jul 28, 2021

A successful recruiter’s mindset is not focused on closing a deal but rather on opening relationships. Indeed, recruiting is a relationship business and that is why my special guest, Jodi Kulek Mayer believes that this is the number one key to her longevity in the business. In this episode, Jodi will share how she builds relationships and how it led to her growing her IT staffing desk to 80 consultants on billing and eventually starting her own staffing firm.

Jodi is an IT staffing veteran and the founder of Clearmont Technologies, Inc. a WBENC-Certified Women's Business Enterprise. Starting in the recruitment industry in 1992, Jodi has placed hundreds of IT people both as employees and consultants at companies in the financial, consumer product, non-profit, and e-commerce industries. Many of Jodi’s clients have worked with her since the beginning of her career. In fact, many of the candidates she placed later became her clients. Jodi is also the host of Tech Talent Today, a podcast where IT professionals can get fresh ideas and inspiration on how to propel their tech career to the next level.

Episode Outline and Highlights

  • [1:30] Growing to 80 IT consultants on billing as an account manager - how did Jodi do it? [5:20] Two big reasons why Jodi prefers placing consultants rather than permanent employees.
  • [10:05] Winning key accounts - Jodi tells a fun story of pitching for what eventually became the biggest account in her career. Best practices shared.
  • [12:20] Moving in and becoming “part of the furniture” -- keys to building successful business relationships.
  • [18:37] Breaking the “golden handcuffs” -  What made Jodi decide to build her own staffing firm? 
  • [22:24] Jodi’s key advice for business longevity plus her story of how she started in 1992 and what the industry was like back then.
  • [26:35] What made Jodi start her own podcast? 
  • [30:30] What does the future hold for Clearmont Technologies?
  • [31:40] Top tips to be successful in this business.
  • [34:30] Jodi’s biggest roadblock in building her own firm and how she overcame it.

Exploring the Option of Placing Consultants

As a veteran recruiter, Jodi revealed her approach in terms of placing consultants on billing. I also asked why Jodi has a preference for placing consultants or contractors rather than permanent direct-hire employees. Are you also interested in exploring this market opportunity for your recruitment practice? Jodi shared two benefits in doing so:

  • “It is like dating versus getting married” - as it is much easier to just say yes to a date than getting married. With this analogy, Jodi believes that the whole process can be very fast. 
  • The biggest benefit is having a recurring revenue stream that sustains you even when times are tough.

The reasons laid out by Jodi come with a tremendous advantage. Hear more of her story and how she builds relationships to win businesses.

Breaking the Golden Handcuffs

Jodi was doing really well with her previous firm - building an excellent team and generating very high revenues. But what made her decide to step out and create her own IT staffing firm? For Jodi, it was like “breaking the golden handcuffs.” She shared how work-related stress leading to hospitalization made her realize that she was unhappy which then eventually led to her starting her own firm with the support of her husband. Her business is now up and running for eight years as of today.

As you listen to Jodi’s story, you will realize that this is a story of resilience and overcoming adversity. You may be able to relate in case you are planning to start your own business. Remember, there is never a right time or the best time to start. 

Building Relationships is the Key

Being a veteran since 1992, I asked Jodi for her top tips or keys to success in the recruitment business. For her, it was plain and simple. “For sure, number one is relationships” is how she described it. In our entire conversation, you will understand why she believes that this is important when it comes to building your business and resolving problems. Her longevity in the business can be attributed to her relationship building, and her stories of specific events prove just that.

Jodi Kulek Mayer Bio and Contact Info 

 

Jodi Kulek Mayer, an IT Staffing Veteran since 1992, is the founder and president of Clearmont Technologies, Inc. a WBENC-Certified Women's Business Enterprise. Her extensive career of working for staffing companies focused on corporate policies motivated her to start her own firm  with a focus on understanding client needs and a candidate’s professional and personal goals to establish right and long-term matches

Jodi is the host of Tech Talent Today, a podcast where you can get fresh ideas and inspiration on how to propel your tech career to the next level.  She speaks with IT leaders about challenges they faced and how they overcame them.

Outside of work, she enjoys skiing and scuba diving with her family.

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