Most recruiters talk about “quality.”

Richard Locke built an entire firm around it.

On the latest episode of Recruiter Wins, I sat down with Richard Locke, founder of Locke Search Group (founded in 1983)—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 moments that hit hard:

• He started as a one-person shop… and drove a taxi at night during a brutal recession to keep the dream alive.
• Growth wasn’t random—it was opportunistic + 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 tools… 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 (and a few lines you’ll probably steal for your own training doc).

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