How Recruiters Stand Out In Saturated Markets | Adam Wagster (EP 90)

What does it take to build a recruitment business that survives 20 years, thrives in a saturated UK market, and still wins through relationships in an AI-driven world?In this episode, I’m joined by Adam Wagster, CEO of Uniting Ambition, a technology recruitment business approaching its 20th anniversary. Adam has spent over two decades in recruitment, scaling teams, navigating private equity backing, surviving market downturns, and building long-term client relationships in one of the most competitive sectors in the UK.Topics Discussed:✅ Building a recruitment business that lasts 20+ years✅ Why Adam doubled down on the UK market when others left✅ Standing out in saturated recruitment markets✅ Why relationships still outperform transactional recruitment✅ The importance of customer experience & service in recruitment✅ Narrow niche vs broad market, finding the right balance✅ How to define your ICP (Ideal Customer Profile) properly✅ Why most recruiters are too broad in their approach✅ Building long-term client partnerships that survive market cycles✅ The rise of AI, automation & how recruiters should adapt✅ Recruitment growth, scaling & private equity backing✅ Why recruiters should think like advisors, not suppliers✅ The reality of recruitment through COVID, boom years & downturns✅ Candidate experience, interview prep & improving conversions✅ Learning & development, why experienced recruiters still need coaching✅ Marginal gains & improving performance in recruitment teams✅ How recruiters get 1% better through consistency & continuous improvement⏱ Timestamps:00:00 – Intro & welcome00:46 – Meet Adam Wagster & intro to Uniting Ambition01:17 – Adam’s recruitment journey & 20 years of business03:33 – Building long-term teams through market ups & downs04:33 – Why Adam doubled down on the UK market06:49 – Is the UK recruitment market still worth it?09:12 – Why recruiters leaving the UK creates opportunity11:16 – Service, reputation & customer experience in recruitment12:01 – Transactional recruiters vs relationship-led recruiters14:28 – Why relationships still win in recruitment18:24 – Defining your ICP properly20:21 – Narrow niche vs broad market focus22:34 – Why most recruiters are too broad24:35 – Go-to-market strategy & target lists27:16 – Going too niche & scaling challenges28:41 – Breaking into enterprise clients29:30 – International expansion vs dominating locally31:50 – Why Adam believes the UK market will recover54:30 – Candidate prep, interview coaching & improving placements01:06:03 – Why recruiters need more training & coaching01:07:04 – Marginal gains, L&D & recruiter performance01:08:28 – Final thoughts & outro🐋 Podcast Sponsor – SourceWhaleThis episode is sponsored by SourceWhale, the multi-channel outreach platform I personally use and recommend to recruiters and founders.SourceWhale helps you combine email, LinkedIn, calls, and tasks into one structured, consistent BD workflow, without relying on spray-and-pray automation.👉 Book a demo here:⁠https://sourcewhale.com/book-demo/?utm_source=partner&utm_medium=podcast&utm_campaign=&utm_term=charles_kyriakou&utm_content=book_a_demo⁠Mention The 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you book.Connect with Adam:💻 LinkedIn: ⁠https://www.linkedin.com/in/adamwagster/⁠Connect with Me:💻 LinkedIn: ⁠https://www.linkedin.com/in/charleskyriakou1/⁠📲 TikTok: ⁠https://www.tiktok.com/@charles.kyriakou⁠🍏 Apple Podcasts: ⁠https://podcasts.apple.com/us/podcast/1-better-recruitment-podcast/id1775201502⁠📺 YouTube: ⁠https://www.youtube.com/@1PercentBetterRecPod⁠🌐 Website: ⁠https://www.inf1nitelearning.com/⁠