Inside Recruitment: Lessons from 20 Years on the Front Line - A Conversation with Richard Hanwell
Welcome to another edition ofThe MorePeople Podcast, where we unpack the real stories, strategies, and shifting landscapes of the recruitment world. In this episode, CEO Andrew Fitzmaurice sits down with More People's very own Managing Director, Richard Hanwell, to reflect on his nearly 20 year career in recruitment. From navigating technological shifts to coaching the next generation of recruiters, Richard shares candid insights you won’t want to miss.
Falling Into Recruitment – And Staying for the Ride
Like many in the industry, Richard didn’t initially plan on a recruitment career. “I fell into it,” he admits. “I was disillusioned with my own job, looking for fewer hours and ironically found a role that required more!” What began as a “stop-gap” turned into an 18-year journey spanning sectors, borders, and leadership roles.
What drew him in? “I'm an extrovert. I love talking to people. And the role allowed me to leverage that every single day while earning money and building a career.”
From Job Boards to AI: A Changing Landscape
Over the years, Richard has seen seismic shifts in how recruitment is done. “When LinkedIn came along, I thought, ‘surely this is going to kill agency recruitment,’” he laughs. Instead, it became another tool in the arsenal.
But if you ask him, the biggest shift isn’t technology, it’s power dynamics. “It’s very much a candidate-led market now. The first stage of an interview is often seduction. You need to sell the role and the company before grilling the candidate.”
And what about AI? Richard doesn’t see it as a threat. “It’s like psychometric testing or automation, it should enhance the process, not replace it. The human element, especially building relationships with passive talent, can’t be replicated.”
What Makes a Great Recruiter?
When it comes to recruitment success, Richard is clear: resilience, curiosity, and the ability to be uncomfortable. “This job can hit you hard. You get knocked down, and you have to get back up. Like in sport, that bounce-back factor is essential.”
He’s also looking for people who want to keep evolving. “You’ve got to be OK with repetition but also crave variety. The role changes over time, from desk work to networking, hosting events, and yes even podcasting.”
One trait he values most is curiosity. “We’re naturally curious people. We pause TV shows to Google something. We want to understand what makes people tick. Why someone took a risk, made a move, or changed industries. That drive to ask better questions makes you better at this job.”
Staying Ahead of the Curve
How does Richard stay informed in a fast-changing industry?
He surrounds himself with smart people: mentors, non-exec directors, and industry peers.
He reads widely, follows leaders like Greg Savage, and keeps an ear to the ground through events and networking.
He still values the phone and face-to-face interaction above all. “Your phone is your best friend. It’s the best tool we’ve got.”
He loved a recent quote from Princess Anne: “If you’re not networking, you’re not working.” For Richard, that line couldn’t ring more true.
Final Advice: Get Comfortable Being Uncomfortable
If Richard could go back and give advice to his 24-year-old self? “Push yourself outside your comfort zone earlier. Don’t fear the risk. Public speaking used to terrify me. Now I speak in front of MDs, lead debates, and it doesn’t phase me. That’s growth.”
Whether it’s moving abroad, hosting meetings, or taking on new challenges, every moment of discomfort has been a stepping stone to success.
