Beyond Recruitment: Tom Edmondson-Matthews on Leadership, Change, and Executive Search
Welcome back to TheMorePeople Podcast, your go-to space for insights, strategies, and stories from the world of recruitment, agribusiness, fresh produce, food, and horticulture. In our latest episode, we sit down with Tom Edmondson-Matthews, Associate Director at MorePeople, to explore his journey through recruitment, how executive search is changing the game, and what the future holds for the industry.
From Sales to Search: A Winding Path into Recruitment
Tom’s career journey wasn’t a straight line into recruitment. After graduating from university, he initially bombed his first interview with a recruitment firm in Norwich, a moment he candidly chalks up to student arrogance. What followed was a variety of customer-led sales roles, a life-changing stint in Canada, and eventually, a return to the UK with new perspective and a growing family.
His re-entry into the job market, and a frustrating experience with recruiters, lit the spark. “I thought, I must be able to do a better job than this,” he laughs. A serendipitous meeting with MorePeople’s Andy later turned into a second meeting with Guy and Pete and the rest is history. Nearly eight years on, Tom hasn’t looked back.
Shifting Gears: Moving into Executive Search
Tom’s career within MorePeople has seen significant evolution, especially in the past 18 months. Originally focused on commercial recruitment, he has transitioned into senior-level executive search. A more strategic and nuanced approach to talent acquisition.
“We’ve moved from segmenting roles by category and geography to now focusing on confidential, senior-level appointments - the kind where you can’t just rely on the database,” Tom explains. This model demands deeper market insight, more legwork, and a higher level of trust between recruiter and client.
The Power of Partnership
One of the standout themes from Tom’s experience is the genuine sense of partnership that comes with executive search. “When clients retain us, they open up. They trust us with vulnerabilities, growth plans, succession issues and that makes the whole process more collaborative and meaningful.”
The difference is clear. While contingent recruitment (the traditional model) still plays a huge role and is something MorePeople excels at, the executive search process enables more strategic conversations. “You’re not just filling a vacancy; you’re shaping the leadership of the future.”
Industry-Specific Knowledge is Everything
Recruitment in sectors like agriculture, fresh produce, and food manufacturing isn’t straightforward. These industries are “incestuous,” as Tom puts it - highly interconnected, with talent often moving across companies, competitors, and even categories.
That’s where MorePeople’s cross-sector network becomes invaluable. “Someone from a salads business might move into ornamentals. Someone in vegetables could go into fruit. The trick is understanding the culture, pace, and commercial DNA of each business and whether a candidate can adapt.”
It’s this insider knowledge that enables the team to suggest left-field, high-value candidates who might not tick the obvious boxes but end up being the perfect fit.
Recruitment as a Competitive Sport
Tom, a former sportsman, likens recruitment to competition. “Even with a 30–40% fill rate on contingency, which is above the national average, you’re still losing 60% of the time. That’s a tough mindset to maintain.”
Executive search flips that model. With higher retention and fill rates, it’s less about chasing the win and more about building enduring relationships. But it comes with its own challenges especially in gaining recognition for what MorePeople can do at that level.
“We’ve had long-standing clients go straight to the ‘Big Four’ for their C-suite hires without even talking to us,” Tom admits. “And that’s frustrating because we do this work. We live and breathe these industries.”
What’s Next: Feeding the Nation with the Right People
So what’s exciting Tom about the future? It’s the opportunity to shape the future of food, agriculture, and fresh produce, not just by filling jobs, but by influencing what the next generation of leadership looks like.
“These industries need fresh blood. They need leaders who think differently. And we’ve now got the platform to help businesses find those people, whether it’s succession planning, board diversity, or building from the ground up.”
The MorePeople Exec Search offering is already working with businesses Tom admits he wouldn’t have imagined 18 months ago. “It’s opened doors to some of the most transparent, high-level conversations I’ve ever had in my career.”
Final Thoughts: It’s Not Just About Talent - It’s About Fit
The final takeaway from Tom is clear: successful executive recruitment isn’t just about identifying the right skills. It’s about aligning personalities, aspirations, business models, and future visions. “It’s not always about who has the exact experience. Sometimes it’s about who fits the journey, who can take the business where it wants to go.”
