EP 58 From Fax Machines to AI: The Evolution of Recruitment w/Stuart Biggs
In this episode of The 1% Better Recruitment Podcast, I’m joined by Stuart Biggs — veteran recruiter, sales leader, and someone who’s witnessed recruitment evolve first-hand from the days of fax machines to today’s AI-driven landscape. Recorded in March 2025, we dig into how recruitment has changed over the decades, why sales culture has declined in many agencies, and what leaders can do to rebuild it without burning their people out. From BD sprints and phone calls to automation, AI, and hiring on behaviours rather than just qualifications, Stuart shares raw lessons and timeless truths about what really drives success in recruitment. This is a practical and unfiltered conversation about how the industry has evolved, where it’s heading, and how recruiters can adapt without losing the human touch. We cover: ✅ The evolution of sales culture in recruitment (and why it’s faded) ✅ Fax machines, cold calls & CRMs — what’s changed and what hasn’t ✅ How to balance automation, AI & human connection ✅ Creating non-negotiable sales sprints that actually work ✅ Why “keeping the tap on” stops feast-or-famine billing ✅ Hiring on behaviours vs. qualifications (and why it matters) ✅ How working from home has reshaped recruitment culture ✅ Building resilience, consistency & long-term relationships Whether you’re a recruiter curious about how the industry has evolved, or a leader wanting to future-proof your business, this episode is packed with insights you won’t hear anywhere else. Timestamps: 00:00 – Introduction & Stuart’s background in recruitment 02:00 – From fax machines to AI: how recruitment has evolved 07:40 – Sales culture then vs now 13:20 – Why recruiters are losing BD skills post-COVID 20:10 – Balancing automation, AI & human touch 26:30 – Non-negotiable sales sprints explained 34:00 – The “warm bath” analogy for consistent pipelines 42:00 – Hiring on behaviours vs qualifications 50:20 – How working from home has affected sales culture 58:30 – Diversity, inclusion & opportunities for underprivileged talent 01:05:00 – Training, sharpening the saw & constant development 01:12:40 – Stuart’s 1% Better tip Connect with Stuart Biggs 🔗 LinkedIn: https://www.linkedin.com/in/stuart-biggs-b1415289/ Connect with Charles Kyriakou 🔗 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 🎧 Spotify: https://open.spotify.com/show/46LjJfwiwqD8xY0FjQW5Wy 📰 LinkedIn Newsletter: https://www.linkedin.com/newsletters/7244346543967731712 👇 Enjoyed this? Like, comment & subscribe — and share it with someone who needs to hear it.
