How to Manage $25 Million in Annual Billings for a Single Client, with Gina Matteson, Ep #223

The Resilient Recruiter

In this episode, we dive into the challenges and rewards of managing enterprise clients. Drawing from over two decades of experience in the Recruitment & Executive Search Industry, Gina Matteson shares her learnings from handling large-scale clients effectively. Gina and I discussed strategies for effective stakeholder management, navigating complex challenges, and delivering exceptional value.

Gina is the Founder & CEO of GemTek Recruiting. They strategically partner with clients in Connective Intelligence is our groundbreaking recruitment solution that combines the power of advanced AI with a reliable commitment to genuine human interaction.

With over two decades of hands-on sales & recruiting experience in Canada & the US, Gina's passionate approach to work is underscored by an unwavering commitment to prioritizing relationships above all else.

Episode Outline and Highlights

• [01:35] How Gina found her way into the recruiting world.

• [03:38] What led Gina to start her own business?

• [05:18] Enterprise Insights: Valuable lessons Gina learned from working with big clients.

• [16:14] How Gina tackled a major challenge—a 15% pay rate cut.

• [23:06] GemTek's Rollercoaster Ride: The highs and lows of launching Gemtek.

• [26:36] Gina’s unique recruitment strategy, blends AI with a personal touch.

• [34:26] A dive into Gina's book and the toughest battles she faced.

$25 Million Annual Billings for a Single Enterprise Client

Gina’s diverse experience working with enterprises like American Express, Honeywell, and Google puts her in a great position to offer perspectives and strategies when working with large clients. She highlighted her experience working for a $2B organization, American Express. She shared what led to her success, which includes annually bringing in $25m in revenue for the client.

One key component is bringing people together, communicating, and bridging the gap between large organizations within the organization. Gina said, “Bringing those groups together and kind of bridging that gap, regular meetings, I would often bring different stakeholders together and actually host a meeting within the organization because one group could be asking for something and then another group, it doesn't work with them.”

You will also hear about the biggest challenges she faced when she had to undergo an audit stating that she owed $10m from her client and how she dealt with a 15% pay cut that also affected her subcontractors. Her stories are not only inspiring but also reminders of the importance of thinking on your feet, being organized, and transparent stakeholder management.

AI Meets Empathy: Extensively Utilizing AI Without Sacrificing the Human Element

A GemTek methodology is pragmatically utilizing AI. Gina shared how AI helps in initial resume sifting, and narrowing down candidates for interviews. They also shared their tools, such as ChatGPT and other ATS (Applicants Tracking System). They balance technology use by advocating the importance of the human element. During in-depth interviews, personality, and technical assessments, Gina believes that “in recruiting, the human element for me and for my organization can never take a backseat to anything.”

Do you have the same approach when it comes to AI?

A Dive into Gina’s Book and Her Story of Resilience

It is not directly related to recruitment, but we also touched upon Gina’s story of resilience and the most significant adversities that she had to navigate. She shared what inspired her to write her semi-autobiographical novel, A Thousand Masks. Aside from professional challenges, Gina also opened up about a deeply personal story of resilience that has shaped her life and her business. Listening to her journey can remind us that we can turn adversity into strength and use our experiences to help others.

Our Sponsor

This podcast is proudly sponsored by i-intro

i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained

Gina Matteson Bio and Contact Info

Gina Matteson is a seasoned thought leader celebrated for her triumphs in sales and recruiting within the Recruitment & Executive Search Industry. With over two decades of hands-on experience in Canada and the US, Gina's passionate approach to work is underscored by an unwavering commitment to prioritizing relationships. Her consultative methodology ensures clients, candidates, and employees receive the respect they deserve while collaboratively crafting tailored solutions. As the Founder & CEO of GemTek, she leads a professional services and recruitment firm with a rich legacy on both sides of the border, known for its transparent and partnership-driven approach. Beyond her professional achievements, Gina is an inspiring entrepreneur and acclaimed #1 International Best Selling author, advocating for personal growth and resilience through her novel, "A Thousand Masks." With remarkable tenacity and creative vision, Gina Matteson is a force making a lasting impact in both the business and literary worlds.

• Gina on LinkedIn

• Gina’s website link

• GemTek website link

• GemTek on Facebook

• GemTek on Instagram

People and Resources Mentioned

• A Thousand Masks, by Gina Matteson

Connect with Mark Whitby

• Get your FREE 30-minute strategy call

• Mark on LinkedIn

• Mark on Twitter: @MarkWhitby

• Mark on Facebook

• Mark on Instagram: @RecruitmentCoach

Subscribe to The Resilient Recruiter

If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.