The Resilient Recruiter Recruitment Agency Growth: How to Go from Contingent to 10 Retained Searches, with Matt Rooney
For years, Matt Rooney did what a lot of capable recruiters do. He stayed busy. Took the work that came in. Said yes more often than he should have.
Inside private equity, that turned him into what he later called a "utility recruiter". Useful, but reactive. Some years were strong. Others weren't. And it never quite felt like a real partnership with clients.
Two decisions changed the direction of his business.
Matt narrowed his focus to one role inside private equity: business development and deal origination. Then he made the shift from contingent to retained.
Today, Matt is the founder of Coastal Partners. He's gone from closing 3–4 retained searches in his first year as a specialist to being on track for 10 retained searches this year, with the majority of his work now retained.
In this episode of The Resilient Recruiter, Matt breaks down what actually made that transition possible. Not theory. Not scripts. Real decisions, real resistance, and what changed once clients started committing up front.
This conversation is especially relevant if you run a recruitment agency, lead a small firm, or feel stuck in feast-or-famine despite working hard.
What you'll learn:
Why being a "utility recruiter" keeps agencies reactive
What changed when Matt stopped taking every job
How he handled the "no retained experience" objection
Why specialisation built confidence and credibility fast
How original market data helped him become a trusted partner
Why predictability mattered more than volume
Episode timestamps:
[00:33] Why does contingent feel reactive
[03:02] How Matt fell into recruitment
[07:11] Feeling stuck as a utility recruiter
[12:44] Resisting the idea of niching down
[15:18] Why specialisation changed client relationships
[19:03] Making the move to retained
[20:39] First retained searches and predictability
[27:40] Mapping the market and building authority
[34:16] Publishing hiring reports and compensation data
[35:25] Launching the Deal Sourcery podcast
[50:31] Hosting a live panel at a PE conference
[55:56] Why Matt would specialise sooner
Guest bio:
Matt Rooney is the founder of Coastal Partners and specialises exclusively in business development and deal origination roles within private equity. After nearly a decade recruiting across PE functions, Matt made the decision to focus on one specialty. In his first year as a retained specialist, he closed 3-4 retained searches. This year, he's on track to close 10, with the majority of his business now retained. Matt has become a recognised authority in his niche through original market research, publishing quarterly BD hiring reports and an annual compensation survey. He co-hosts the Deal Sourcery podcast with Dan Her—the only podcast dedicated specifically to business development professionals in private equity.
Connect with Matt:
LinkedIn: Matt Rooney
Coastal Partners: website
Deal Sourcery Podcast: website
About The Resilient Recruiter:
The Resilient Recruiter is a weekly podcast for recruitment agency owners and search firm leaders building sustainable, profitable businesses. Host Mark Whitby interviews industry leaders who share the strategies, systems, and mindsets behind their success—including the mistakes they made along the way. Learn from their experience to avoid the pitfalls and accelerate your results..
Since 2001, Mark has coached over 800 recruitment business owners across 34 countries. The podcast brings you the same frameworks and insights Mark teaches in his coaching programs—free every week.
Connect with Mark:
Free strategy session: recruitmentcoach.com/strategy-session
LinkedIn: Mark Whitby
Instagram: @RecruitmentCoach
Subscribe to The Resilient Recruiter for weekly conversations with recruitment leaders who are building businesses that give them freedom, profit, and lasting impact.
If you want to future-proof your recruitment business without burning out, this episode is a must-listen.