The Resilient Recruiter How I Won Retained Clients by Starting with Two-Week Trial Periods, with Maddie Loomis, Ep #236
From working 90-hour weeks in tech recruitment to building a thriving healthcare practice that runs on 50 hours, Maddie Loomis discovered that sometimes doing less is the key to achieving more. After launching Advanced Scope, she specialized in orthopedics and sports medicine recruitment. She doubled her revenue by shifting from contingent to retained search and building the right team while working nearly half the hours.
Maddie is the founder of Advanced Scope and the host of the Healthy Careers podcast. Join us as she shares her journey and the key decisions that transformed her business into what it is today.
Episode Outline and Highlights
-
[01:58] From fundraising to recruitment - Maddie's unexpected path into healthcare recruiting
-
[03:39] Why leave tech? Maddie’s decision to start Advanced Scope
-
[03:52] Choosing healthcare and orthopedics specialization despite tech background
-
[15:01] The game-changer: Moving from contingent to retained search
-
[16:37] Innovative "dating period" approach to client relationships
-
[27:39] Building the right team: Finding people who share your values
-
[30:34] Unique co-working approach to testing team fit
-
[35:56] Creating sustainability: Journey from 90 to 50-hour weeks
-
[43:24] Leveraging the Healthy Careers podcast for business growth
-
[45:23] Converting podcast guests into business relationships
-
[47:21] Future vision: Creating a self-sufficient team
How This Healthcare Recruiter Doubled Revenue with a Simple Shift in Business Model
When Maddie experienced the frustration of losing three months of work when a contingent client suddenly decided to hire internally, she knew something had to change. The reality of contingent recruiting meant competing with multiple agencies and often sending candidates to several practices to maximize placement chances.
"If I'm contingent working on your role, and I know that there's absolutely, you know, like a 15 to 20% chance that I'm filling this position, I'm going to type in where your practice is and look up every other practice within that region that I could send that candidate to."
Her solution? An innovative "dating period" approach that starts contingent on testing the relationship before transitioning to retained. This allows both parties to ensure fit while demonstrating the value of a committed partnership. The strategy proved transformative - doubling her income from year one to year two while improving client relationships and candidate experience.
When presenting retained partnerships, Maddie addresses common client frustrations with contingent recruitment head-on. She helps them understand that without mutual commitment, they're competing not just for candidates but with other opportunities their recruiter is pursuing. As she explains, "It's not about the money. I want you to show me that you're in this with me and that you actually want me to win."
The result? A more predictable business model, higher-quality client relationships, and the ability to focus deeply on fewer, more committed searches. Most importantly, it created the foundation for a sustainable business that serves both clients and candidates more effectively.
Building a Recruitment Business That Doesn't Depend on You
Working late nights and answering Slack messages on her wedding day wasn't what Maddie envisioned when starting her recruitment business. "I got to the point where it was like, okay, either I'm going to burn out and this is going to be short-lived, or I'm going to get the right people on the bus and give them the trust to do the things."
She realized that she had to hire the right team members for her business to be self-sustaining. Here are the key action points she took:
-
Created a unique "co-working" approach to test cultural fit before hiring
-
Empowered team with up to 50% commission structure
-
Built systems that allow people to run their own "mini-businesses"
-
Reduced hours from 90 to 50 while doubling revenue
-
Focused on being a visionary instead of doing everything herself
Today, her business thrives on trust, autonomy, and shared values rather than founder dependency. Do you envision your recruitment business to be the same?
Podcasting to Engage with Audience and Future Business Relationships
Madison effectively uses her podcast, "Healthy Careers," to engage with her audience and build business relationships. Here is a summary of how she is doing this:
Madison's podcast allows her to connect with her audience and potential clients on a personal level. She shares insights and experiences that give listeners a better understanding of her expertise and the market. By recording three to four podcasts a week, she ensures consistent engagement with her audience, providing valuable content and building rapport with listeners.
The podcast is a platform for developing long-term relationships with clients and partners. Through the podcast, Madison gets a feel for the market pulse, which helps in better conversations with clients.
Madison's strategy of sending personalized gifts like engraved Yeti cups and gift cards to podcast guests fosters a sense of exclusivity and gratitude. This thoughtful gesture reinforces the relationship and keeps their brand top of mind. Business conversions may not be immediate, but the trust built over time through high-touch follow-ups and engaging content helps convert podcast guests into clients in the future.
Madison Loomis Bio and Contact Info
Maddie has a background in healthcare, finance, and technology as both a recruiter and HRBP. After 8 years in Corporate America, she set out to reshape the typical staffing approach. She is now the owner of Advanced Scope - a boutique search firm focused on permanent, direct hire for Orthopaedic & Sports Medicine private practices in hiring clinical and leadership positions.
-
Maddie on LinkedIn
-
Maddie on Instagram
-
Maddie on X
-
Maddie on Youtube
-
Advanced Scope website
-
Advanced Scope on Facebook
People and Resources Mentioned
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