The Resilient Recruiter How to Win New Clients Using a Monthly Partnership Model, with Julia Arpag, Ep #237
From being laid off at 5 weeks postpartum to generating nearly $700K in 14 months, Julia Arpag demonstrates how embracing change can lead to extraordinary success. After launching Aligned Recruitment, she developed a unique retainer model that transformed client relationships and created predictable revenue while building a remote team that serves clients internationally.
Julia founded Aligned Recruitment, specializing in tech recruitment for small and medium-sized businesses. Join us as she shares her journey from unexpected layoffs to building a thriving recruitment practice.
Episode Outline and Highlights
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[01:28] Journey into recruitment through college admissions.
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[03:17] The layoff that sparked entrepreneurship - 5 weeks postpartum.
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[08:11] Starting the business part-time during maternity leave.
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[16:49] Developing a unique monthly retainer model.
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[21:02] Creating trust through a generous partnership approach.
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[25:10] Building and structuring a remote team.
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[30:34] International recruitment strategy and market focus.
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[39:41] Handholding new clients.
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[49:26] Detailed breakdown of successful sales campaigns.
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[54:14] Running multiple lead generation campaigns.
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[57:15] Faith, family, and building with purpose.
Reimagining the Recruitment Business Model
Julia developed a distinctive monthly retainer model that transformed how she partners with clients:
"A lot of recruiters only charge fee-based. So they're like, wait, you want me to pay you before you've given me a hire? Like, that's psychotic... I want to be your go-to recruitment partner for the entirety of the existence of your business."
Julia's retainer model in recruitment operates on a monthly subscription-like approach, charging clients based on the number of roles they need to fill rather than per placement. Here's how it works and its unique benefits:
How the Retainer Model Works:
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Flat Monthly Fee: Clients pay a monthly retainer based on the estimated time and effort required to fill their roles.
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Per-Role Pricing: The fee scales with the number of roles, offering discounts for higher volumes (e.g., five or more roles).
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Flexible Engagement: Clients can start with a single role to test the service and then expand based on their hiring needs.
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Transparent Estimation: Julia provides upfront estimates for time-to-fill, often under-promising and over-delivering.
This approach translates to unique relationships, repeat business, and client trust building as summarized below:
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Cost Efficiency: Clients avoid paying steep, one-time placement fees, even if multiple candidates are hired for a single role.
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Trust and Partnership: The model fosters long-term relationships, positioning Julia as an extension of the client’s team rather than a transactional vendor.
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Predictability: Fixed monthly costs provide budget certainty, even for complex or ongoing hiring needs.
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Comprehensive Support: This option is ideal for smaller businesses without in-house recruiting teams. It offers a "fractional recruiter" who handles all hiring needs without the risks of permanent staff.
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This model balances generosity with strategic value, prioritizing trust and repeat business over short-term gains.
Building a Systematic Sales Campaign
Despite never closing a deal before launching her business, Julia developed a systematic sales approach that helped her reach nearly $700K in 14 months. She shares her exact process:
Lead Research: "I have someone on Fiverr... charges me 10 bucks for 50 lead needs" with clear parameters:
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Companies with under 200 employees
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Currently hiring software engineers
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Contacts from C-suite and engineering leadership
Multi-Channel Campaign:
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Step 1: Sends personalized Loom videos via email (using Apollo)
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Step 2: Runs a parallel Dripify connection-only campaign on LinkedIn
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Step 3: After connection acceptance, follow up with LinkedIn selfie videos
"My theory is it's more personal... I think LinkedIn selfies are reminiscent of more personal messaging platforms where people feel like it's like their buddy Julia just dropping in to check in how their Tuesday's going."
When running active campaigns, Julia commits to sending 20 personalized outreach videos daily or 100 per week. She also runs a separate automated Dripify messaging campaign targeting past client contacts, doubling down on what's working since many of her clients come from previous relationships.
This systematic approach, combined with genuine relationship building, has helped her consistently win new business without traditional hard-selling techniques.
Remote Team Building and International Recruitment
From solo founder to a team of four, Julia has built a remote-first practice that serves clients internationally. Starting with contract recruiters during her maternity leave, she strategically evolved her team structure based on business growth. Today, her team includes a Director of Talent Acquisition managing client delivery, an Operations Manager, and a Sourcer based in South Africa (hired through Remote First as EOR), all working virtually.
"I employ them through an employer of record, an EOR. And I use Remote First... my entire team is remote. No one else is based here in Atlanta."
This flexible team structure allows Julia to scale based on client needs while maintaining quality delivery through specialized roles - proving you can build a successful recruitment business without a traditional office-based team.
Are you also interested in building a remote setup for your recruitment business?
Julia Arpag Bio and Contact Info
Julia Arpag is the CEO & Founder of tech recruitment firm Aligned Recruitment. We've been in business since August 2023, are fully bootstrapped, have closed over $500k in new business, and are scaling fast.
We specialize in hiring for SMBs (10-200 employees) in the tech industry. We have clients in custom software development, platform management, real estate investment, and security hardware, to name a few.
I'm also a foster parent to two teen boys, a mom to two little boys, a wife, and a proud transplant to Atlanta from upstate NY.
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Julia on Linkedin
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Aligned Recruitment Website link
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