Success in recruitment isn’t about luck - it’s about skills, strategy, and resilience. Few people understand this better than Theo Stergiou. Starting as a trainee ten years ago, Theo is now an Associate Director at Nicoll Curtin and has consistently ranked as a top biller for the past three years.
His journey shows that while talent and confidence play a role, it’s the habits and mindset you develop that determine lasting impact. So, what does it take to thrive in recruitment? Here are the key lessons Theo has learned along the way:
1. Master your market and build your brand
Theo emphasises that standing out as a recruiter comes down to specialisation. Focusing on a specific vertical, owning your market, consistently having available candidates, understanding salary expectations, talent availability, and hiring trends, helps you build credibility. Employers and job seekers want a trusted advisor who knows their sector inside out.
Building a personal brand is just as important. According to Theo, "If you’re working in a certain vertical, you need to be the best at what you do. People trust specialists, not generalists." His progress has come from consistently sharing knowledge, networking, and making sure his expertise is visible. In a crowded industry, those who establish themselves as go-to professionals attract more opportunities.
2. A process-driven approach wins
For Theo, success isn’t just about good intuition; it’s about having a structured, repeatable process that delivers results. The best recruiters follow a system that ensures candidates are properly qualified and potential challenges are addressed before they become problems. "A strong process means fewer surprises down the line," Theo says.
Over the years, he’s noticed that one of the biggest mistakes in the industry is failing to properly assess whether an individual is truly the right fit for a role. When you qualify candidates properly, you save time, build trust with clients, and ultimately make it a smoother process for both parties.
3. Client relationships are everything
One of the most overlooked aspects of recruitment is relationship management. It can be tempting to focus on closing deals, but Theo highlights that long-term success comes from building lasting partnerships with hiring teams. This means regular check-ins, gathering feedback, and ensuring that companies feel heard and supported throughout the process.
"If a client isn’t happy, it means you’re not listening, not implementing feedback," he explains. “Many recruiters make the mistake of assuming that once a placement is made, their job is done. Stay engaged, provide ongoing market insights, and make sure hiring managers see you as a valuable partner.
4. Hard work and resilience matter
If you ask Theo, recruitment isn’t for those looking for an easy career path. The reality is that achieving great results takes time, effort, and a willingness to push through setbacks. Many newcomers struggle in their first few years, and those who don’t commit to learning and adapting often leave before they see real progress.
"It didn’t all come together straight away," he admits. "But I’ve always been competitive, and giving up was never an option." Like many top performers, he had to sacrifice time and put in the extra effort to establish himself. His advice to new recruiters? "Start with the basics: build your hotlists, follow the process, and make sure you don’t make the same mistake twice. Then look to your left, look to your right, work harder than both of the consultants combined, and you’ll be heading in the right direction."
5. Balancing technology with human connection
Tools like AI can help streamline candidate sourcing and outreach, but Theo leans towards a more traditional approach. "Hotlists and leads are still crucial," he says. "AI can help, but real conversations and relationships make the biggest difference." While tech can enhance efficiency, those who blend modern tools with a consultative approach will always have an edge. At the end of the day, recruitment is a people business, and strong interpersonal skills will always be invaluable.
