After a tough couple of years for agency recruitment, the latest Hume Scope billings data is finally pointing in a more positive direction.
But it does not mean every agency is suddenly performing well. What the data really shows is a market that is improving while exposing a bigger gap between the agencies that have tightened their fundamentals and the ones still relying on inconsistent activity, reactive BD and unclear processes.
The numbers
For the first time in a while, the data feels genuinely positive. But the market is rewarding consultants and agencies that have adapted. Those with consistent BD, strong client engagement, clear workflows and proper accountability are seeing the benefit. Those still operating the way they did in easier market conditions are falling further behind.
Strongest sectors
Construction White Collar: $130k · Financial Services: $128k · Healthcare & Medical: $124k
Tech & IT bounced back strongly at $172k. Insurance followed at $159k, with Utilities & Energy also performing well.
Executive Search, Engineering and Tech & IT led the way — with Executive Search sitting close to $190k.
The four bottlenecks
Process and systems gaps
Too many consultants are still working in different ways. Notes inconsistent. Client rebriefs vary. Follow-up isn't always happening. The fix starts with mapping the process properly — from job intake through to aftercare — and identifying what genuinely needs a consultant versus what could be supported by AI or offshore resources.
Inconsistent BD
Too many consultants still fall into the panic BD cycle: strong month, stop client development, focus only on filling roles, then panic when the pipeline dries up. Consistent performance requires consistent client engagement — not only when billings are down or jobs dry up, but all the time.
Leadership gaps
A lot of recruitment leaders were promoted because they were strong billers. That doesn't automatically mean they've been trained to lead, coach or manage performance. Leaders need to be able to talk about activity, ratios, pipeline, BD quality and performance expectations every week — without it feeling like a crisis conversation.
Rising costs
Salaries are higher. Tech stacks are more expensive. AI tools are being added quickly. The agencies handling this well are looking carefully at where consultant time is being spent. If consultants are spending too much time on admin, formatting and research, there's a margin problem — and freeing them up to do higher-value work is the answer.
What to focus on now
Advisory, training and systems support — built specifically for recruitment agency leaders.
Always happy to have a chat,
Ez Khan
