Let's Get There Together
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Thank you.
Welcome to the Talent Trade. I am Stephanie Moss, your host, partner at Thinking Ahead Executive Search. Today, I am super excited, incredible guest speaker with us. What makes him incredible is not just what he has done in the executive search world, but it's also who he is outside of the office. In fact, he became our team mascot. team Labradoodle. And when you think of a Labradoodle, certain things come to mind. Nobody doesn't like a Labradoodle. Everybody loves a Labradoodle. Nobody has issues, even if they have dog allergies or sensitivities. They are still a-okay, meaning if you've got personal problems or issues, you're still okay with the Labradoodle. Everybody loves Derek. Nobody has issues with him.
Consistently producing, can be counted on, and has really elevated our team since he joined us. So Derek Schlender, take us from here. Thanks so much, Derek, for being with us.
Wow. Thank you, Stephanie. Team mascot wasn't something I expected, but you know, sometimes you just get these little delights in life that you just got to roll with it and embrace it. So it's an honor to be here. Thanks for having me. And I think the last six years, they've been probably the highlight just from a professional standpoint for me, not just the work that we do, but the people that I get to do it with. But yeah, I focus on SBA recruiting for our banking team. I run that niche nationally. Personally, my family, we reside in Athens, Georgia. No dogs. Family of five. We have a nine-year-old, seven-year-old, and a two-year-old. So my world is beautiful chaos right now.
I love it. So today, what I have asked Derek to come and talk and speak to is something that in his niche and in his world, he has not just revolutionized, but truly elevated in a way that nobody prior to him has ever done. And that is the MPC approach to driving business. He came in and started figuring out that there was this niche that he just found his way to and really took it and ran with it. And a big part, a tremendous part of his tremendous success, it's the MPC that he's really perfected. So I want to start there and have Derek really walk us through what made you pursue this MPC approach to your market. How do you consistently bill at such a high level with an MPC approach? And again, it's not all that you do, but I know it's the majority. So just kind of give us some history and then get us into the details, man.
Absolutely. So as I got started in search, a big conversation between my mentor and myself and just our team in general was talking about, hey, what's going on in the market in terms of what drives it? Is it client driven? Is it candidate driven? Do we see that swing from year to year? The thing that really came to light with SBA as a niche is that it was incredibly candidate driven. And I guess the best way to think about that from a macro perspective is just simple supply and demand. My niche in SBA lending tends this way largely because there's been a high number of baby boomer generation bankers who have been retiring. There's just not been as many Gen X, millennial, there's just not enough people getting into banking to outnumber those that have been retiring.
And so over the last 10 to 15 years, that's resulted in this growing bubble of demand where there's just a lot more need than there is talent. And so that's resulted in something for me that's just sustainably been candidate driven. I haven't really had a lot of client-driven moments in my time so far. There's definitely been clients who have said, hey, Derek, you're the recruiter we want to work with exclusively. There's just some roles that have to go to search. But the lion's share of what my market needs is the talent, and it's on a constant basis. And so this supply and demand idea And with demand so high and supply so low, if you can go bring to your clients what they're needing, that's kind of what I would define as candidate driven.
Super helpful. So we figured this out. That is candidate driven. Now what?
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