The Barbell Effect in Recruitment
The Barbell Effect
The barbell effect squeezes the middle, leaving high-volume/automation at one end and high-touch/full-service at the other.
How the Barbell Shows Up in Recruitment
I’ve been listening to VC podcasts where it comes up often: volume gets automated or offshored, the high end stays premium, and the middle gets squeezed.
The internet already did this to retail - department stores vs Amazon. Now it’s hitting professional services, recruitment included.
The Low End: RPO and Automation
Tech lets in-house teams do more, especially for early and mid-career roles. If they use agencies, they’ve got RPO (aka “embedded solutions”) for volume or specialised skills.
In my last firm, half our revenue was RPO - we literally ran Japan for several global companies. That model worked because it was local, not offshore, and it’s only getting hotter.
The High End: Executive Hiring
At the other end, exec hiring keeps the budget. I read a post from a strong mid-market recruiter who said clients won’t pay fees for IC roles - the money goes to leadership. Most companies can now handle mid-career hiring in-house unless volume is crazy.
The Squeeze on the Middle
So the middle gets squeezed. Many came into recruitment when demand was booming and barriers were low. That won’t cut it anymore. The options:
👉 Move up into exec search or deep niches
👉 Adapt with new tools and skills (AI included)
👉 Or get squeezed out
This has to be the sharpest inflection point our industry has ever faced. Standing still isn’t an option. The boutiques with real expertise will shine.
Where We’re Heading
That’s why I’ve been aligning with expert recruiters and search firms across APAC tech. I can’t cover every vertical, but I can point clients to people who can.
I strongly believe the future will be tech-led RPO services for the low and volume end, and executive search at the top end.
While we are just getting started, that’s what I’m aiming for.
A Call to Recruiters
I urge anyone in our industry suffering from a lack of commitment or motivation to reassess the situation. Now has never been a more exciting time for our industry. You just need to commit and continue to improve your capability.
Standing still will be the end of your time in this space. You do yourself and no-one around you any favours by standing still.
So if you’re a motivated recruiter weighing options around APAC and Japan, I’m happy to show you how our AI-powered platform works.
Our Platform
A technology client literally just said “your platform is excellent - so easy to use!” (That was only one feature - our original one in fact.)
The platform is helping recruiters find clients and candidates faster, with OpenAI, Rocketreach and more built in, plus a handy Chrome extension.
As we go into Version 2.0 the upgrades to BD features are exciting!!
Check the site on my profile or message me directly.
