How An Introvert Became A Top Billing Recruiter | Craig Lewis (EP 91)
What happens when a naturally introverted recruiter, who struggles with confidence, rejects traditional recruitment stereotypes and still becomes a top performer?
In this episode, I’m joined by Craig Lewis, a recruiter with over a decade of experience who has built a highly successful desk by doing things differently. Craig opens up about confidence struggles, ADHD, personality profiling, niche specialisation, and why leaning into authenticity completely changed his career trajectory.
We discuss business development without cold calling, building a recruitment desk around your strengths, market mapping, KPIs, and why some recruiters become incredibly successful simply by stopping trying to fit in.
Topics Discussed:
✅ How an introvert became a successful recruiter & top biller
✅ Why authenticity changed Craig’s career trajectory
✅ The reality of confidence struggles in recruitment
✅ Building a recruitment desk around your personality
✅ Why niche specialisation compounds over time
✅ How Craig wins business without traditional cold calling
✅ Recruitment KPIs, performance & measuring success properly
✅ Why badly implemented KPIs can damage performance
✅ ADHD, mindset & finding ways of working that suit you
✅ Market mapping strategies for niche recruitment desks
✅ Why consistency matters more than trying to fit in
✅ The dangers of copying other recruiters instead of being yourself
✅ Building credibility, trust & long-term client relationships
✅ Rejection sensitivity, identity & confidence in recruitment
✅ Why asking better questions creates stronger client relationships
✅ Working with your brain instead of against it
⏱ Timestamps:
00:00 – Intro & welcome
01:37 – Why Craig is an atypical top performer
02:29 – Craig’s recruitment journey & boutique agency background
04:23 – Billing £200K+ in the UK market & dominating a niche
05:00 – Podcast sponsor: SourceWhale
06:41 – Why pretending to be someone else doesn’t work in recruitment
06:49 – Authenticity, introversion & finding what works for you
07:51 – How Craig started building a new market
09:00 – “Fish with bait”, Craig’s approach to gentle BD
10:31 – Tripling down on your strengths
12:58 – Why Craig doesn’t do things just for the sake of KPIs
14:02 – The problem with badly implemented KPIs
19:38 – Client value, fees & why speed can be misunderstood
24:12 – Podcast CTA break
25:13 – Craig’s wobble, personality profiles & self-doubt
31:00 – Mapping markets through candidates and adjacent niches
36:00 – Spotting gaps where other recruiters don’t understand the role
01:05:10 – Name dropping, credibility & proving market knowledge
01:12:57 – Why asking questions shows genuine interest
01:17:25 – Recapping client calls & asking what you missed
01:27:42 – ADHD, time blindness & changing your identity
01:28:46 – Rejection sensitivity & why cold calling can feel harder
01:29:15 – Working with your brain instead of against it
🐋 Podcast Sponsor – SourceWhale
This episode is sponsored by SourceWhale, the multi-channel outreach platform I personally use and recommend to recruiters and founders.
SourceWhale helps you combine email, LinkedIn, calls, and tasks into one structured, consistent BD workflow, without relying on spray-and-pray automation.
👉 Book a demo here:
https://sourcewhale.com/book-demo/?utm_source=partner&utm_medium=podcast&utm_campaign=&utm_term=charles_kyriakou&utm_content=book_a_demo
Mention The 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you book.
Connect with Craig:
💻 LinkedIn: https://www.linkedin.com/in/craig-lewis-marketing-recruitment/
Connect with Me:
💻 LinkedIn: https://www.linkedin.com/in/charleskyriakou1/
📲 TikTok: https://www.tiktok.com/@charles.kyriakou
🍏 Apple Podcasts: https://podcasts.apple.com/us/podcast/1-better-recruitment-podcast/id1775201502
📺 YouTube: https://www.youtube.com/@1PercentBetterRecPod
🌐 Website: https://www.inf1nitelearning.com/