EP 58 From Fax Machines to AI: The Evolution of Recruitment w/Stuart Biggs

What if you started in recruitment when CVs were faxed across town — and now lead teams navigating AI, automation, and a new generation of recruiters?

In this episode, I’m joined by Stuart Biggs, veteran recruiter and sales leader, who’s lived through the full evolution of recruitment — from fax machines and cold calls to CRMs, automation, and AI-driven sourcing.

Recorded in March 2025, we dive into how the industry has changed, why sales culture has declined post-COVID, and what leaders can do to rebuild it without burning people out. Stuart also opens up about his passion for giving underprivileged people opportunities in recruitment, and why hiring on behaviours matters more than degrees.

We explore:
✅ The evolution of recruitment: fax machines, Rolodexes & AI
✅ Why sales culture has declined in many agencies (and how to fix it)
✅ How automation & AI help — and where they make recruiters lazy
✅ Creating non-negotiable sales sprints that actually work
✅ The “warm bath” analogy for avoiding feast-or-famine billings
✅ Why behaviours beat qualifications when hiring
✅ How working from home has reshaped recruitment culture
✅ The role of resilience, diversity & inclusion in today’s industry
✅ Why sharpening the saw through training never stops

If you want to understand where recruitment has come from, where it’s heading, and how to thrive in the age of AI without losing the human touch — this episode is a must-listen.

⏱ Timestamps:
00:00 – Welcome & Stuart’s background
02:00 – From fax machines to AI: recruitment’s evolution
07:40 – Sales culture then vs now
13:20 – Why recruiters are losing BD skills post-COVID
20:10 – Balancing automation, AI & human touch
26:30 – Non-negotiable sales sprints explained
34:00 – The “warm bath” analogy for consistent pipelines
42:00 – Hiring on behaviours vs qualifications
50:20 – How working from home has affected sales culture
58:30 – Diversity, inclusion & underprivileged talent in recruitment
01:05:00 – Training, sharpening the saw & constant development
01:12:40 – Stuart’s 1% Better tip

🔗 Connect with Stuart
LinkedIn: https://www.linkedin.com/in/stuart-biggs-b1415289/

🔗 Connect with Charles Kyriakou
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/@charleskyriakou
LinkedIn Newsletter: https://www.linkedin.com/newsletters/7244346543967731712