Dylan Scroggins I Recruiting Leadership Roles
@thesmbrecruiter
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Founder @ Kalmar Group / Finding great leaders for great businesses (C-level, VP, Dir, GM) / *Not a global talent service
Joined December 2022
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Pinned Tweet
The number one priority in building a recruiting firm is not recruiting.
It is partnering with great people who lead great companies.
The entire process with
@pslohmann
and his team was an awesome experience on my end as well!
Grateful to be a part of their growth!
I engaged Dylan to find our new marketing manager just 22 days before my June break started. I thought for sure we'd have to hold off until I returned.
Nope!
Dylan crushed it and found us the *perfect* person. I had a signed offer letter on my desk a week before leaving. The
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I dropped the anon account today and am going live with the new business.
The Kalmar Group is a recruiting agency focused on placing leaders in the SMB/LMM space.
There is plenty of time to talk about the new venture, but I really wanted to just thank a lot of people first.
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I left my W2 in December with the thesis that more Main St businesses needed intentional recruiting efforts towards leadership roles.
Kalmar Group recently closed its seventh search in 20 weeks (and hopefully
#8
by next week).
Those placement numbers are not that good for an
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📌Pinned Intro for New Followers
👉Who am I?
Lover of all things recruiting. Primarily focused on placing leaders in the SMB space. Mainly Executive roles (C-level & VP) or Senior Management (Director & GM)
👉What do I do?
I left W2 in 2023 and started the Kalmar Group with
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Excited for
@SMB_ash
this week.
Event is starting 3 months to day of launching the new business that has been (highly) influenced by this SMB ETA community.
Side note, who’s down for a run in the SLC mountains?
Hit me with that retweet on the event account
@TwoTeesSMB
or
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@Bleadorn
@kcltft
@DrakeRelays
@DrakeUniversity
Mall walkers 🤝 Pole vaulters
Enjoying what’s left of an American institution.
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Birmingham SMB community alive and well. Met in our natural habitat of a BBQ joint with $2 beers and chicken wings.
Thanks for coming
@joshualowenthal
!
Hah all I did was send the invite (4 different times).
Good times ahead for this crew.
Absolutely unreal meeting so many great twitter people IRL.
Big shoutout to
@thesmbrecruiter
for pulling together a great meetup.
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Best recruitment job I’ve done is getting a beach-loving Florida Gator to cross state lines and marry a Bama-loving Forrest Gump.
UF Spring game 2024.
Go Gators 🐊
@Sam_Rosati
@SMB_Attorney
@ChandlerReedSMB
@jeffdriskel
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Happy Easter from the Scroggins.
He is risen indeed!
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@RosserJobs
A specific and reasonable offer to a pre-vetted candidate does not need a negotiation.
I am 7 for 7 this year on accepted first offers.
That is because the company offers a fair compensation and the candidate had clear expectations on what that would be.
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About to start a search for a new VP of Sales for a high-growth software company.
In preparation of the search I just listened to a sales demo that was led by the Founder.
The prospect said "wow" 3x and said that the call "was a blessing"...
Hah, not sure I have ever heard
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Full circle moment here.
10 years ago I moved back to the US (longer story) and started my recruiting career. My first client was a pharmaceutical sales company* building out their sales team around the nation.
*Not Big Pharma, but more natural products and supplements
Fast
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In the past two weeks, I have talked to three company founders who are looking to transition back to being an employee.
I think this is great.
They all built something really special. One business is a solo adventure and another had 15+ employees.
The biggest challenge for
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Wife: “Why’d you buy a bunch of wolf figurines from Amazon?”
Me: “So I can paint them gold for a small post-search gift to clients.”
————-
Twitter world: Who wants one for the office?
Just a little something. I will mail.
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LinkedIn and Twitter are both country clubs.
LinkedIn is the clubhouse with fake smiles and constrained type of fun.
Twitter is the back nine where the deals actually get done.
⛳️
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Placed three Directors in ten weeks for a local healthcare startup.
But, the true signal that the partnership is going well is when the founders invite you to Friday Pickleball.
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@LeadershipAcad1
Fleetio all the way.
I worked there for 5+ years. Amazing people and they dominate this space.
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I got "married later" at 33 which is about 63 in the South. Kids came in a lightning bolt with 2 within ~2.5 years of marriage.
A few things that I was not aware of until wife and young kids...
1. "Is that chocolate or poop?" is a legitimate question.
2. Groundhog Day is a
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Ripping the bandaid (I mean diaper) off this weekend and potty training little man.
Should be fun.
4th of July sales right around corner if we need a new couch. 🛋️
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Dare you to ask this guy for a minute to pick his brain.
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Just had coffee with a friend from church whose third generation business owner (commercial roofing).
2023 best year ever. Never acquiring.
Gets 3-5 calls a day. Never selling.
No social media. Never tweeting.
Man just living the dream.
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When my two year old doesn’t finish his dinner that I’ve been eyeing for 20min.
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So what do you do?
Longer post here, but numbers breakdown below of a recent search that (hopefully) sheds light on a true recruitment partnership. First connection to this client came through Twitter and a mutual friend we had that I recruited for 7+ years ago.
The goal of a
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Beautiful feeling to close a search.
Director of Operations in multi-family real estate.
Fantastic candidate and involved relocation.
Reminder that recruiting (when done well) involves real people with real families and real life changing opportunities.
Never gets old.
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A recent client told me that he had never understood all of the different recruitment options and was confused with the semantics since he had never used one before.
At his suggestion, here are those slides and a quick Friday video to break it down.
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Recruiting is not HR.
Recruiting is sales.
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Got asked 3x this week if I recruited Global Talent.
I love that market, but I don't recruit in that market.
Our business is US based leadership roles (GM, Dir, VP, C-level) and typically not remote.
Go use
@SaganPassport
if you are looking for that!🌎
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One of the best stories in college basketball right now is happening in Birmingham, Alabama.
Hometown hero is leading the hometown university to (hopefully) the NCAA tourney after already leading a hometown HS team to multiple state championships.
They call it "Bucky Ball"
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Candidates who apply
vs
Candidates you poach
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Based on my text and emails the last hour, there are a lot of dads ready to get back to work.
Not a knock on family time, but the farmer needs the field!
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Twitter is a lot more fun, loose, and energizing when you are obsessed with “your thing”.
What I want to keep doubling down on:
1. Recruiting is a skill.
2. Recruiting is a sales function.
3. Recruiting is a foundational part of business.
I also love connecting the
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Chick-Fil-A has officially started their Chris Gaines era.
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Not a hustle culture post I promise.
But closing a search (or any deal) while OOO always tastes a little sweeter.
🌴
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I used to think Twitter was for insecure dudes with no real life friends (still partially true in some cases sadly).
And I also called the "other platform" LinkedCringe due to its relentless self-promotion.
But building a recruitment firm without these platforms is like
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Never give a rook role a bishop title.
This is a very common conversation I have about what to call net new leadership roles.
Frequent in ETA space and any growing SMB.
A few key points:
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Asking last minute if your HVAC guy has a cash rate for that new unit.
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Gotta love big traditions in small cities.
SEC Tourney ⚾️
Go Gatas.
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How a new ETA buyer thinks SMB Twitter will treat them as they live tweet their first 90 days.
How VCs expect to be treated by founders when they start a podcast.
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A growing tribe of leaders in this space.
Some of the best in the business below...
@keliemorgan
10th Street Talent
@n8lenahan
Smooth Operators
@hiringfirm
RecruitJet
@wblakeatwell
Affinity Partners
@RosserJobs
Platinum Recruiting Group
Lots of room for a lot of winners.
Who are the most knowledgeable people when it comes to finding and placing US-based operators in small businesses?
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@mhprvpmvp
@GoodsCapital
@SMB_Attorney
The elite made some calls and got it pulled after their 10am martini read.
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Everyone drive safely.
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Anyone ever look up a random domain to see the value skyrocket knowing they used to own it?
And feel like an idiot.
Only to realize they actually still own it and that price was set by them.
And feel like more of an an idiot.
Me neither.
Feel my pain
@stephenolmon
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“You’re on to something and I believe in you”
One of the best things you can say to a new business owner.
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@Tom_Stubb
@joshualowenthal
@ConnorAbene
@holtale
Love to see it.
Working on a IRL Happy Hour soon. Would love to have you!
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Question for fellow recruiters (or hiring managers or business owners)...
When talking compensation, have you ever asked to see a W2 as proof?
@RosserJobs
@randomrecruiter
@StaffFind
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This thought is not fully formed, but...
Texting/emailing clients at night in your 20s is out of insecurity... "I hope I'm not bothering you"
Texting/emailing clients at night in your 30s is out of security... "I know I'm not bothering you"
TBD on 40s.
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Talking life, deals, marriage, books, and of course ‘cruitin with
@PEoperator
today over some pizza.
Being lifelong friends with your favorite PE anon makes keeping up easy!
(I’m not going to put a 😎 privacy face cover on a grown man)
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Need someone to start or stop following me asap.
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This is what a 23 year March Madness drought looks like.
Neighborhood bar and neighborhood team.
Only thing that keeps this old man up past his bedtime.
Samford > Kansas
Let’s go!!
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Saw my first Far Side comic in about 10 years earlier today.
Forgot how good they were.
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@ShowMeYourCIM
"Various Roles" for 10 years is my favorite.
Going to be my new intro at the next cookout.
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In a perfect world, Twitter would be less 20-somethings trying to sell me a course on digital marketing for a crypto-pest control business...
and more guys like
@sotulana
who are local legends and have built something incredible and are willing to share what they know.
I grew up in Lagos, Nigeria.
My parents didn’t have a college education and didn’t have political or business connections.
My parents, especially my mother, just hustled as small business owners and gradually built their businesses.
I was born middle class. By the time I left
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4th of July is a national tailgate where everyone is supporting the same team.
Freedom is real.
What a day.
🇺🇸
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Wife: Why do you need to go to Lowe’s?
Me: Not sure, but I’ll find something to buy.
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Named my dog after him.
RIP Kirby
@tblakedavidson
Without revealing your age, who was your first favorite MLB player?
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Far too many people do this with their eternal life savings.
Leave the roulette table, come to Christ’s Table.
“Come to me, and I will give you rest”
Guy bets his life savings on a single roulette spin
2K
7K
121K
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Have had three (really good) conversations this week with business owners about intentionality surrounding titles.
Too “low” and you don’t hook the talent you want.
Too “high” and you don’t leave any real estate for them to grow into.
Titles matter.
A lot.
Job titles matter.
Anyone who says they don't... most likely has a title above most titles that warrants their dismissal nature towards said titles.
^^ Getting clarity on this simple (but critical step) sometimes becomes a bulk of my initial dialogue with clients.
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@ClintFiore
@RickFelten
Went to a DO yesterday for annual (I’m getting old).
He said the word “fruit” and “vegetable” and I almost had a heart attack.
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What’s that Greek mythology story where the guy cleans up all of the kids’ toys in a huge bucket and then the two year old son comes and dumps them all out?
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Not all recruiters should be business owners.
But all business owners should be recruiters.
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@ClintFiore
Birmingham, AL
Recruit leadership roles (GM, Dir., VP, C- level) for wide variety of SMBs around nation.
Fully convinced that finding the right leaders fixes a lot of the wrong problems.
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When (not if) you see parents who are trying to wrangle their banshee toddlers in public…
Give them a huge smile and not a held stare!
(or just buy them a beer)
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Why trust a recruitment partner to sell candidates to work for you... if they can't sell their recruitment services to work with you?
Any hustle, creativity, and (appropriate) stubbornness directed at winning your search will be directly applied to completing your search.
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Recruiting will always have a place in SMB since there are always businesses that are growing OR needing to refill or replace existing leadership roles.
Specific to the ETA and SMB M&A space, here are some specific bets I am making this year.
Quick four points.
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Heartbreaker.
Down 22 in second half and had chance to take lead. Proud of those guys.
Hah, fun to get emotionally invested in sports every now and then.
Good for the soul!
This is what a 23 year March Madness drought looks like.
Neighborhood bar and neighborhood team.
Only thing that keeps this old man up past his bedtime.
Samford > Kansas
Let’s go!!
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Credit my wife for majority of these thoughts, but our family single-handedly can fix the slam dunk contest.
- End the one dunk at a time. Kills the vibe and slows everything down.
- Make it X Games “half-pipe” style where they have 5 min and the full court for their routine.
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@BrentBeshore
was kind enough to respond to a cold email I sent him 4 years ago with his name spelled as "Brett".
From that email came a book club, some great conversations, a few conference man hugs and one of the more sincerely inspirational guys in this small business world
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One of the more brutal parts of recruiting is the fact that (typically) only ONE person gets hired.
For example, I have two incredible candidates for any form of sales/operations role in Columbia, SC.
If you know anyone in SMB who is looking for some leaders, let me know!
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A quality recruiting partner is not *just* going to find you a great candidate to hire.
They are going to:
1. LEARN everything about your business and be equipped to share your story, values, and goals as if they were on your own executive team.
2. LEAD the process with
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Good word for the ambitious Twitter crowd...
Make sure your kids don't think your favorite child is your phone.
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@GabrielJClark
@copilotmoney
is solid.
I was a Mint guy for 5+ years but wish I switched earlier.
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My thesis is that most SMB owners look at the classic tenets of business (Accounting, Marketing, Sales, Ops, etc.) as the foundation and framing of their proverbial house.
Without one of these (or all of these), its impossible to have a high-performing or even functional
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It really doesn’t matter the amount.
When you get that that first payment when you start a business, it’s a great day.
Went live last week and got first deposit for a new search today. Feeling grateful.
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I vehemently guard the first Monday morning of the month to work ON the business. Its critical to my peace of mind and its a good business practice as I go from "scrappy to scale"...
Main Highlights:
- Closed first search <3 weeks after launching. Sales role for B2B SaaS
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I went to
@Sam_Rosati
's SMB Bootcamp in Feb thinking I wanted to buy a business. I left there with more clarity than ever that serving this space through recruiting leaders for buyers/owners fit my skillset more.
@ChandlerReedSMB
and Sam run a top notch event. Highly suggest!
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Both of these threads will shift the mindset (and maybe life decisions) of a handful of people who thought buying a business was the ONLY way.
Really good stuff from
@AaronHarperCEO
ENTREPRENEURSHIP THROUGH ACQUISITION OR FRANCHISE THROUGH ACQUISITION? What are the differences? Let’s get into it:
Everyone on SMB-X is familiar with entrepreneurship through acquisition (ETA)
Few are familiar with franchise through acquisition (FTA)
ETA suggests go find a
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@michaelnewt
I was in the Atrium like a guy in the airport bar who never takes a flight.
Such a great time.
@MainStSummit
is a must.
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The feeling never gets old to go live with new searches.
My hunch is that it’s the same feeling of an RE agent listing some new properties.
- COO, Accounting Services Company
- Dir of Operations, CRE Firm
Feeling is a lot sweeter when they are some great opportunities.
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@jcolesimpson
@Whitney_Sheph
Unrelated, but my 2 year old son overrode his parents and somehow renamed my daughter “WaWa” since the “babies on the bus go wa wa wa”.
Took us 9 months to name her and now that’s all we call her 😂
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The most recent round of tech layoffs (there will be more) will bring in more mid to senior level leaders into the SMB/LMM space in key positions in random industries.
Typically these leaders know how to move fast, scale systems, deal with people problems, and challenge norms
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Everyone needs a friend…
Who has a truck.
Who has a chainsaw.
Who has a recruitment firm.
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Everyone talks about red flags in interviews..
Well, here is a green light.
Any salesperson who tries to negotiate a lower base for higher commissions is a "hire now" candidate in my book.
- They have experience to even be aware to ask.
- They are setting the tone as a
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It takes time to tell a story.
I’ve recruited leaders for a lot of random industries… industrial rubber, property management, co-working spaces, natural supplements, etc.
The great candidates (and the best signal of a great candidate) are the ones who can look past the
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T-minus 5 hours for most Bama fans to learn the rules of basketball.
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Overlooked part of being a W2 for 15+ years before going out on own…
Once you “become your own boss”, you’ve proven to yourself that you are the type of worker that you’d actually like to hire.
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@ClintFiore
Peak dopamine hit when landing that elevated tunnel on Koopa Troopa Beach.
Sad all the things this next generation will not experience.
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