Greg Savage x Kamal NZ lunch series

NZ Recruitment Leaders Focus on Motivation, Leadership and Specialisation

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This week, APositive partnered with Kamal to host recruitment agency owners and industry leaders across Auckland, Wellington and Christchurch for an exclusive lunch series with Greg Savage.

The discussions covered many of the challenges facing recruitment businesses today, but three themes consistently stood out: how to keep modern consultants motivated, the role of leadership in driving performance, and why specialist recruiters continue to outperform generalists.

Across all three events, attendees shared practical insights and experiences from running recruitment businesses in an increasingly competitive and evolving market.

Keeping Modern Consultants Motivated

One of the most engaging discussions throughout the series centred on consultant motivation.

Today's recruiters often have different expectations to previous generations, creating new challenges for agency leaders looking to maintain engagement, productivity and retention.

The conversation explored how recruitment businesses can create environments where consultants remain motivated beyond financial incentives alone. Career development, recognition, flexibility, purpose and strong leadership all emerged as critical factors in building high-performing teams.

While commission structures remain important, attendees agreed that motivation today requires a more holistic approach than simply rewarding placements.

Managing Cash Flow and Commissions

Another key topic focused on balancing consultant incentives with sound financial management.

Agency owners discussed the ongoing challenge of designing commission structures that reward performance while maintaining healthy cash flow and profitability.

With many businesses navigating uncertain economic conditions, the conversation highlighted the importance of understanding the financial impact of commission plans and ensuring they support long-term business sustainability.

The consensus was clear: successful agencies find ways to motivate consultants through transparent and rewarding incentive structures without compromising the financial health of the business.

Leadership Cannot Be Delegated

Leadership was another recurring theme throughout the events.

Greg reinforced the idea that leadership cannot be delegated. While managers can oversee day-to-day operations, business leaders remain responsible for setting direction, driving culture and maintaining accountability.

Attendees shared experiences around consultant engagement, performance and retention, with many agreeing that visible and active leadership remains one of the strongest indicators of business success.

Particularly during challenging market conditions, leaders who stay connected to their teams and lead from the front create stronger cultures and more resilient businesses.

The Importance of Being a Specialist Recruiter

The value of specialisation was another major talking point.

Greg highlighted that specialist recruiters continue to create stronger client relationships, deeper market expertise and greater long-term value than agencies attempting to cover too many sectors.

Rather than competing on volume alone, specialist recruiters position themselves as trusted advisors within their chosen markets. This expertise allows them to differentiate themselves, command stronger fees and build more sustainable businesses.

For many attendees, the discussion reinforced the importance of going deeper within a niche rather than broader across multiple markets.

A Positive Outlook for New Zealand Recruitment

Despite ongoing market challenges, the mood across Auckland, Wellington and Christchurch remained optimistic.

Recruitment leaders continue to identify opportunities for growth and are focused on building stronger, more valuable businesses for the future.

The conversations throughout the week demonstrated that while market conditions may change, the fundamentals remain consistent. Motivated consultants, strong leadership, sound financial management and specialist expertise continue to separate the agencies that thrive from those that simply survive.

A huge thank you to Kamal, Greg Savage and everyone who joined us throughout the week. We look forward to continuing the conversation and supporting recruitment businesses across New Zealand as they navigate the opportunities ahead.

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