In 2023, Kim Laipple led a 28-person team at Scientific Search and personally billed $1.4 million. Since then, the biotech market has been volatile. Between the downturn, retirements and other changes, the team dropped to about 16. Kim was also promoted to President after the previous owner retired.Today, Scientific Search is back to around 22 people. Kim is running the business while still spending 30% to 50% of her week generating new business.In this episode, Kim walks through the five channels feeding her pipeline: SEO that took nearly a year to produce consistent results, LinkedIn content built around the company and her personal brand, signal-based outbound using intent data, email marketing that depends on timing and relevance, and visibility through Claude and ChatGPT.She also explains the 90-day training program she created for four new hires. Instead of giving inexperienced recruiters immediate ownership of live searches, the program allows them to build confidence on the phone while supporting established recruiters and protecting existing client relationships.Kim is candid about the hardest part of becoming President. It is not learning new responsibilities. It is stepping back from the work that made her successful and allowing other people to do things differently.In this episode, you’ll discover:How Scientific Search contracted from 28 people to 16 and rebuilt to 22Why do new hires spend their first 30 days building confidence on the phoneThe five channels behind Kim’s business development machineWhy SEO took nearly a year to produce consistent leadsHow ZoomInfo intent data changes who gets called and whenWhy Kim tracks gross profit per fee earner across three groupsWhat it takes to move from placements into longer-term strategyWhy Kim launched a podcast interviewing life sciences leadersEpisode Highlights:[[[[[[[[Podcast Partners:This episode is brought to you by Recruiterflow, an AI-native ATS and CRM built for serious recruiting businesses. Learn more: https://recruitmentcoach.com/recruiterflowIt is also brought to you by Juicebox, the modern AI platform for recruiting. Juicebox combines more than 30 datasets with AI models to support search, outreach and pipeline management in one workflow. Learn more: https://recruitmentcoach.com/juiceboxAbout Kim:Kimberly Laipple is President of Scientific Search. Alongside her operational responsibilities, she continues to run a full desk while managing 18 recruiters and researchers.Kim has more than 30 years of recruitment experience and has personally billed more than $1.4 million in a single year. She is also Vice President of the Pinnacle Society, a consortium of 80 leading recruiters.During her 18 years with Scientific Search, Kim has placed professionals across clinical and commercial operations, manufacturing, engineering, R&D and analytics. She holds an MBA and a BS in Business Management from Rowan University.Connect with Kim:Kim Laipple on LinkedInScientific SearchInside the Industry with Kim LaippleConnect with Mark:Free 30-minute strategy call: recruitmentcoach.com/strategy-sessionMark on LinkedIn: linkedin.com/in/mwhitbyInstagram: @RecruitmentCoachSubscribe to The Resilient Recruiter for a new conversation with a top recruitment leader every week.