Channel recruitment firm Robertson Sumner has expanded into technical recruitment, as part of plans to increase its revenue by 50 per cent next year.
Robertson Sumner had previously focused solely on sales recruitment in the channel, often rebuffing requests to place technical employees.
However, managing director Marc Sumner (pictured) told CRN that the firm has taken on two dedicated staff for the new technical team, with a further two set to join in January.
Sumner said the move will open up an entirely new revenue stream for the firm, which saw revenue jump 50 per cent this year for the first time in its history.
"For the last 18 years we've been completely sales focused, but we were getting such demand from our clients - especially in the last six months - saying they couldn't find technical people and they just think that we can naturally do technical people as well," he said.
"We've always shied away from it, we've never even tried to do it, but we did find a technical recruiter in the middle of the year and it has really taken off."
Sumner said he expects the technical side of the business to make up around a quarter of Robertson Sumner's revenue next year, and said the new focus will lead to relationships to which the firm previously didn't have access.
"Before, we weren't on PSLs (preferred supplier lists) because we haven't done technical, so sometimes it has actually hindered us," he said.
"I remember NetApp coming to us and saying ‘you don't do technical so we can't put you on our PSL', even though we're very established as a leading sales recruiter, so I think it will open up new customers to us."
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