Building Bridges: The Mistake That Shaped Our Agency
Where It All Began
In 2012, Source One Hospitality was just an idea. We didn’t know exactly how it would take shape, but we knew what we wanted: to connect great people in restaurants and hospitality with opportunities where they could thrive. We loved this industry and the people in it. To us, they’ve always been a special breed - passionate, driven, resilient, and cut from a different cloth – some of the hardest working, most dedicated people in the world. We wanted to be their advocate. That was the heartbeat behind our company.
The First Client
Before making a single placement, I spent months studying. I interviewed recruiters and agencies, asking what made them succeed or fail. I talked to restaurant leaders and owners to find out what experiences they’ve had with recruiters. Once I felt ready, I hit the ground running.
One day, I walked into a potential client’s restaurant and, if only by sheer luck, the Director of HR & Training was there. We started talking. The connection was instant. Not long after, we signed an agreement, and soon after that, we made our very first placement. We were on the board! We had momentum. But then came the mistake.
The Offer That Changed Everything
I really had two careers at the time. Music has always been my greatest passion, but passion alone doesn’t pay the bills. So, with my father-in-law, we launched Source One Hospitality as a way to generate income while getting after my budding music career.
At the time, I was juggling the early makings of a recruiting agency with a freshly signed record deal. (I know you probably have questions about that, and we’ll get to that story another time.) Life was hectic, and I was traveling constantly, in and out of town for music.
We had just hired our first recruiter and things were off to a good start. One weekend while I was away, I got a call. Our client had extended an offer, but it came in well below what the candidate was hoping for.
I asked my recruiter where the candidate needed to be. I thought, “let me jump in and help close this deal.” I went back to the client, suggested a higher number, and felt like I was doing my job by advocating for our candidate.
Then came the phone call I’ll never forget.
The client told me the candidate was upset that I had negotiated without consulting them first. Worse, they said the candidate had been ready to accept the original offer, and didn’t understand why we were countering on their behalf.
From the client’s perspective, it looked like we were trying to squeeze them for more money to increase our fee. That was never the case, but in their eyes, we’d betrayed their trust. In the end, and after vehemently pleading my case, we lost the client.
The Wake-Up Call
That sting stayed with me for a while. The problem wasn’t the negotiation. It was me moving too fast without truly listening.
I didn’t pause.
I didn’t consult the candidate directly.
I didn’t let the process breathe.
In my eagerness to “get the deal done,” I made a move that damaged trust. And trust is everything in recruiting.
That was the wake-up call that shaped Source One Hospitality.
From that day forward, we made a commitment: we weren’t dealmakers. We were bridge-builders.
Integrity above all else.
Active listening before action.
Advocacy for both clients and candidates.
The lesson was clear: success in recruiting isn’t about pushing transactions across the finish line. It’s not about being the biggest or closing the most placements. It’s about creating lasting relationships.
Looking back, I’m grateful it happened early. It gave us the clarity we needed to define our values and set a higher standard. Since then, Source One Hospitality has made over 700 successful placements - from entry-level Managers to CEOs - and built a company I’m proud of. And it all traces back to that early misstep.
A Word to New Recruiters
If you’re new to this business, here’s my advice:
Don’t obsess over closing deals.
Focus on why you do it.
Understand that you control very little - so don’t try to.
Be a true advocate for your people.
Practice active listening.
Because when you build your reputation on integrity and trust, the placements, the growth, (and the money) will follow naturally.
At the end of the day, your greatest asset isn’t your client list.
It’s your reputation.
It’s your integrity.
It’s the bridges you build.