Your Last Placement Doesn’t Define You

Where the Work Outweighs the Wins

If you’ve worked in recruiting, you’ve probably heard the phrase: “You’re only as good as your last placement.”

On the surface, I get it. In sports: “you’re only as good as your record says you are.” In music: “you’re only as good as your last hit.” But the more I think about it, the less I agree.

I’ll preface this by saying that retained recruiting isn’t the focus here. Contingency recruiting (the model we operate in) is unique because we take on nearly all of the upfront risk. We spend countless hours sourcing, networking, building relationships, coaching, and negotiating - and there are no guarantees. A high-performing recruiter might close 20 to 30 placements a year, and though that may seem like a lot, that means managing far more opportunities that never close.

We walk candidates through long interview processes that end without a hire, build connections that may pay off later (or may not), and face the reality that final decisions are often out of our control. Even with the right candidate, they may choose another path, a client may shift direction, or timing may simply be off.

But none of that means the recruiter failed.

If you believe your last placement defines you, you’re measuring yourself by an outcome you can’t fully control. You’re reducing years of effort, trust built, and impact created down to a single yes or no. That’s not sustainable. And it’s not fair.

The Deal That Was – Until It Wasn’t.

Here’s a real-world example of what I’m talking about: I was recently leading a search for a director-level role, and after an exhaustive process, the last candidate I presented was the one. The client loved them, and the candidate felt the opportunity was perfect for their career. Interview after interview, momentum was building, and it was all a simple negotiation away from closing.

But timing had other plans. The consulting project the candidate was already leading shifted unexpectedly, opening the door to a potentially more lucrative path in the next few years. Ultimately, the deal fell apart right then and there.

I often think about how many independent events have to align for a deal to come together. Every step of the process is an opportunity to succeed or fail, and sometimes timing simply prevails. In this case, I delivered the perfect candidate for the perfect opportunity.

I poured hours into the search, and though we didn’t close the deal, I found solace knowing I’d done my job at the highest level. I brought the right candidate to the right opportunity. The purple unicorn was real. It just wasn’t ours to catch this time, and that’s okay.

It’s Not Your Last Placement — It’s Your Next One

The aforementioned “one that got away” story isn’t unique. It happens more often than not in our line of work. Over time, I’ve learned to take those losses on the chin, pull one positive from the experience, and wake up the next day hungrier than before.

Remember this: wins feel good, but they’re short-lived. Losses sting, but they don’t define you.

Great recruiters aren’t remembered for a single placement. They’re defined by how they show up, relentlessly, for every search. That consistency is what separates the great from the rest. Yes, they’re fueled by determination, but also by integrity, intention, trust in their abilities, dedication to the craft, and an innate ability to truly connect.

So, are you really only as good as your last placement? I don’t think so. You’re as good as the relationships you build and maintain. You’re as good as the integrity you lead with. You’re as good as the excellence you deliver to your clients and candidates. And you’re as good as your ability to get back up when a deal doesn’t go your way, and to chase the next one with even more resolve.

Recruiting is a game of finite opportunities. You only have so many shots in a year, a month, a week, a day. You won’t win them all. And you can’t let the misses define you. Instead, trust your process. As we like to say - ride the wave. Lead with intention. Keep moving forward. Because at the end of the day, the wins will come. And they’ll keep coming, so long as you never lose sight of why you do this in the first place