Episodes

  • The Power of Persistence and Genuine Connections with Josh Brandon

    The Power of Persistence and Genuine Connections with Josh Brandon
    Nov 21 2024

    Can a recruiter’s greatest success come from redefining the game and putting relationships above all else?

    In this episode, Susanna Gray-Jones sits down with Josh Brandon, founder of Qualiteach, to explore the journey of building an exceptional recruitment business.

    Josh shares how his purpose, rooted in family and a relentless pursuit of quality, drives him to create a reputable name in education recruitment.

    From starting his own company at a young age to the unique challenges of staying boutique, Josh opens up about his early hurdles, the importance of relationships, and the value of caring deeply for clients and staff.

    This is a must-listen for recruiters aiming to achieve career success and a meaningful impact in their roles.


    Must-Hear Insights and Key Moments

    • Josh’s “Why”: Josh shares that his family motivates him daily, while professionally, he aims to be recognized for quality over size in the recruitment world.
    • Founding Qualiteach: He discusses starting Qualiteach at a young age, viewing it as “starting a desk” to reduce fear, with support from a mentor.
    • Long-Term Focus: Josh explains Qualiteach’s emphasis on long-term placements, inspired by his special education background, to build stability and strong relationships.
    • Value of Relationships: He stresses that recruitment success relies on understanding each school’s needs rather than quick, transactional placements.
    • Prioritizing Organic Growth and Integrity: Josh advises aspiring entrepreneurs to focus on organic growth, invest in back-office support, and put integrity and care at the forefront, emphasizing that sustainable success goes beyond just billing.

    About Josh Brandon

    Josh Brandon is the founder of Qualiteach, an education recruitment consultancy he launched in December 2015 with a mission to deliver unmatched service in the sector. With 14 years of dedicated experience in education recruitment, Josh brings a wealth of expertise and a strong commitment to quality, reliability, and trustworthiness.

    Under his leadership, Qualiteach has grown to include approximately 40 employees across three regional offices, serving a broad network of schools and educational institutions.

    Josh’s approach is rooted in a belief in fostering a positive, supportive work environment where each team member is empowered to reach their full potential.

    This culture of encouragement and professional growth has become a cornerstone of Qualiteach’s success, allowing the company to thrive and make a meaningful impact in the lives of both candidates and clients. Whether helping schools find exceptional educators or guiding professionals to fulfilling roles, Josh remains steadfast in his commitment to excellence.

    Connect with Josh Brandon:

    • Website
    • LinkedIn


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    37 mins
  • Mastering Market Toughness with Grit and Strategy with Alan Clarke

    Mastering Market Toughness with Grit and Strategy with Alan Clarke
    Nov 7 2024

    What does it take to elevate your recruiting career from average to elite?

    In this episode, Susanna Gray-Jones is joined by the esteemed recruitment trainer, Alan Clarke, founder of RecruiterFit. With over 27 years of industry expertise, Alan shares his mission of empowering recruiters to refine their skills and build resilience in a demanding field.

    He dives into the art of developing essential recruiting techniques and enhancing softer skills that many overlook, emphasizing how mastering these can elevate one's career from ordinary to elite.

    Alan's unique blend of practical insights and motivational guidance helps listeners tap into their fullest potential, pushing beyond perceived limits to succeed in today’s tough market.

    They also explore the mindset shifts that separate top-performing recruiters from the rest and discuss why investing in continuous improvement and self-discipline is key to navigating the industry's highs and lows.


    Must-Hear Insights and Key Moments

    • Getting RecruiterFit – Alan’s mission is to help recruiters build resilience and sharpen both hard and soft skills to elevate their performance.
    • Mastering the Basics – Success in recruitment starts with consistently excelling at fundamentals like thorough candidate qualification and understanding the client's real needs.
    • Deep Qualifying – Going beyond surface-level motivations, Alan recommends uncovering six or more reasons a candidate wants to move, ensuring a stronger commitment.
    • Referrals Done Right – Referrals are strategic when done well. Alan shares tips for framing referral requests that tap into top-performer networks.
    • Building Resilience – In a tough market, keep relationships active with long-term thinking, even if immediate opportunities aren’t there.
    • Backfill Opportunities – Leverage open roles left by placed candidates. Backfilling is a powerful, often overlooked way to secure new business.

    About Alan Clarke

    Alan Clarke is an experienced recruitment trainer with over 25 years in the industry, having trained more than 11,500 recruiters across 17 countries. From new consultants to business owners, Alan equips professionals with the essential skills to excel in recruitment, build successful desks, and lead teams effectively.

    As the founder of RecruiterFit, he offers a wide range of tailored training programs, from induction to advanced management courses, all aligned with each client’s unique brand and values.

    His resources extend beyond the classroom, featuring over 100 online training videos and practical 'Response Handlers' for managing client and candidate calls.

    Alan’s dedication to enhancing recruitment standards and his commitment to empowering recruiters have established him as a highly valued mentor and expert in the industry.

    Connect with Alan Clarke:

    • ⁠Website⁠
    • LinkedIn⁠

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    52 mins
  • Managing Teams and Driving Success in Education Recruitment with Martin Keddie

    Managing Teams and Driving Success in Education Recruitment with Martin Keddie
    Oct 24 2024
    What truly drives a recruiter to succeed—passion for people, or the pursuit of profit? In this episode, Susanna Gray-Jones sits down with Martin Keddie, Associate Director at Axcis Education Recruitment. Martin’s unique journey from performing arts to becoming a top-billing recruiter in the education sector reveals how diverse experiences can shape a successful career in recruitment. Martin shares how his background as a teaching assistant and performer equipped him to navigate the challenges of recruitment. He discusses his rapid progression within Axcis, highlighting the importance of discipline, people skills, and a commitment to supporting children with special educational needs. Hear Martin’s practical advice on staying calm under pressure, building strong client and candidate relationships, and how personal growth can lead to long-term success in recruitment. This episode is a must-listen for recruiters looking to elevate their game and build a rewarding, impactful career in the recruitment industry. Must-Hear Insights and Key Moments Diverse Experiences Lead to Success: Martin’s background in performing arts and education shaped his approach to recruitment, showing how transferable skills from different industries can set you apart as a recruiter.Passion Over Profit: Martin emphasizes that his motivation for entering recruitment wasn't driven by money but by a genuine desire to help people—particularly in supporting children with special educational needs. The Power of Discipline and Adaptability: Drawing from his experience as a performer, Martin highlights the critical need for discipline and adaptability in recruitment, whether it's navigating client relationships or handling last-minute challenges.Relationships Are Everything: Building and nurturing strong relationships with candidates and clients is a cornerstone of recruitment success, proving that trust and communication are more important than transactional thinking.Proactive Career Growth: Taking the initiative to pursue additional qualifications and create new roles within an organization is a powerful way to advance your career and shape your own path.Staying Calm in Crisis: Martin shares his strategies for remaining calm during high-stress situations, a key trait for thriving in recruitment where unpredictability is common. About Martin Keddie Martin Keddie is the Associate Director of HR & Candidate Management at Axcis Education Recruitment, with over 13 years of experience in education recruitment. Based in Greater London, Martin specializes in placing talented individuals into special educational needs (SEN) roles, helping to make a meaningful impact in the lives of vulnerable children. Martin’s career began in musical theater, and he later transitioned into recruitment, bringing his discipline and adaptability from the performing arts into his work. He quickly rose through the ranks at Axcis, starting as a Senior Team Leader, then moving to Branch Manager, and eventually becoming Associate Director. Known for his calm leadership and people-first approach, Martin is passionate about fostering strong relationships with candidates and clients alike. His HR expertise, coupled with his Associate CIPD qualification, allows him to mentor and support his team, ensuring they excel in the field of SEN recruitment. Connect with Martin Keddie: Website LinkedIn Follow The Counter Offer: ⁠⁠⁠⁠⁠LinkedIn Host⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn Podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠Tiktok⁠⁠⁠
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    27 mins
  • Growing a Recruitment Legacy with Nick Murphy

    Growing a Recruitment Legacy with Nick Murphy
    Oct 10 2024
    Are you investing enough in your growth or just chasing short-term wins? This week, we’re bringing back the most listened-to episode on The Counter Offer! Join Susanna Gray-Jones and guest co-host Luke Smith as they sit down with Nick Murphy, CEO of Tradewind Recruitment, to explore the journey behind building a thriving recruitment business. From his early days in Sydney to leading Tradewind’s growth in the UK, Nick shares the key strategies that have driven his success. Nick discusses how Tradewind has grown from a £26 million turnover to over £100 million, expanding across 11 locations in the UK. He emphasizes Tradewind’s focus on investing in people and creating a supportive culture that empowers recruiters to excel. It’s not just about competitive commission structures; it’s about long-term growth and building a legacy. The conversation delves into what sets Tradewind apart from other big players, highlighting their commitment to candidate development, compliance, and a strong support system. This episode is especially significant, not only because it's the most listened to episode to date but also because it marks a major milestone—Nick Murphy's 10-year anniversary at Tradewind. His decade-long leadership at the helm of this recruitment powerhouse showcases his unwavering dedication to growth and innovation. With a proven track record of success, Nick's insights into building and scaling a business are more relevant than ever. This conversation offers a rare opportunity to learn from a leader who has shaped an industry and continues to invest in the future of recruitment. If you’re serious about advancing your recruitment career, this conversation is packed with actionable strategies you won’t want to miss! Must-Hear Insights and Key Moments Tradewind's Growth Story: Nick Murphy shares how Tradewind Recruitment expanded from a £26 million turnover to over £100 million, growing its presence to 11 locations across the UK. Investment in People: The emphasis on investing in staff development and creating a supportive work environment that empowers recruiters to excel, rather than just focusing on commission structures. Navigating Challenges: Insights into how Tradewind handled the difficulties during the COVID-19 pandemic by prioritizing the well-being of both employees and candidates. Long-Term Vision: Tradewind’s commitment to building a legacy by reinvesting profits into candidate development, compliance, and technology. What Sets Tradewind Apart: Exploration of how Tradewind's unique culture and management style differentiate it from competitors, focusing on a people-first approach.Leadership Philosophy: Nick Murphy’s approach to leadership, emphasizes resilience, humility, and the importance of maintaining a positive mindset during tough times. About Nick Murphy Nick Murphy is the Group CEO of Tradewind Recruitment, SANZA Teaching Agency, and Accelerate Teaching. With over two decades of experience in recruitment and education, Nick has led the expansion of Tradewind to 11 locations across the UK. Starting his career in Sydney in banking and finance recruitment, he later took on key roles at Capita Education Resourcing and Hays, honing his strategic and leadership skills. Nick is known for his people-first approach, investing in team growth, and creating a supportive work culture. His focus on resilience, accountability, and innovation has set Tradewind apart as a market leader. Beyond his role at Tradewind, Nick serves as a Board Trustee at Latchmere Academy Trust, driving positive change in education. Connect with Nicky Murphy: ⁠⁠⁠Website⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠ Follow The Counter Offer: ⁠⁠⁠⁠LinkedIn Host⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn Podcast⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠Tiktok⁠⁠⁠
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    34 mins
  • Are You Under Target?

    Are You Under Target?
    Sep 26 2024
    Do you feel under target? It’s a frustrating place to be, and it’s easy to let the pressure overwhelm you. But what if being under target isn’t the failure you think it is? What if it’s actually an opportunity to reassess, refocus, and elevate your recruitment game? In this episode, I open up about my own experiences with missing targets, something every recruiter faces sooner or later. Instead of letting it define you, this is the perfect time to evaluate where you can improve and implement new strategies. I’ll share actionable tips like breaking down big goals into manageable steps, refining your follow-up process, and shifting your mindset to see challenges as stepping stones to success. It's about taking control of what you can and using resilience to turn setbacks into opportunities. If you’re feeling the weight of being under target, this episode will give you the tools and strategies to push through and get back on track. Must-Hear Insights and Key Moments Turn Being Under Target Into An Opportunity: Missing targets doesn’t have to feel like a failure. Instead, see it as a moment to reassess, discover new strategies, and elevate your recruitment performance.Control Your Actions, Not Your Outcomes: You can’t always control how clients or candidates will react, but you can control your actions and mindset. Consistent, focused actions lead to success over time.Use Time-Blocking For Focused Productivity: Break your day into 15-20 minute blocks of focused time to avoid burnout and stay on track with important tasks that drive results.Elevate Your Follow-Up Process: Going beyond just making calls—small personal touches like sending thank-you notes can make a big difference and help you stand out in your follow-up.Resilience Means Learning From Setbacks: True resilience is using setbacks to propel yourself forward. Every challenge is an opportunity to grow and improve.Prioritize Positive Affirmations And Self-Care: Keep your mindset in check with daily positive affirmations, and maintain balance through simple self-care practices like exercise and meditation to stay motivated. Words of Wisdom: Standout Quotes from This Episode “Find a way to enjoy the process.” — Susanna Gray-Jones “See being under target, not as a threat to your job, not as a threat to your career and your life, but see it very much as an opportunity to push yourself and to discover new strategies.” — Susanna Gray-Jones “Focus on what you can control.” — Susanna Gray-Jones “We can't always control the reactions of others, but we can control our actions and our reactions to how they react to us.” — Susanna Gray-Jones “Learn from others, seek advice from people who are doing well.” — Susanna Gray-Jones “Feedback is a gift.” — Susanna Gray-Jones Follow The Counter Offer: ⁠⁠⁠LinkedIn Host⁠⁠⁠⁠⁠⁠LinkedIn Podcast⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠Tiktok⁠⁠ Check out our sponsor: Soul Space Studio Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work. Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.soulspace-studio.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more information USE CODE: COUNTEROFFER for 10% discount
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    21 mins
  • The Art of Developing Exceptional Sales Talent and Strategies with Romy Sembi

    The Art of Developing Exceptional Sales Talent and Strategies with Romy Sembi
    Sep 12 2024
    Ever wondered what separates exceptional salespeople from the rest? In this episode, Susanna Gray-Jones chats with sales expert Romy Sembi about mastering the sales process and staying motivated. Romy reveals how understanding the "DNA of selling" and employing a scientific approach can drive success. They delve into how visual goals can fuel motivation and the role of managers in recognizing what drives their teams. Romy also shares his expertise in spotting superstar salespeople, focusing on assessing behaviors, adaptability, and openness to feedback. Highlighting the importance of investing in people, Romy reminds us that today's "little person" could become tomorrow's CEO. This episode is a treasure trove of actionable advice for sales professionals and managers alike, offering a fresh perspective on achieving sales success. Must-Hear Insights and Key Moments Understanding the "DNA of Selling": Romy Sembi emphasizes the importance of grasping the fundamental elements of successful selling, which can be mapped and systematically applied to drive results. Motivation Through Visual Goals: Keeping a visual reminder of goals, such as a picture of something you desire, can significantly enhance motivation and drive to achieve targets. Tailoring Management Approaches: Effective sales managers must understand and adapt to the individual motivators of their team members to foster a productive environment. Assessing Salespeople's Potential: During interviews, evaluating a candidate's behavior, adaptability, and responsiveness to feedback is crucial for identifying top-performing salespeople. Role of Feedback in Improvement: Embracing and applying feedback is vital for growth. Romy highlights the importance of being open to direction and continuously improving based on constructive criticism. Investing in People for Long-Term Success: Romy underscores the value of investing in individuals, noting that today’s “little person” could become a future leader or CEO, making long-term support and development essential. About Romy Sembi Romy Sembi brings over 24 years of expertise in sales training and recruitment, working across 56 countries with a deep understanding of cultural nuances and global business dynamics. As the founder of Aura Sales, Romy has a distinguished track record of elevating sales performance through customized training and strategic recruitment solutions. His career spans a diverse range of industries and includes collaborations with high-profile companies such as Indeed, Souq.com, and eBay. Romy’s approach is rooted in his ability to seamlessly integrate into sales teams and adapt training programs to fit unique business propositions. He emphasizes the importance of translating classroom learning into real-world application, ensuring that sales strategies are not only developed but effectively implemented. With a focus on both global and startup environments, Romy is adept at providing insights and practices that drive tangible results. His commitment to empowering salespeople and fostering a culture of excellence makes him a valuable partner in achieving sustained success and growth. Connect with Romy Sembi: ⁠⁠Website⁠⁠⁠⁠LinkedIn⁠⁠ Follow The Counter Offer: ⁠⁠LinkedIn Host⁠⁠⁠⁠LinkedIn Podcast⁠⁠⁠⁠Instagram⁠⁠⁠Tiktok⁠ Check out our sponsor: Soul Space Studio Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work. Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.soulspace-studio.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more information USE CODE: COUNTEROFFER for 10% discount
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    37 mins
  • Mastering Recruitment with Strategic Onboarding with Bobby Banerjee

    Mastering Recruitment with Strategic Onboarding with Bobby Banerjee
    Aug 29 2024
    What if the key to elevating your recruitment process is reevaluating how you assess and onboard new hires? In this episode, Susanna talks to Bobby Banerjee, a seasoned recruitment strategist to explore optimizing recruitment and onboarding strategies. They discuss how to balance thoroughness with efficiency in interviews and the value of role plays for on-the-spot candidate assessment. Bobby advocates for a streamlined process, suggesting flexible interview stages and avoiding overly complex assessments that could deter top talent. They discuss the ideal timing for evaluating new hires and emphasize the importance of setting clear expectations and assessing competencies beyond immediate billings. He also introduces his innovative assessment tool, designed to provide deeper insights into candidates' behaviors and potential, moving beyond traditional CV metrics. Tune in now and learn how to enhance your recruitment process! Must-Hear Insights and Key Moments Streamline Your Process: Bobby shares how to create a more efficient recruitment process by recommending flexible interview stages and avoiding overly complex assessments that can discourage top candidates. Role Play for Real Insights: He highlights the effectiveness of role plays during interviews to assess candidates' skills and responses on the spot. Timing for Evaluation: Bobby explains the importance of evaluating new hires over a six to nine-month period to get an accurate sense of their potential and fit. Beyond Billings: He emphasizes setting clear expectations and evaluating candidates' competencies beyond immediate billings to ensure long-term success.Innovative Assessment Tool: Bobby introduces his new tool designed to provide deeper insights into candidates' behaviors and potential, moving past traditional CV metrics. About Bobby Banerjee Bobby Banerjee is a respected Director of Learning known for his expertise in recruitment training and coaching. He has trained over 500 recruiters, from trainees to senior leaders in FTSE 250 companies. Specializing in customized recruitment training for onboarding, performance coaching, and talent acquisition teams, Bobby leverages his background as a recruitment consultant to address the real-world challenges faced by salespeople. He won the LPI’s Innovation in Learning Award in 2020 for his role in the FurLearn initiative during COVID-19. His training programs are designed to help consultants achieve faster billing and greater confidence. Connect with Bobby Banerjee: ⁠Website⁠⁠LinkedIn⁠⁠Instagram⁠⁠Facebook⁠ Follow The Counter Offer: ⁠LinkedIn Host⁠⁠LinkedIn Podcast⁠⁠Instagram⁠Tiktok Check out our sponsor: Soul Space Studio Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work. Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.soulspace-studio.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more information USE CODE: COUNTEROFFER for 10% discount
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    40 mins
  • Embracing Confidence and Warmth in Your Career with Cynthia Barnes

    Embracing Confidence and Warmth in Your Career with Cynthia Barnes
    Aug 15 2024
    When someone compliments you, don't downplay it—own it and say thank you. It will empower you and affirm your worth. In this episode, Susanna sits down with Cynthia Barnes, a top LinkedIn voice, keynote speaker, and trailblazer in sales and diversity. Cynthia is known for her powerful presence and inspirational messages on equality and personal growth. They dive deep into the essence of owning one's achievements and how to overcome societal expectations and embrace authenticity. She emphasizes the importance of diversity in the workplace and how unconscious biases can hinder growth. Cynthia also addresses women's challenges in male-dominated industries and offers practical advice for those facing imposter syndrome. Cynthia's wisdom and experience provide a roadmap for personal and professional empowerment, making this a must-listen for recruiters and professionals striving for excellence! Must-Hear Insights and Key Moments Embracing Compliments: Cynthia emphasizes the importance of accepting compliments graciously. Owning and acknowledging your achievements can significantly boost your confidence and affirm your self-worth.Overcoming Societal Expectations: Cynthia shares her journey of navigating and overcoming societal expectations, encouraging listeners to embrace their true selves and reject limiting beliefs.Confidence vs. Warmth: She discusses the delicate balance between confidence and warmth, especially for women in leadership roles. Striking this balance can enhance your effectiveness as a leader while maintaining approachability.Diversity in the Workplace: Cynthia underscores the importance of diversity and how unconscious biases can hinder organizational growth. She advocates for actively addressing these biases to create a more inclusive environment.Supportive Networks for Women: She highlights the challenges women face in male-dominated industries and the critical need for supportive networks that foster growth and encourage women to thrive. About Cynthia Barnes Cynthia Barnes is a transformative leader renowned for igniting confidence and driving results in both the sales and nonprofit sectors. As the founder of the "Own Your Awesome" program, she has empowered sales professionals to overcome self-doubt and achieve impressive performance increases of 30-100%. Currently serving as Director of Development at the Home Furnishing Association, Barnes applies her expertise to build meaningful donor relationships and enhance fundraising success. Her background includes work with major companies such as Google Cloud, Salesforce, Bridgestone, and Toyota, and she is celebrated for significantly increasing female sales hires by 64%. A dynamic speaker and thought leader, Barnes is recognized as a LinkedIn Top Voice and a 4X Salesforce Top Sales Influencer. With two books and a TEDx talk to her name, she is dedicated to inspiring and equipping others to reach their full potential. Connect with Cynthia Barnes: WebsiteLinkedInInstagramFacebook Follow The Counter Offer: LinkedIn HostLinkedIn PodcastInstagram Check out our sponsor: Soul Space Studio Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work. Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.soulspace-studio.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more information USE CODE: COUNTEROFFER for 10% discount
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    29 mins