#75- Win the Relationship, Not the Deal: Casey Jacox on Building a Career That Lasts

EPISODE SUMMARY Casey Jacox didn’t plan to get into recruiting, he fell into it like most people do. He started out selling barcoding labels, confused by his pay and frustrated by limited opportunity. After being told his goals were “too aggressive,” he took a leap into staffing as a contractor making $16 an hour. That leap turned into a 20-year career at Kforce, where he climbed the ranks through grit, curiosity, and a mindset focused on people, not transactions. His approach “win the relationship, not the deal” would later become the title of his book. Throughout the episode, Casey and Clark talked about how much mindset impacts success. Most recruiters, Casey says, are held back by doubt and negative self-talk. Leaders play a huge role in shifting that. When expectations are clear and vulnerability is encouraged, people grow faster. Casey shared how practicing uncomfortable conversations and being open about struggles helped him and now his clients get unstuck and level up. The two also dug into modern outreach. Instead of pushing candidates or asking if someone’s hiring, Casey suggests slowing down, doing your research, and asking better questions. Look at a client’s 10-K, follow their posts, and engage with their world. Don’t just sell, listen. When you show up consistently and thoughtfully, people remember you. In a noisy industry full of automation, it’s those human touches that still open doors.

 

CASEY'S BIO Casey Jacox is a nationally recognized sales and leadership coach, keynote speaker, and best-selling author of Win the Relationship, Not the Deal. With nearly two decades at Kforce, where he rose to become President of Client Strategy and Partnerships and consistently ranked as the firm's top producer, Casey built a reputation for combining performance with purpose. Today, he works with individuals and companies across industries to improve culture, communication, and client relationships grounded in humility, curiosity, and authenticity. Beyond his work in business, Casey is the creator and host of The Quarterback DadCast, a powerful podcast where he interviews high-performing dads about leadership, fatherhood, and personal growth. Known for his ability to ask thoughtful questions and create real connection, Casey brings heart, humor, and wisdom to every conversation he’s in. You can find Casey on LinkedIn or at https://www.caseyjacox.com/

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