Our Stories > Ralph Barrett - Broadcast
Ralph Barrett
Joined as a recruiter in August 2017
Today, Principal Recruitment Consultant - Broadcast Technology Sales Professionals
Responsible for hiring mid-senior sales professionals, across all broadcast technology, from content creation to video distribution
[Interviewed January 2020 - updated 2021]
What was your path to Caspian One?
I was working at a big, corporate estate agent, Countrywide. So very customer-facing, sales focused. I got to a stage where for me at least, there was no real further progression. I didn't wish to be a Manager, but that was the only logical next step.
I enjoy sales culture.
I'm very much a believer that the amount of work you put in should be rewarded and so, wanted to look at alternative sales routes to pursue.
In terms of Caspian One, one of my previous colleagues and friends had already joined the company. We got talking, and he explained a bit about the culture and what goes on at the company. I'd never done recruitment before, so that was obviously a big learning step. It was just a natural progression from there. My friend put me in touch with Caspian One, and we just started talking.
Was there a specific reason, separate to your transferable sales capabilities - that a career at Caspian One appealed?
Other than the beer fridge? Haha - Yes, other than the beer fridge…
For me, I think at the time of joining and still to some extent now; I'm a big believer in positivity. I get the best out of myself, and the company gets the best out of me when there's a good - I don't mean to sound cheesy, but a good positive 'vibe'.
It's like with anything if you go into a toxic workplace or a toxic relationship, whatever it is, it's going to be bad for you. You're only going to excel in something and want to be there if it's an enjoyable place to work, and I've got that vibe.
One, from what my friend was telling me and I trusted him. Then two from, I think, being around the office when I first came in and seeing that buzz. Coming from an office where you're not even allowed the radio on to a lively environment, it just seemed like an enjoyable place to be.
What was the application and interview process like for you?
Long and thorough.
I spoke to Pete quite a few times, meeting him first for a drink. Then I talked to Nicky, and then I met with Lee, who at the time came across pretty intense. There were several stages and a couple of tests at during the interview; such-as being handed a collection of CV's and then questioned on who you'd give a role to and why.
There were other people in the running for this position, but apparently, although I didn't pick the best CV, the way I thought about it and the problem-solving approach I took stood out.
Tell me about those first, 'hit the ground running' weeks after starting?
Initially, my focus was just on absorbing it all. I think, going into a new role and having seen people who've joined the company and left, it's important not to underestimate the amount that goes into recruitment.
From an outside viewpoint you don't realise how much process there's to get your head around. That's just from a recruitment point of view, let alone needing to learn about the broadcast industry itself.
You also have to take control of your mindset early on. It's not a call centre or a micro-managed environment, but it is true the more you put in, the more you get out. Fortunately, I joined in the summer, which meant I was able to build relationships with the other consultants, attending summer parties and kick off incentives.
Going deeper on earlier comments, how has your perception of recruitment changed since joining Caspian One?
First, I have so much more respect for the industry.
For me, it feels like there are often multiple roles put into one with recruitment. It's bus dev, it's HR, it's resourcing etc. and that's what I like about it. The fact that it's quite diverse; it's not just picking up the phone and making a call, there is an amount of psychology behind the outcome and what you want to get out of it.
I like it because it is diverse, it makes you think, and you have to plan ahead. Compared to other office-based jobs where you could be just sat doing repeatable tasks, you'll never get bored in recruitment due to the variety.
Since starting, how have you grown within Caspian One? - Tell us about your career journey
Okay, so for the first six months, I was focused on broadcast IT roles. Quite junior positions, more intended to get me into the 'swing of things' and learn the industry. By speaking to the engineers and broadcast communities, you pick up on the tech quicker.
There were a couple of wins straight away, with a few early placements. Then after six months, I started working closely with Nicky, who was responsible for broadcast sales. Initially, it was very much a resourcing role - she'd get the jobs in, I'd go out and resource them.
Looking back, whether there was a bit of bad luck on some roles or not (there's always a million things that can go wrong in recruitment, I know that now) - it took a while to get some momentum on the sales side. In six months, I'd made only one placement. I was feeling somewhat demoralised, not really finding my feet and wondering if this was the right career for me.
Then, that year when the rest of my team travelled to Amsterdam for the broadcast industry event IBC - I stayed back at the office. When everyone went away, and it was me alone I just thought, I haven't got anything to lose - and really began pushing hard to pick up the pace.
I got a placement off the back of this activity, which was actually quite a good placement. Nicky then left a few months after that IBC event, and since then, I've managed to maintain that motivation. I have been entirely consistent, regularly sitting amongst the top three on the sales leaderboard.
Apart from the team's absence, can you pinpoint what caused this change in performance?
It was a mental change. Just before then, we'd had training with Matt Sykes, discussing mindset and the more significant factors that can impact your behaviour and so on. For me, this hit home; it's very much all about mindset.
If you're in the right frame of mind if you've got a positive attitude and if you're prepared to put the work in then success will come off the back of that.
On the other hand, recruitment is a roller coaster (you've got to take the rough with the smooth) - but if you get bogged down in losing deals or things not going great, then it's not going to work. You have to be able to pick yourself up, brush it off, get a new rhythm going and have the resilience to move on to that next role.
Beyond mindset, what else has motivated you to want to be here?
Getting the mindset right helps initially. To keep that motivation well, I'd say I'm quite competitive by nature, so having the sales board on display as a visual reminder helps. I mean, you should never compare yourself to other people in different markets, but it is rewarding to see yourself ranking highly.
Then off the back of that, the money does start to come in. Obviously, the more you progress through your life, the more expenses you're going to have, so having that consistent, sustainable income is of benefit. I think also, I've grown to really enjoy the industry.
Broadcast, television, all the new technologies, events like IBC are all actually really cool. There are loads of new products coming out - from robotic camera systems to cloud OTT. Then you have areas like eSports and similar that I find fascinating.
Looking at Caspian One as a company, how would you describe our culture or what it's like to work here?
It's a supportive, high energy culture and it's a place where - if you're prepared to bring your A-game and put the work in, you will be rewarded for that. Not just financially but through training, progression, personal self-development and similar. From my perspective, I've found my Manager, Lee Barnett, to be massively supportive inside and outside of work. Ultimately it's the people at Caspian One that make it a great place to work.
What have been your most significant moments and achievements at Caspian One?
Personally, I think my trip to IBC was a success. It was my first convention abroad which I'm still seeing returns and value from today, with new clients, relationships and business.
Additionally, I earned a place on the 2020 ski trip which I'm very proud of - and I overachieved the target last quarter by something like 130%. Then there are incentives I've been rewarded with, like trips to Ascot and a Jet Ski Safari!
What are you aspiring towards next?
I'm aiming for Principal Consultant status next.
There's a very clearly defined progression structure within the company, which is ideal. I know what I need to do and I think for me as well, it's doing what I have been doing - but taking it up another level.
End of the day, it is a never-ending job. There's always more you can do, but I think because of that, if you can get through an extra deal in a month or a quarter, whatever it is, that's more money in your back pocket.
What advice or recommendations would you give to someone considering a move to Caspian One?
It depends on their background. I mean, I like Caspian One for another reason not yet mentioned which is that it's an independent, non-corporate organisation. There's a lot of self-autonomy in the way we work, which can be a pro or con depending on a person's preferences.
You can't ignore the financials as the OTE's are realistic and definitely a step up from typical call centres, estate agencies, etc. Plus there are perks like the parties, awards events and stuff like that.
There's a lot of things that add up at Caspian One. It's absolutely a place for progression whether you want to take on more responsibilities or pursue expert status in a particular market specialism.
The options are there and self-development is really promoted.