Claudia Santillo
Claudia is the founder of Santillo Consulting, a specialist Legal Executive Search Consultancy.
With over 25 years’ experience working within the legal sector, she is genuinely passionate about delivering excellence in assisting clients in the strategic development of their businesses and ensuring every candidate achieves their ambitions. She has developed a profile and reputation within the legal market which is second to none.
- Tell us a little bit about your business…
Santillo Consulting is a dedicated Legal Executive Search Consultancy working in partnership with major international law firms, niche commercial practices, in-house legal teams and legal professionals at every level worldwide.
I set up Santillo Consulting in 2009 having worked with several recruitment companies gaining extensive experience across a broad range of sourcing techniques including executive search, advertised selection, and database management.
My goal was to create a reputable legal recruitment consultancy based on exceptional service, trust and a genuine passion for the legal market.
With over 25 years’ experience in this market my expertise has naturally evolved to specialise in strategic senior level appointments and advising on team acquisitions and mergers.
- How did you get into the industry?
I began my legal recruitment career in 1999 as a researcher for a Legal Executive Search Consultancy and immediately found my passion for the legal sector. I progressed quickly into a consultant role and absolutely loved the buzz of being able to make such a difference to the legal professionals I was working with in helping them to achieve their ambitions. I also loved developing partnerships with my clients and really making a difference to their recruitment strategies. I’m very lucky to still be working with those clients 25 years on!
- What are the biggest opportunities and challenges in your industry?
The legal recruitment industry is everchanging due to the significant shifts in the legal sector, so it’s essential to adapt and thrive with these changes.
With the advancement of legal tech, AI and automation there is huge demand for specialists in key legal practice areas, so being able to focus on attracting talent in these areas is key to differentiating ourselves in a very competitive recruitment market but this also creates amazing opportunities for us to add value to our client’s recruitment strategies and differentiate our offering.
Flexible/remote working has also changed how legal professionals work and although we’re gradually returning to seeing roles being more office based this does affect remuneration levels and we have to manage expectations around this carefully.
The biggest challenge is attracting the best legal talent in an extremely competitive recruitment market and although our longevity in the legal market sets us apart from our competitors, we have to ensure that we are continuously connecting and developing relationships with legal professionals across the world.
- How would you describe your leadership style?
Apparently, I have a ‘transformational leadership’ style. I empower, motivate and enthuse people to achieve their goals and support them to grow and develop into the best that they can be.
- How do you get the most out of the people who work for you?
I create a fun, collaborative environment where we all share the same high standards of service to clients/candidates and ethical values to be the best legal recruiters in the market. I empower the team to develop their own approach but will always guide and support them when they need advice and provide the best training to be able to do their job at the highest level. I also make sure we celebrate our wins in style!
- What are the most crucial elements to your business running smoothly and being successful?
We work with clients that we love working with, clients that we know are amazing to work for and have developed a niche in working on difficult projects, which require specific expertise and knowledge. We open doors and create opportunities rather than just being reactive to the recruitment market, which makes us truly unique, as we have strategic level relationships and connections which also set us apart from our competitors.
- How has the past 12 months been for you?
2023 brought some extremely difficult economic and world challenges which has made some of our clients more cautious with their recruitment strategies in certain practice areas. However, we have still seen a very active senior level market and a demand for legal professionals in niche areas and emerging markets.
- What will the next 12 months look like for your business?
As our clients continue to grow and develop into new office locations/countries we will be working more internationally and across the London market, whilst continuing our regional presence. We have a re-brand and new website coming, as well as expanding our recruitment team. 2024 is going to be an extremely exciting year for Santillo Consulting!
- What are the highlights of your career so far?
Setting up Santillo Consulting in 2009 in a recession after being made redundant, juggling the growth of the business whilst having a family and still going strong 15 years later!
Attending a Partners meeting for a client Law firm where I collaborated & advised this senior team of 26 Partners on their firm-wide recruitment strategy. Being involved in their business growth strategy at this level & scale was really exciting & I enjoyed being able to make such a difference to how they achieved their recruitment goals.
Winning the Recruitment & Training Category at Birmingham Young Professional of the Year (BYPY) in 2008, which led to me becoming Chair of the BYPY committee and addressing nearly 1000 guests at the ICC. This was an experience I will never forget and after the nervous wobbly legs I absolutely loved every minute! It was also the best black tie do/afterparty ever!
In my early recruitment career, I organised a team incentive to achieve £1m which we did & this led to an amazing trip to Miami and a Caribbean cruise for our whole office!
- What’s the biggest business mistake that you’ve learnt from?
You can’t do it all – looking back at the way I have juggled the business whilst having a family I feel that I spread myself too thinly for a while as I was still trying to be the best that I could be for my clients but was unable to deliver to my usual standard. It’s important to realise that sometimes you have to say no so that you can stay focused & work effectively.
- What’s the best piece of business advice you’ve been given?
Resilience in the recruitment sector is essential to survive and thrive and no matter what you face day to day you have to keep believing in your goals, manifest your dreams, go for it and don’t look back! You never know what that next call/meeting may lead to… NEVER GIVE UP! (this is actually my life motto too!).
Differentiate yourself at every opportunity, provide an exceptional service consistently, know your market, go the extra mile for your clients & always be a pleasure to work with – your reputation is your key to success & word of mouth is the best marketing tool.
