How to Bill Over $1 Million in Your First Year of Business, with Ross Cohen

Ross Cohen left his role as managing director at one of Florida's leading search firms to launch Brinc Search Partners with his business partner, Brett Nortman. They gave up an established brand, a built-out book of business and the steady flow that came with a larger firm. Ross also had a non-compete preventing him from approaching his former clients.

Brinc launched in March 2025. In its first year, Ross and Brett billed over $1 million.

They did it by getting scrappy. Although both had spent years specializing in financial services recruitment, Ross accepted searches ranging from executive assistants to engineers. These assignments kept revenue moving, helped Brink prove its value and opened the door to further work.

Ross also explains why Brinc does not rely on traditional cold calls. Each search begins with people Ross and Brett already know in the market. They gather intelligence, ask for referrals and identify passive candidates who may never appear through job boards or LinkedIn searches.

You'll also hear why they hired their first associate before the business felt ready, how face-to-face meetings fit into Brinc's hybrid schedule and how the team uses Recruiterflow, PIN and Claude to reduce administration and present candidates more effectively.

What You'll Learn:

How Ross and Brett billed over $1 million in Brinc's first year

Why accepting searches outside their specialty helped create early momentum

How Ross rebuilt his book of business without approaching former clients

Why existing relationships outperform traditional cold calls

How referral conversations uncover passive candidates

Why Brinc hired its first associate earlier than planned