After more than two decades in tech recruitment, Sandra Patel has built and sold her own business, Transition Partners, and is now helping other technology companies grow.
As founder of The Digital Ball Movement, which now runs across Leeds, Greater Manchester and Newcastle, she’s also using her network to tackle digital exclusion.
Here, she reflects on the highs and lows of running a business, the lessons she’s learnt along the way and why success is about more than just making money…
How did you first get into your industry?
I fell into recruitment, like so many people do! I didn’t have some big career plan mapped out. What I did know was that I loved helping people, helping to improve peoples lives and give back.
I quickly realised recruitment brought all those things together. I loved the pace, the relationships and the fact that you could genuinely change someone’s life by helping them find the right opportunity.
Over 23 years later, I’ve built and sold my own recruitment business, worked with some incredible technology companies and made lifelong friendships along the way.
What do you love about your job?
I love meeting people, building relationships, connecting people who can help each other and making a difference.
For me, business has never just been about making money. It’s about adding value, helping people succeed and doing something meaningful.
That’s also why I founded the Digital Ball, first in Leeds where we’ve now helped raise nearly £500,000 to tackle digital exclusion, and now we’re expanding into Greater Manchester and the North East.
Digital exclusion is a huge issue that many of us don’t even think about. Imagine not being able to apply for a job, access healthcare, manage your finances or stay connected with loved ones simply because you don’t have access to technology, the internet or the skills to use them. Most of us take it for granted, but for thousands of people, it creates real barriers to everyday life.
Being able to use my experience, connections and network to help change lives is probably the thing I’m most proud of.
Who – or what – has inspired you in your career?
As a child, it was my dad. He came to the UK when he was 18 and spoke no English. He worked in a factory and then rented a cellar from someone, where he set up his own business, which grew into an £8m turnover business before he handed it over to my brother.
I’ve also been inspired by lots of different people throughout my career, particularly those who have built something from nothing, overcome challenges and remained kind and grounded along the way.
I’m also hugely inspired by people who give back, who use their success to help others rather than just themselves.
Having built a business myself, I know how tough it can be. I’ve had some amazing highs and some really difficult lows, and I have so much respect for anyone who keeps going when things get tough.
I think the biggest inspiration for me is seeing what people can achieve when someone believes in them and gives them an opportunity.
What are the biggest challenges about your job?
Working with people is incredibly rewarding, but it can also be challenging because people and businesses don’t always behave as you expect!
Running your own business also comes with enormous responsibility. You’re responsible for your employees, your clients, your finances and ultimately keeping everything moving.
I’ve experienced some really difficult periods in business, and I’ve learnt that resilience is absolutely essential.
One of the biggest lessons I’ve learnt is that you can’t control everything, but you can control how you respond, how you treat people and how you move forward.
What skills have been the most crucial to you succeeding in your career so far?
People skills, communication, sales and resilience, I would say.
I’ve always been good at building relationships and connecting people, and I genuinely enjoy helping others.
But I also think being authentic is incredibly important. People buy from people they trust, and I’ve always tried to be honest, transparent and do the right thing, even when that isn’t the easiest option.
You also need to be prepared to work hard, deal with rejection, adapt and keep learning.
And never underestimate the importance of being kind. You can be commercially successful and still be a good person.
What was your first salary and what could someone getting into the industry expect to earn nowadays?
My first salary was around £11,000 which feels like a lifetime ago now!
One of the great things about recruitment and sales is that your earning potential can be significant, particularly if you’re prepared to work hard and develop your skills.
Nowadays, someone starting out in recruitment or tech sales might expect a basic salary of around £24,000–£30,000, depending on the company and location, with commission on top.
As you progress, you can earn considerably more, and there are opportunities to move into leadership, business development or even start your own company.
What education or training would be most useful for someone looking to follow your career path?
I genuinely don’t think you need a degree to be successful in recruitment or sales.
Of course, education is important, but some of the most successful people I’ve worked with have developed their skills through experience, hard work and learning from others.
I’d encourage people to focus on communication, sales, business awareness and understanding how technology is changing the world.
Find yourself a good mentor, ask questions, be curious and never stop learning.
Attitude, work ethic and how you treat people can take you a very long way.
What advice would you have for someone looking to follow your path?
Don’t be afraid to give things a go, even if you don’t have it all figured out.
I certainly didn’t have a plan to build and sell a business when I first started my career! Definitely work hard, build genuine relationships, surround yourself with good people and don’t be afraid to ask for help.
You’ll make mistakes, you’ll experience rejection and things won’t always go to plan.
And one thing I’d really encourage people to do is help others along the way. Make introductions, share your knowledge and open doors for people whenever you can.
Success isn’t just about what you achieve for yourself. It’s also about the difference you make to other people’s lives.
