Building a Future Busting Recruitment Business

1. DCI Gene Hunt AKA
Chris Ledbury
And……..
Featuring…..
“Bolly” AKA Helen Reynolds
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2. Growing a future business business
Chris Ledbury & Helen Reynolds
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3. Between 2011/12, 2135 recruitment agencies started trading.
1465 were permanent biased with the remainder placing in the
temporaries market
SME’s made up a staggering 99.9 per cent of all new enterprises in
2012
68 per cent of entrepreneurs believe that the odds of their
business succeeding are better than others in the same sector
Someone that did get it right
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4. Nigel Frank International Group
Founded in Nov 2006
Niche Market
Started with 12 billers
Fast Growth
£15.9 mil turnover end of
year 5
NFI £8.1 mil
Sold for 8 x
multiple of EBIT.
Circa £30mil
But what did they do right?
4I
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5. Planting the seed
Infrastructure
Database? Front, mid and back office
Responsibilities
Who does what?
Legal’s
Shareholder agreements?
What happens if?
What you cannot do
Funding
How are you going to fund the business?
Bank? PE House? Friends and Family?
People
Partners? Employees?
Market mapping, headhunting
Shared vision
Sector
Know your sector – do you have experience within
it?
Is it niche? Is it emerging?
Is it scaleable?
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6. Planting the Seed
Fundamentals
• Sector
• Funding
• Talent/ People
• Legal Structuring
• Finance
• Protection
• Responsibilities
• Infrastructure
“ Be unique, be niche,
understand your
market and provide a
quality of service that
sets the standard and
beats the competition.
Work harder than your
competition…. and then
redefine hard work…
And work harder
again!”
Darren Ryemill,
Founder and CEO, Opus
Recruitment
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7. What the masses do
5. End of Yr 3 NFI £1m 10 billers
Consideration of new market’s, but lack of recurring
income prevents opportunitity
4. End of Yr 2 NFI £700k 9 billers
Lack of personal development plans and career
structure makes it difficult to retain top billers
3. Yr 2
Trying to establish brand
Hiring people
2. End of Yr 1 NFI £350K 6 billers
Directors main billers
1. Inception
3 person start-up – based from an office
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8. What the informed people do
5. End of Yr 3 NFI £2.5m 32 billers
Hire Staff
Sell, market, develop
5
4. End of Yr 2 NFI £1.5m 20 billers
4
3. Yr 2
Recurring Income – PSL’s, Temps
Brand – Employer, trading
Diversification Opportunity
Products – sell more, introduce new ones
People & Performance – more hires, T & D Schemes
3
2
Build infrastructure
Develop new markets
Implement career and personal development
schemes
Employee option schemes
2. End of Yr 1 NFI £700K 10 billers
Hire Staff
Sell, market, develop
1. Inception
1
5 person start-up – based from an office
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9. Who has done it?
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10. And to “quote”
“ Don’t set your business
idea in stone, if you see an
opportunity, take it!”
“ Invest heavily in your
staff and their career
development!”
Hallam Medical
Austin Fraser
“ Think about the team – hiring the
right people initially is key. No
attrition means a stable platform to
grow from. Most importantly, have
fun. There will be plenty of up’s and
down’s, so enjoy the rollercoaster”
Dartmouth Partners
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11. So to recap
• Know your market
sector
• Invest in not only
infrastructure but also
in your staff
• Ensure you have sufficient funding
for the three to 5 year plan – not
just 3/6 months
• Don’t skim on advisors.
Quality advice costs
money
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12. What we didn’t tell you
2360
Shut their doors for the very last time.
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