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The RAG Podcast - Recruitment Agency Growth Podcast: Daily Summaries Delivered
by Sean Anderson
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- 6 days ago1h 22m
Season 9 | Ep29 Charlie Saffro: What Nobody Tells You About Selling Your Recruitment Business
Charlie Saffro started CS Recruiting by accident. Pregnant with her third child, out of a job overnight, doing free matchmaking from the school carpool line in Chicago. Her first placement fee was $1,200 with a year-long guarantee. Sixteen years later, she had built a $5 million logistics and supply chain recruitment firm with 48 employees at its peak. Inc. Best Workplaces honouree. TEDx speaker. A brand built entirely on the idea that business is personal. Then the market turned. Three brutal years, 2022 to 2024, forced her to halve the team. On Thanksgiving 2024, she took a walk with her husband and said the words out loud for the first time: "I'm done." She sold CS Recruiting on December 1st 2025. The same year her oldest son left for college. Within weeks, the woman who had been needed by everyone suddenly wasn't needed by anyone. "Who am I without these titles? Who am I if I'm not in charge of my kids, if I'm not in charge of my team?" This week on The RAG Podcast, Charlie opens up about the reality of selling a recruitment business and what comes after. We cover: How an advertising career in downtown Chicago accidentally led to a logistics recruitment firm Why her first big client needed 200 hires and she had zero recruiters How personal branding on LinkedIn generated more business than any marketing budget The moment on Thanksgiving that triggered the decision to sell after 16 years What it actually takes to sell a recruitment business that carries your name Why she describes life after the exit as "grieving" The parallel between sending your kid to college and handing over your company How she navigates being an employee inside someone else's business after being a founder What she wishes someone had told her before she signed the deal So many recruitment founders think about selling one day. Very few actually do it. And almost nobody talks about what happens after the champagne stops flowing. If you have ever wondered what it really feels like to sell the business you built from nothing, to hand over the team you hired and the brand you created, this episode is the most honest answer you will hear. __________________________________________ Episode Sponsor: Atlas Let’s be honest. Admin is one of the biggest drains on growth in a recruitment business. That’s where Atlas comes in. Atlas is the AI-first recruitment platform built for modern agencies that want to scale without adding more manual work. It doesn’t just track CVs and calls. It captures every conversation - emails, interviews, client calls - and makes it fully searchable. With Magic Search, you can literally ask: Who mentioned they’re open to relocating next year? Who talked about wanting a four-day week? Who’s worried about their commute? Atlas searches across real conversations, not just keywords on a CV, and gives you answers instantly. Atlas 2.0 also makes business development easier. With Opportunities, you can track and grow client relationships using generative AI, all inside your existing workflow. And this isn’t hypothetical. Atlas customers have reported up to 41% EBITDA growth and an 85% increase in monthly billings after adopting the platform. No admin. No silos. No lost information. Just faster shortlists, better hires, and more time spent on the work that actually drives revenue. If you want to see what the future of recruitment looks like, unlock your exclusive RAG listener offer at: https://recruitwithatlas.com/therag/ __________________________________________ Episode Sponsor: Hoxo Every recruitment founder is investing in LinkedIn. Spending thousands on Recruiter licences. Building connections. Posting content. Growing networks. But here's the question almost no one can answer: How much revenue is LinkedIn actually bringing into your business? Most founders have thousands of connections but no clear process to turn that attention into cash. That's the problem we solve. At Hoxo, we help recruitment founders build predictable revenue systems on LinkedIn, not just noise or vanity metrics. Our clients are turning LinkedIn into £100K–£300K in new billings within months, using their existing networks and a simple repeatable process. To show you how it works, we've created a short training video exclusively for RAG listeners. In less than 10 minutes, you'll learn: Why most recruiters are getting zero measurable ROI from LinkedIn How small, niche teams are generating consistent inbound demand The 3X Revenue System we use to turn LinkedIn into a predictable cash-generating channel So fill in the form today to see how this system could transform LinkedIn into your agency's most profitable channel: https://hubs.ly/Q03lBpYC0
- 1 weeks ago1h 15m
Season 9 | Ep28 Blaine Daws: £1.5M Year One to £15M Today. Working 7 Days a Week to Get There.
Blaine Daws started in data centres in 2008 with a stack of papers and a wired phone. By 25, he was billing £475k a year as a solo 360 recruiter. At a family Christmas party in December 2019, he met Karl Chatterjee, a man who had already sold two recruitment businesses for multi-millions. Karl said: "Why are you going to line someone else's pockets?" Four weeks later, WNTD was incorporated. Two weeks after that, the world went into lockdown.Like so many other founders back then, he dropped his niche, went after every market he could find, and started to make money. They grew to 20 people and had a huge office in the post-Covid boom. But lost a foothold in their niche and over a quarter of a million pounds doing it.Then he stripped everything back. Let everyone go. Rebuilt from scratch around the one market he knew inside out: the Nvidia ecosystem and the global data centre buildout powering the AI revolution.WNTD is now 75 people, generating £15 to 20 million in revenue, and running a £100 billion GPU infrastructure deployment across Europe. Blaine is 35, working 7 days a week, with two young children at home."I want to make as much money as possible. So then in five years time, when I'm 40, I don't have to do it anymore."This week on The RAG Podcast, Blaine Daws tells the real story behind one of the most unusual businesses in recruitment.We cover:How a family Christmas party sparked WNTD, launched two weeks before lockdownGoing mass market, losing £250K, and why he told Karl most weeks he wanted to quitWhy stripping back to one niche was the actual growth strategyWhat statement of work really means in AI infrastructure recruitmentRunning a £100 billion GPU build and what that looks like day to dayGetting equity stakes in the partner companies they work withWorking 7 days a week at 35 with two young kids, and what it's actually costingThe question Sean asked that changed the tone of the whole episodeBlaine went from nearly shutting the business down to running one of the most specialised agencies in the world's fastest growing market.If you've ever wondered what it actually costs to build something extraordinary... this episode has the answer.__________________________________________Episode Sponsor: Remote RecruitmentHiring shouldn’t be slow, stressful, or expensive. That’s why there’s Remote Recruitment — the smart hiring partner for modern businesses.They don’t just help you find great people. They help you access elite South African talent that’s ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team.Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote.And now, Remote Recruitments has entered a new chapter. From ops to admin, sales to strategy, we’re helping businesses scale smarter with people they trust, at a cost they can afford.Clients have seen:* Up to **60% productivity boosts*** **300% ROI** on BD roles* **30% faster completion** of operational tasksNo overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense.Remote Recruitment is your flexible hiring solution for the modern era.**RAG Listeners:** Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag__________________________________________Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn.Spending thousands on Recruiter licences.Building connections. Posting content. Growing networks.But here’s the question almost no one can answer:How much revenue is LinkedIn actually bringing into your business?Most founders have thousands of connections but no clear process to turn that attention into cash.That’s the problem we solve.At Hoxo, we help recruitment founders build predictable revenue systems on LinkedIn, not just noise or vanity metrics.Our clients are turning LinkedIn into £100K–£300K in new billings within months, using their existing networks and a simple repeatable process.To show you how it works, we’ve created a short training video exclusively for RAG listeners.In less than 10 minutes, you’ll learn:- Why most recruiters are getting zero measurable ROI from LinkedIn- How small, niche teams are generating consistent inbound demand- The 3X Revenue System we use to turn LinkedIn into a predictable cash-generating channelSo fill in the form today to see how this system could transform LinkedIn into your agency’s most profitable channel:<a hr
- 2 weeks ago1h 16m
Season 9 | Ep27 Andy Strong: Why He Waited 17 Years to Start His Own Recruitment Business
Andy Strong spent 10 years in retail selling mobile phones. Then 17 years building the biggest delivery team at a SaaS recruitment firm in Dorset. He became one of four divisional directors. His team placed 82% of the company's US hires from Poole. He drove 400% growth in North American placements.And then he went to therapy.Eight sessions later, he ended an eight-year relationship, resigned from the only recruitment business he had ever known, and started a company from a shed at the bottom of his garden.Strong Search launched with no brand, no pipeline, and no office. Four retained roles landed in month one. By the end of year one: $1 million in revenue, 39 placements, 100% placement retention, and a team of seven. He turned down work with one of the largest software companies in the world because it did not fit what he stands for. He hired an operations and marketing manager before he hired another recruiter. And he recently appointed a Managing Director for North America who previously held senior roles at Coupa, Icertis, Yahoo, and Clari."I spoke to a venture capitalist in May. She said, what you're gonna learn is what's more important is what you say no to than what you say yes to. She was right."This week on The RAG Podcast, Andy Strong breaks down how he built a seven-figure recruitment business in 12 months and why trust, not volume, is the only model that survives.We cover:Why Andy waited 17 years before going out on his own and what finally changedHow therapy became the catalyst for quitting his job, ending a relationship, and starting a businessThe four retained roles that landed in month one and how they happenedWhy he hired an operations and marketing manager before another recruiterHow his team in Dorset placed 82% of a firm's US hires and beat American-based competitorsWhy he turned down a massive revenue opportunity with SAPThe 100% placement retention stat and what it actually takes to maintain itHis views on AI in recruitment and where the human element cannot be replacedAndy built something from nothing in 12 months. Not through cold calls and volume. Through precision, trust, and the courage to finally back himself.If you have ever sat in someone else's business wondering whether it is your time to go... this episode has the blueprint.----------------------------------------------------------------------------------Episode Sponsor: Remote RecruitmentHiring shouldn't be slow, stressful, or expensive. That's why there's Remote Recruitment - the smart hiring partner for modern businesses.They don't just help you find great people. They help you access elite South African talent that's ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team.Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote.And now, Remote Recruitment has entered a new chapter. From ops to admin, sales to strategy, they're helping businesses scale smarter with people they trust, at a cost they can afford.Clients have seen:Up to 60% productivity boosts300% ROI on BD roles30% faster completion of operational tasksNo overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense.Remote Recruitment is your flexible hiring solution for the modern era.RAG Listeners: Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag----------------------------------------------------------------------------------Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn. Spending thousands on Recruiter licences. Building connections. Posting content. Growing networks.But here's the question almost no one can answer:How much revenue is LinkedIn actually bringing into your business?Most founders have thousands of connections but no clear process to turn that attention into cash.That's the problem we solve.At Hoxo, we help recruitment founders build predictable revenue systems on LinkedIn, not just noise or vanity metrics.Our clients are turning LinkedIn into £100K–£300K in new billings within months, using their existing networks and a simple repeatable process.To show you how it works, we've created a short training video exclusively for RAG listeners.In less than 10 minutes, you'll
- Apr 14, 20261h 1m
Season 9 | Ep26 Jon Woolley: How a Solo Recruiter Billed $1M in Two Years from Home
Jon Woolley spent nearly a decade at Vantage Consulting. He opened their US arm, built a team of eight, and scaled it to $1.6 million. Then, three weeks before his third child was born, he walked away.No team. No clients. No pipeline. Just £30,000 in savings and a niche most recruiters have never heard of: industrial automation. The people who programme the machines that make the stuff, from pharmaceuticals to Amazon warehouses. Average fees of $20,000 to $22,000 a placement.Year one at Candid Talent he billed £112,000. Year two, $500,000. And then Q1 of year three: over $350,000 in a single quarter. Solo. From a farmhouse in Staffordshire. Three kids under seven. 25 hours a week. Almost all inbound from LinkedIn."Honestly, it's wild. Compared to the stress of year one... coming into year three with that kind of quarter. It's awesome."This week on The RAG Podcast, Jon breaks down how he went from employed recruiter to solo founder billing over $1 million in just two years, whilst being more present for his family than he ever was in agency life.We Cover:How Jon built a $1.6M US desk for someone else before going soloWhy he left a senior role three weeks before his third child arrivedThe reality of year one: £112K billed, three months to land the first deal, and constant self-doubtHow industrial automation recruitment works and why the fees are three times higher than UK averagesWhy almost all of his business now comes inbound through LinkedInThe lifestyle model: 25 hours a week, from home, present for school runs and gymnasticsHow he plans to grow from solo to six to ten people without an officeWhy he invested £30K in The Boardroom two years into building his agencyJon Woolley is not running a massive agency. He's not chasing headcount or office space or awards.He's building a business that lets him be present for his family whilst billing more than most teams.If you've ever wondered whether you could leave an established desk, start solo, and build something that works around your life rather than the other way around... this episode has the blueprint.__________________________________________Episode Sponsor: Remote RecruitmentHiring shouldn’t be slow, stressful, or expensive. That’s why there’s Remote Recruitment — the smart hiring partner for modern businesses. They don’t just help you find great people. They help you access elite South African talent that’s ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team. Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote. And now, Remote Recruitments has entered a new chapter. From ops to admin, sales to strategy, we’re helping businesses scale smarter with people they trust, at a cost they can afford. Clients have seen: * Up to **60% productivity boosts** * **300% ROI** on BD roles * **30% faster completion** of operational tasks No overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense. Remote Recruitment is your flexible hiring solution for the modern era. **RAG Listeners:** Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag
- Apr 7, 20261h 3m
Season 9 | Ep25 Christian Mather: The Wealth Planner Recruitment Founders Are Calling First
This is not a typical RAG episode.Christian Mather is not a recruiter. He has never filled a role, run a desk, or managed a team. He is a wealth planner. And since niching into recruitment founders about two and a half years ago, he has become one of the most in-demand advisors in the industry.Since January alone, he has had over 100 enquiries and spoken to 60 founders about the same thing: how to turn business success into personal financial freedom. Not through selling the business. Not through scaling to 50 heads. Through understanding one number.He calls it your freedom number. The amount you need in assets to cover your lifestyle for the rest of your life. And most founders massively overestimate what that number is.His simple formula gives you your starting point. In this episode Christian walked through real examples of his clients goals and challenges. A founder who thought he needed £5 million but actually needed £1.2 million. A 29-year-old woman billing half a million on her own, working 20 hours a week, about to hire staff she didn't need. A business doing 1.6 million net fee income with 16 staff but only £150K EBITDA because the founders were doing 80% of the work.Only 0.3% of recruitment agencies ever successfully sell. That number comes from the REC, and Christian has built his entire practice around the other 99.7%. His argument is simple: your business should fund your wealth, not be your wealth.We cover:Why 0.3% of recruitment agencies sell and what that means for your retirement planHow to calculate your freedom number using the monthly spend x 300 ruleThe real cost of treating your business as your pensionWhy founders between 40 and 45 are the ones making the callThe financial mistakes costing recruitment founders the most moneyHow co-founders can align on what they actually want from the businessWhy property is not the passive investment most founders think it isThe post-exit identity crisis that nobody prepares forChristian and I also get into our own stories and share our personal strategies for wealth creation.If you have ever wondered what your number actually is, or whether you are closer to freedom than you think, this episode has the blueprint.-----------------------------------------------------Episode Sponsor: Remote RecruitmentHiring shouldn't be slow, stressful, or expensive. That's why there's Remote Recruitment, the smart hiring partner for modern businesses.They don't just help you find great people. They help you access elite South African talent that's ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team.Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote.And now, Remote Recruitment has entered a new chapter. From ops to admin, sales to strategy, we're helping businesses scale smarter with people they trust, at a cost they can afford.Clients have seen:- Up to 60% productivity boosts- 300% ROI on BD roles- 30% faster completion of operational tasksNo overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense.Remote Recruitment is your flexible hiring solution for the modern era.RAG Listeners: Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag-------------------------------------------------Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn. Spending thousands on Recruiter licences. Building connections. Posting content. Growing networks.But here's the question almost no one can answer:- How much revenue is LinkedIn actually bringing into your business?- Most founders have thousands of connections but no clear process to turn that attention into cash.- That's the problem we solve.At Hoxo, we help recruitment founders build predictable revenue systems on LinkedIn, not just noise or vanity metrics.Our clients are turning LinkedIn into £100K to £300K in new billings within months, using their existing networks and a simple repeatable process.To show you how it works, we've created a short training video exclusively for RAG listeners.In less than 10 minutes, you'll learn:- Why most recruiters are getting zero measurable ROI from LinkedIn- How small, niche teams are generating consistent inbound demand- The 3X Revenue System we use to turn LinkedIn into a predictable cash-generating channelSo fill in the form today to see how this system could transform LinkedIn into your agency's most profitable channel: https://hubs.ly/Q03lBpYC0
- Mar 31, 20261h 5m
Season 9 | Ep24 How David Bloxham Flipped a 130-Person Agency to 95% Contract Revenue
David Bloxham first appeared on The RAG Podcast in March 2020. That episode was recorded the week before the world went into lockdown. He had 130 staff, a fresh MBO behind him, and a business that was growing.Six years later, he is back. Same seat. Very different business.In the years since, David has navigated a pandemic, a post-COVID hiring boom, a brutal tech slump, and the rise of AI. Each time, his response was the same: strip the model apart and rebuild it stronger.GCS is now 100 people across 10 global offices, generating over 12 million in revenue with 95% coming from contract. 50% of the team now operates from offshore delivery centres in Cape Town, Mumbai, and Delhi. The permanent division that drove record numbers in 2022 has been deliberately wound down."Year on year, since 2019, our contract number has grown year on year. The perm has gone up and down, but the contracts kept rising."But perhaps the most striking part of this conversation is what comes next. David is building an AI-enabled recruitment tool designed to sit alongside his traditional business, one that could eventually generate the same revenue as his human team. He is not waiting for disruption. He is building it himself.WE COVER:How GCS went from 60/40 perm-contract split to 95% contract in under three yearsThe board-level conversation with nGAGE CEO Tim Cook that changed everythingWhy David cut his highest-performing permanent teams at their peakHow 50% of the workforce moved offshore and what the 120-120-120 delivery model looks like in practiceThe pivot from software development (47% of vacancies) to AI, cyber, and cloud (after coding roles dropped to 13%)Why fill rate matters more than job volume and the metrics David tracks at CEO levelThe GCS Leaders Series podcast and how 100+ episodes became a business development machineDavid's plan to build an AI recruitment tool that could cannibalise his own businessIf you have ever wondered whether resilience is a strategy or just a word people put on their LinkedIn profile, this episode has the answer. David Bloxham has been at the same company for nearly 30 years. He has rebuilt it three times. And he is about to do it again.__________________________________________Episode Sponsor: Remote RecruitmentHiring shouldn’t be slow, stressful, or expensive. That’s why there’s Remote Recruitment — the smart hiring partner for modern businesses. They don’t just help you find great people. They help you access elite South African talent that’s ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team. Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote. And now, Remote Recruitments has entered a new chapter. From ops to admin, sales to strategy, we’re helping businesses scale smarter with people they trust, at a cost they can afford. Clients have seen: * Up to **60% productivity boosts** * **300% ROI** on BD roles * **30% faster completion** of operational tasks No overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense. Remote Recruitment is your flexible hiring solution for the modern era. **RAG Listeners:** Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag __________________________________________Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn.Spending thousands on Recruiter licences.Building connections. Posting content. Growing networks.But here’s the question almost no one can answer:How much revenue is LinkedIn actually bringing into your business?Most founders have thousands of connections but no clear process to turn that attention into cash.That’s the problem we solve.At Hoxo, we help recruitment founders build predictable revenue systems on LinkedIn, not just noise or vanity metrics.Our clients are turning LinkedIn into £100K–£300K in new billings within months, using their existing networks and a simple repeatable process.To show you how it works, we’ve created a short training video exclusively for RAG listeners.In less than 10 minutes, you’ll learn:- Why most recruiters are getting zero measurable ROI from LinkedIn- How small, niche teams are generating consistent inbound demand- The 3X Revenue System we use to turn LinkedIn into a predictable cash-generating channelSo fill in the form today to see how this system could transform LinkedIn into your agency’s most profitab
- Mar 24, 20261h 16m
Season 9 | Ep23 Ben Richardson & Mike Bott: Why LHi Group appointed two CEOs
Ben Richardson & Mike Bott: Why LHi Group appointed two CEOsFor 25 years, LHi Group had one CEO.Founder Tom Glanfield built the business from scratch with Jim Denning taking over in 2020 and leading it it through COVID.A global recruitment group, LHi has5 brands.300 people.9Offices across the US and EuropeBen Richardson and Mike Bott had both spent their careers inside LHi.Both joined as entry level recruitersBoth built desks, teams and international offices from the ground up.Both eventually became global recruitment directors.And both had their eyes on the same job."I wanted to be CEO about a week after I joined LHI in 2007."When Jim Denning stepped down, the expectation was simple.One of them would get the role.Instead, the board made a call neither of them had anticipated.They would run the business together.Co-CEOs.This week on The RAG Podcast, Ben and Mike break down how the decision happened and what it actually takes to make a leadership structure like this work.We cover:How two recruiters who joined the business years apart both ended up competing for the CEO jobThe moment they were told they would be sharing the role instead of one of them taking itWhy the board believed the co-CEO model would work for LHiHow they divide responsibility running a global recruitment businessThe leadership principles that allow two CEOs to operate without conflictWhy ego is the biggest risk in a structure like thisThe level of trust required to make joint leadership work long-termWhat founders should think about when planning succession inside their own businessesWhy promoting from within can be a competitive advantage in recruitmentWhat the next phase of growth looks like for LHi GroupThis episode isn’t really about recruitment.It’s about succession.It’s about trust.And it’s about whether the traditional idea of a single CEO is always the right answer.Because if you’re building a recruitment business and thinking about who should lead it next…This conversation might challenge the way you think about it!__________________________________________Episode Sponsor: Remote RecruitmentHiring shouldn’t be slow, stressful, or expensive. That’s why there’s Remote Recruitment — the smart hiring partner for modern businesses. They don’t just help you find great people. They help you access elite South African talent that’s ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team. Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote. And now, Remote Recruitments has entered a new chapter. From ops to admin, sales to strategy, we’re helping businesses scale smarter with people they trust, at a cost they can afford. Clients have seen: * Up to **60% productivity boosts** * **300% ROI** on BD roles * **30% faster completion** of operational tasks No overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense. Remote Recruitment is your flexible hiring solution for the modern era. **RAG Listeners:** Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag __________________________________________Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn.Spending thousands on Recruiter licences.Building connections. Posting content. Growing networks.But here’s the question almost no one can answer:How much revenue is LinkedIn actually bringing into your business?Most founders have thousands of connections but no clear process to turn that attention into cash.That’s the problem we solve.At Hoxo, we help recruitment founders build predictable revenue systems on Linke
- Mar 17, 20261h 3m
Season 9 | Ep22 Lucy Robinson: Fired from her job, now running a £650k global search firm
Lucy Robinson: Fired from her job, now running a £650k global search firmLucy Robinson runs LCR International, a global executive search firm specialising in fresh produce across six continents.Today, the business is doing around £650k in revenue, but the story really started in December 2019 when Lucy was fired from her job for not hitting targets.At the time, she had no savings, a three-year-old at home, and had just spent months trying to build a new desk for an agency she’d previously worked for.Two weeks before she got fired, her husband had said something half-jokingly:"The only way you’ll ever start your own agency is if you get sacked."Two weeks later, that’s exactly what happened.Starting a business at that point didn’t exactly look like the sensible move.Lucy had a young family, no financial buffer, and was launching into a market she already knew was competitive.But she did it anyway.She launched LCR International, working three days a week, just as the world walked into COVID.The first year, she billed £100k and was mostly filling contingent work.She wanted to move into retained search, but it wasn’t really working.In 2023, she decided to change the model completely and invested in proper search training and it changed everything.The business moved to around 90% retained search, margins improved, and growth accelerated.Revenue went from £250k to £500k to £650k across three years.Now the focus isn’t on scaling faster.It’s about building a profitable, sustainable business that works for her family as well as her career.The business currently runs at around 20% net profit, with a small team and clients across the world.And Lucy has no interest in building a huge agency just for the sake of it.Instead, she’s focused on growing the business in a smarter way - using better positioning, retained search, automation and AI rather than simply adding more headcount.Her goal now is £800k this year and £1m next year, whilst keeping the business lean and flexible.This week on The RAG Podcast, Lucy shares the full story.We talk about:• Getting fired with no savings and a young child at home• Starting a business just before COVID hit• Building £100k in the first year working three days a week• Taking maternity leave twice whilst growing the business• Why contingent search stopped working for her• The training that helped shift the business to retained search• Growing from £250k → £500k → £650k• Running a global niche search firm across six continents• Raising two young kids whilst building the business• Why she prioritises flexibility over building a massive team• Her focus on profitability and a 20% net margin• Using automation and AI instead of headcount• Her plan to reach £1m revenue without sacrificing family lifeWhat I really liked about Lucy’s story is that she’s building the kind of business more founders are starting to want.A niche firm.A strong reputation in a specific market.Good margins.A small team.And a business designed around life, not the other way round.It’s a great example of what a modern recruitment business can actually look like.__________________________________________Episode Sponsor: AtlasLet’s be honest. Admin is one of the biggest drains on growth in a recruitment business.That’s where Atlas comes in.Atlas is the AI-first recruitment platform built for modern agencies that want to scale without adding more manual work.It doesn’t just track CVs and calls. It captures every conversation - emails, interviews, client calls - and makes it fully searchable.With Magic Search, you can literally ask:- Who mentioned they’re open to relocating next year?- Who talked about wanting a four-day week?- Who’s worried about their commute?Atlas searches across real conversations, not just keywords on a CV, and gives you answers instantly.Atlas 2.0 also makes business development easier. With Opportunities, you can track and grow client relationships using generative AI, all inside your existing workflow.And this isn’t hypothetical.Atlas customers have reported up to 41% EBITDA growth and an 85% increase in monthly billings after adopting the platform.No admin. No silos. No lost information.Just faster shortlists, better hires, and more time spent on the work that actually drives revenue.If you want to see what the future of recruitment looks like, unlock your exclusive RAG listener offer at:https://recruitwithatlas.com/therag/
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