Growing and Selling your Recruitment Company - Ryan Cleland-Bogle, CEO, Recruitment Entrepreneur

1. We back Superstars
Growing and Scaling your Business
RyanCleland-Bogle:CEOandInvestoratRecruitmentEntrepreneur
October2015

2. What is Recruitment Entrepreneur
• RecruitmentEntrepreneuristhemostinnovativeinvestorinrecruitment.Weback
superstarstobuildthefastedgrowing,respectedbrands,internationally
• Weprovidefundingbutalsomentorship,infrastructure,adviceandbackofficesupport
tohelpourinvesteesgrowandscaletheirbusinesses

3. Setting the Scene
• Low barriers to entry
• 20,000 recruitment companies in the UK
69% of recruitment companies are less than 10 years old
UK recruitment market is £30 billion and growingHuge market
Very crowded
Increasingly
fragmented
Hard to Scale • Over the last 2 years alone, 3,515 recruitment companies left in the market
• The largest 12 UK recruiters own 30% of the market

4. Thereare >20,000 recruitmentcompaniesin theUK. 70% will
nevergeneratemorethan£0.5m in GrossProfitorgetto10 heads
70%
11%
14%
5%
£0-£500k
£500k-£1m
£1m-£5m
£5m+
Sales in all UK recruitment companies, £’000
62%12%
8%
8%
5%
3% 2%
0 to 4
5 to 9
10 to 19
20 to 49
50 to 99
100 to 249
250+
Headcount in all UK recruitment companies

5. Where is your Focus?
Client Product
Performance

6. What are the Performance Value Drivers?
Financialfactors Operationalfactors
Headcount
EBIT(netprofit)
Mixofbusiness
Growthrate
Debtorsandcreditors
Cashposition
Payoutratio
GrossProfit
Churn
Productivityperhead
Debtordays
Organisationstructure
CRMandDatabase
InvestmentinInfrastructure
Processesandfunctions
Culture
Sectorsandindustries
TalentAttraction
Brand&reputation
Growthstrategy
Geographies

7. Playing Smart not Hard – What are your rules?
Growth Rate
Productivity Per
Head
Growth Strategy
Churn
Manage Risk

8. Playing Smart not Hard – Stacking the Deck
Growth Rate
Productivity Per
Head
Growth Strategy
Churn
Talent Attraction

9. When do you take a Risk – Rules are made to be
Broken?
Is relative. Are you reinforcing success?
It’s a “People Business”. Great people are your USP and biggest asset
Take calculated risksEntrepreneurs
Risk
People