In this episode of the Recruitment Founders Podcast, Lindsay Hartland and Greg Elton unpack the hard lessons they wish they’d understood earlier when starting and scaling their own recruitment businesses. Drawing on their own founder journeys, plus what they’ve seen through Recruitment Founders Club, they explore why good recruiters don’t usually fail because they lack ability, they fail because they don’t learn the right lessons quickly enough. From the loneliness of losing the office noise, to the danger of moving into unfamiliar markets, saying yes to the wrong work, underpricing too early and hiring before the business is truly ready, this is a candid episode about becoming a business owner, not just a biller with a company name.

Key Takeaways

Loneliness is one of the biggest shocks of starting up.

The LinkedIn launch buzz feels amazing for a week, but then the noise drops off and it can become just you and four walls. Founders need people around them who understand business ownership, not just well-meaning family or employed recruiter mates.

Your support network has to be relevant.

Family, friends and colleagues can be supportive, but they may not understand the pressure of running a service business where deals can collapse days before starting. Founders need sounding boards who have been there, can challenge them and genuinely care about their success.

Changing market is a major risk.

Greg reflects on starting in medtech, neuromodulation and the US without prior experience, describing how much he underestimated. Moving into a new market can work, but it adds time, pressure and uncertainty — especially if you’re already learning how to run a business.

Being a good recruiter is not the same as being a good business owner.

A high-performing biller may be brilliant within an existing brand, desk and infrastructure, but ownership adds finance, operations, marketing, positioning, pricing, networking and decision-making. It’s the same job plus a significant extra layer.

Decide what you want to be known for.

Founders need a clear niche, a sensible outer boundary and the discipline to say no to work that sits outside it. Taking on the wrong role, even on a retainer, can drain time, cash and focus.

Saying no can still build your brand.

If a candidate or client is outside your space, referring them to someone better placed creates a positive memory. That goodwill may not pay off immediately, but it helps build a network and reputation beyond short-term transactions.

Confidence in pricing comes from knowing your value.

If you’re only selling CVs, clients can push you down on price. If you’re selling insight, trust, market access and specialist delivery, you can negotiate from a stronger position, but you need to know where your walk-away point is.

Don’t grow too quickly.

Hiring because you’ve had a good first year or have cash in the bank can be dangerous. Before adding headcount, founders need to ask whether they have client infrastructure, leadership bandwidth and a genuine platform for someone else to succeed.

Best Moments

• “Most recruiters don’t fail because they’re not good enough. They just don’t learn the right lessons quick enough.”
• “The biggest thing for me that I underestimated was the loneliness element of being an entrepreneur and being a business owner.”
• “Being a business owner and being a high-performing biller are not the same thing.”
• “Know where to say no, but try and define those boundaries.”
• “If you can’t see a deal, you can’t see the deal.”
• “You could genuinely have £200k or £300k in the bank and still not be ready for growth.”

About Recruitment Founders Club

Recruitment Founders Club is your launchpad to owning a successful recruitment business. We provide comprehensive mentorship and cover your start-up costs for the first 12 months. Coupled with our robust network and ongoing support, we not only help you start your own business, we ensure you thrive.

Find out more: https://recruitmentfoundersclub.com/

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