The RAG Podcast - Recruitment Agency Growth Podcast

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 profitable channel: https://hubs.ly/Q03lBpYC0

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 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: https://hubs.ly/Q03lBpYC0

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/

In June 2023, Jory Humphreys and Sam Hope launched H People with limited capital but an insane energy to work hard.Within 25 months, they'd built a $25 million business. $8.2 million in year one, $15.5 million revenue and $1 million in EBITDA in their second full year. They're now Australia's number two fastest-growing company.But what makes their story different isn't the revenue. It's the model they built to get there.Most founders choose between growth and sanity. Jory and Sam chose leverage.From day one, they integrated an offshore team from the Philippines. Not as a cost-cutting exercise. As a strategic partner. One offshore resource supporting one onshore consultant.This involved structured daily huddles, clear shared targets and the growth of a real partnership culture.The offshore team handled high-volume screening, candidate qualification, compliance and administration. The onshore consultants handled what only they could do: client relationships, business development, negotiation, and revenue generation.This operating model has been the foundation of their success.As Jory explains: "If it was just me and Sam battling it out without offshore support, we would have only made half the amount of placements. They enabled us to deliver a better service."Today, H People is 21 people strong, expanding nationally across Brisbane, Melbourne, and Sydney, and they're running one of the most profitable recruitment operations in Australia. They've also launched Wingman Recruitment, helping other agencies replicate the offshore model with the same rigour.Inside this unique story, we cover:- How two bootstrapped founders went from zero to $25M in 25 months- Why the offshore model isn't about cost-cutting - it's about leverage- The exact structure: one consultant, one resource, shared targets- How they grew 16 net new contractors every single month- The culture piece: why their offshore team outperforms typical VAs- How they built $1M EBITDA in year two (without venture capital)- Why they split focus between H People and Wingman Recruitment?- The real numbers: revenue, GP, EBITDA, and what's actually possible- How they managed family life while scaling a $25M business in 25 months- The future of recruitment: onshore consultants + offshore leverage + AI automationThis is a story of two recruiters who understood their market, built the right operating model, and scaled with intention. It’s super inspiring and I can’t wait for you to listen!__________________________________________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: https://hubs.ly/Q03lBpYC0

Emma Storey: How 2 part-time working mums billed £500K in their first 2 years!Emma Storey never thought she'd still be in recruitment after having kids.She'd never worked with a mum in the industry. Never had a role model who'd done it. The assumption was always the same: have a baby, and your recruitment career is over.But after successfully juggling recruitment and becoming a mum inside the pandemic, in 2023 she launched her own agency with colleague Nicola Morse, a fellow working mum.They launched Hera with the plan to both work part-time, and within months, Emma soon fell pregnant with baby number 2.Inside the first 2 years, working part-time around school runs, nursery pickups and a maternity leave, they have billed £500K.That's £150K in year one during one of the worst recruitment markets in a generation, and £350K in year two with Emma off for three months and working three days a week for the rest.But what makes Emma different isn't the revenue. It's the reason she built the business in the first place.Female candidates regularly tell Hera they're nervous about wearing their wedding ring to interviews because they know it signals they might want children. Hiring managers have told them directly: we don't want people from that age range.Emma lived it herself. In one agency, a mum who left at three o'clock was met with the same comment every single day: "Thanks for coming."So Emma and Nicola built Hera around a guarantee most agencies won't make: a diverse shortlist on every single role. They positioned diversity and inclusion not as a side project but as the commercial engine. And it worked. Every client they've won has bought into it.Their target is £500K this year. They have no plans to hire a team. No plans to scale beyond two. No plans to stop billing.Inside this unique story we cover:Why Emma assumed motherhood would end her recruitment careerThe "thanks for coming" culture that still exists in agenciesWhy female candidates hide their wedding rings in interviewsHow two part-time working mums billed £500K in their first two yearsThe diverse shortlist guarantee that wins every clientWhy they target £500K a year and have zero interest in scaling beyond thatHow shared parental leave changed everything for their familyThe co-founder relationship that started at kids' swimming lessonsThis isn't about scaling fast or building an empire.It's about two women who were told, directly and indirectly, that motherhood and recruitment don't mix. They billed half a million pounds in two years working part-time and proved it wrong. Without sacrificing bedtimes, school runs, or being present for their kids.If you're a female recruiter wondering whether you can have children, build a business, and still love what you do, this episode is your blueprint.__________________________________________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/__________________________________________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 LinkedInHow small, niche teams are generating consistent inbound demandThe 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