Building A Recruitment Business With An Exit In Mind | Tara Ricks (EP 93)
What does it really take to build a recruitment business that someone actually wants to buy?
In this episode, I'm joined by Tara Ricks, a highly respected advisor, chair, non-executive director, and former recruitment business owner who successfully built and sold her own company before going on to advise recruitment businesses across EMEA on growth, scale, acquisitions, investment, and exits.
Tara shares what founders need to be doing long before they ever think about selling, why most recruitment businesses aren't as prepared as they think they are, and the common mistakes that reduce the value of a company.
Topics Discussed:
✅ Building a recruitment business with an exit in mind
✅ The biggest mistakes founders make before a sale
✅ Why most recruitment firms underuse their CRM
✅ Data-driven recruitment leadership
✅ Creating a high-performance culture
✅ Scaling through systems and infrastructure
✅ Choosing the right advisors and NEDs
✅ How to increase the value of your recruitment business
⏱ Timestamps:
00:00 – Introduction to Tara Ricks
01:31 – Tara's background and building Joss & Roe
03:54 – What a Chair, NED and advisor actually does
04:21 – Why founders should seek external advice early
10:30 – How to choose the right advisor for your business
13:00 – Values, chemistry and cultural fit
16:03 – The biggest impact an advisor can have on a business
19:40 – Fundraising, preparation and due diligence
21:45 – Collaboration in recruitment and industry networks
24:03 – Why due diligence is more forensic than founders expect
26:08 – What separates good recruitment businesses from great ones
26:45 – The importance of data-driven decision making
28:05 – Using data to drive growth and client penetration
31:50 – KPIs, performance culture and accountability
37:48 – CRM adoption and business visibility
40:14 – Culture, leadership and creating high-performance environments
42:22 – Vision, communication and coaching cultures
46:16 – Why continuous learning matters
49:25 – What founders should do today if they want to sell in the future
52:45 – Building scalable systems and operating models
57:24 – How recruitment leaders can get 1% better
🐋 Podcast Sponsor – SourceWhale
This episode is sponsored by SourceWhale, the multi-channel outreach platform I personally use and recommend to recruiters and founders.
SourceWhale helps you combine email, LinkedIn, calls, and tasks into one structured, consistent BD workflow, without relying on spray-and-pray automation.
👉 Book a demo here:
Mention The 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you book.
Connect with Tara:
💻 LinkedIn: https://www.linkedin.com/in/tara-ricks-4b17112/
Connect with me:
💻 LinkedIn: https://www.linkedin.com/in/charleskyriakou1/
📲 TikTok: https://www.tiktok.com/@charles.kyriakou
🍏 Apple Podcasts: https://podcasts.apple.com/us/podcast/1-better-recruitment-podcast/id1775201502
📺 YouTube: https://www.youtube.com/@1PercentBetterRecPod
🌐 Website: https://www.inf1nitelearning.com/
If you enjoyed this episode, make sure you follow the show, leave a rating, and share it with another recruiter or founder who wants to build a better business.
Small improvements daily lead to big results over time.
Let's get 1% better. 🚀