Академический Документы
Профессиональный Документы
Культура Документы
Recruiters toolkit
The myths, half-truths and pitfalls of setting up a recruitment agency. Ten practical strategies and insights for start-up and growing businesses.
Introduction
Its a challenging market out there, for sure. But if youre reading this it means you havent been put off. Youll know there are opportunities for the taking; you may even have some clients lined up already its likely youre an experienced recruitment professional or a seasoned operator in your field. Or an entrepreneur whos identified a gap in the market.
Maybe youre well on your way and are looking for tips to achieve growth. Perhaps youre looking to launch your own recruitment business and you would like some advice on how to get started. You have faith in your abilities; youre either ready to make the leap and go it alone or to scale up and really grow your business. The only thing holding you back is preparation and a touch of apprehension. The purpose of this toolkit is to provide practical guidance to help you achieve your goals, while clearing up some of the myths around starting up in the recruitment industry. Well cover all the main considerations and point you in the right direction for further assistance because running your own business doesnt mean you have to do it alone.
01
Myth or truth?
Thinking
1. Setting up a recruitment agency is expensive ............. pg 04 2. Theres personal financial risk involved ........................ pg 07 3. Its difficult to get funding .............................................. pg 08 4. Its not a good time to be setting up ............................. pg 10 5. The first few years are the hardest ................................ pg 11
Starting
6. The administration required to start up and run a recruitment business is complicated and time consuming .................................................................. pg 14 7. There are too many pitfalls to remaining compliant ......................................................... pg 16
Growing
8. The market is volatile ........................................................ pg 19 9. There are few opportunities to boost your profit margin as you grow ........................................................... pg 20
10. Referral to an umbrella company will mean exposing contractors and clients to dubious practices ................ pg 22
Thinking
What I know now... that I wish I knew then...
Q.
What advice would you give yourself if you were setting up now?
Very simple. Do it right and take your time. What I mean by this is that quick success can sometimes make you become complacent and you forget why you were successful in the first place. CRS rapidly increased revenue and profits over a two year period and naturally wanted to continue its growth. If I could go back in time I would be much more cynical about how and when we decided to grow. Growth is fantastic, but sometimes you can lose sight of all of the important things which made you successful just to achieve a growth target. The realisation of this has provided me with much more focus in how I grow the business rather than growth for growths sake. Ambition is a powerful ally, greed can be an equally powerful enemy.
Gary Janes, Channel Recruitment
Consider what you want from your business and how you want it to balance with all aspects of your life. Keep your goals in mind at all times. Its easy to get greedy and work all hours, but for me, its about enjoying what I do, getting great satisfaction out of having a business to call my own, but still having plenty of time to spend with my children.
Ashley Percival-Smith, Norse Recruitment
03
MYTH
Insurance
The benefit of only requiring a few assets means you wont need to worry about different types of insurance but you will need to investigate liability insurance. In most instances employers liability insurance is compulsory for businesses with employees. Bear this in mind if you are going to make temporary placements in particular. If you place temps via an umbrella company however, this liability is removed as they effectively become the umbrellas employees. Professional indemnity insurance meanwhile will help to protect from any claims made against your business for the services you provide. When starting out, the most important thing is to understand exactly what insurance you need and what is optional. You can then scour the market for the best policies for you.*
Insider tip
Outsauce partners with Caunce OHara, specialists in liability insurance for recruitment businesses.
Contracts
Your requirements for contracts will vary depending on the exact nature of your business and the sectors for which you recruit. The 2003 Conduct Regulations require formal contract terms to be agreed with all clients and temporary candidates, including contractors. If youre already working in recruitment, think about the contracts you use now. Discuss with your solicitor and look for discounts on bulk purchases. Trade bodies, including the Association of Professional Staffing Companies (APSCo), TEAM (a network of UK independent recruitment experts), the Association of Labour Providers (ALP) and the Recruitment and Employment Confederation (REC) may also be able to assist you in this area.
04
05
Or to put it another way: How much is a client worth to you? How much are you prepared to pay to get one?
The same model can also be applied to candidates. If you establish an acquisition cost model that you are comfortable with, you can then start to test and evaluate the plethora of marketing channels available. Digital marketing is the most tangible investment because everything can be measured. But that doesnt mean you have to restrict your efforts to just the most measurable activity. Its important not to confuse cost efficiency with effectiveness. An email blast to a cold database may be very cost efficient, but how much more effective and impactful could a physical mailing be? The catalyst for growth for many recruitment businesses has been a strategic focus on becoming a voice of authority in a specific market sector. Build relationships with key journalists by becoming a useful and interesting source of information and opinion. Social media represents the greatest opportunity for a free marketing investment as it only requires your time. But make sure you are disciplined enough to focus on being productive rather than just busy on social media platforms. Like traditional networking there are always hidden opportunity costs to activities that just involve time. Only after a sustained effort can you make an accurate judgement call on the effort:reward ratios involved. Thanks to the cloud, smaller recruitment agencies can compete against large corporates through low rent marketing technology platforms for CRM, email etc. One early investment that will only reap intangible returns is your brand identity. But it is a key investment. Having the ability to build great client relationships means nothing, if prospective clients wont contact you if they cannot see beyond a cheap website, logo, copy style etc. As a service provider you are essentially selling the invisible. A professional brand identity will reduce the perceived risk of working with you and subconsciously give you a confidence boost.
06
PARTLY TRUE
07
MYTH
Lets take a look at the self-financing options available to you, including an overview of the benefits and drawbacks for each: Savings (unsurprisingly)
Limit your risk using other sources as well
Bank loan
A personal guarantee is a big commitment but will enable you to get more funding for your start-up
Overdrafts
Not great for lump sums but useful to aid with cashflow
Borrowing privately
A good option if you have supportive family/friends. Private investors will want to see a return, though selling a share in your business could seem like a good idea until that share becomes more valuable
An unsecured loan
Relatively easy to obtain, but difficult to get a large sum. Definitely worth investigating to add into the mix
08
With Outsauce, funding can be combined with a full suite of financing services including credit control and sales ledger administration. With up to 100% funding for temporary invoices, all your temps are paid on time and in full. No need to worry about a shortfall. No need to dip into your overdraft. We also provide financing for perm invoices as part of a combined offering or on a stand-alone basis.
09
YOUR CALL
10
TRUE
While most accountants can keep your books in shape and accurate, they cant tailor their advice to the unique nuances of the recruitment industry. With Outsauce, expertise is available to advise you on everything from your bottom line to your business plan.
11
While most of the items covered here can be handled by you, as part of our broad service we can look after them on your behalf. Contact Outsauce now to arrange a free, no obligation meeting with one of our advisers
12
Starting
What I know now... that I wish I knew then...
Q.
What was the biggest challenge you faced when setting up?
Getting a new brand recognised and off the ground is tough. Many clients are set in their ways or have long standing relationships and nudging onto PSLs with an unknown business is difficult. This is where dogged determination comes into its own. You just have to keep at it and you will get your break. And once youve got one contract and can prove your service quality, more follow.
Ashley Percival-Smith, Norse Recruitment
You will have bad days running a new organisation but its important you convert those bad days into good weeks.
Simon Noakes, Bespoke Recruitment
13
6. The administration required to start up and run a recruitment business is complicated and time consuming
Its true; there is a lot of paperwork involved when setting up your business. However, it neednt be overly complicated, provided you get the right guidance and specialist assistance where required. You can even outsource a lot of the more technical aspects to your accountant or solicitor.
When setting up, there are many options available. For instance, you can become a sole trader, enter into a partnership or become a limited liability company. Which one you choose will depend on you its a good idea to take advice from a specialist to make sure you are choosing the most tax efficient and compliant solution for your business.
PARTLY TRUE
If you are planning on going down the self-employment route, you will need to inform HMRC. This will mean you are responsible for tax self-assessment, Class 2 National Insurance and PAYE if you have people working for you. Click here to find out more:
http://www.hmrc.gov.uk/selfemployed/register-selfemp.htm
To become a limited company, you must register at Companies House. Its cheaper to do this online and the process can take just 48 hours. Visit the Companies House website for more information:
http://www.companieshouse.gov.uk/about/gbhtml/gp1.shtml
You will need to register for VAT if your sales total more than 77,000 for the last 12 months. This page has some useful information to find out when and how much you have to pay:
http://www.hmrc.gov.uk/vat/start/register/index.htm
Outsauce Accounting can provide assistance with all of the administration required in starting up.
14
Record keeping
To prove compliance, you have to record everything. Agencies must demonstrate they have followed the Employment Agencies Act 1973 and Conduct Regulations 2003 legislation. Youll need to keep details pertaining to applications, hirers and your dealings with other agencies. Agencies must be able to supply this information for up to one year after creation and within two business days of being requested. (Modelling and entertainment agencies have to keep records for a minimum of six years.)
Request a rent-free period to help your cash flow Enquire after quarterly rent payments rather than monthly Get flexibility by requesting a break clause (right to end lease early) Bear in mind Stamp Duty Land Tax this is a complex calculation so seek assistance Get a schedule of condition so you dont have to foot the bill for any repairs Dont pay the landlords legal costs If you have a limited company, ask for the lease to be put in its name to limit your liabilities (Offer rent deposit, rather than directors guarantee)
*Read more about AWR and auto-enrolment in 2013 with our Guides available at www.outsauce.net/resources
15
PARTLY TRUE
The government provides a quick check list for businesses with employees (this includes contractors at temp agencies). So, if you have employees, you must give them:
a written statement of employment or contract the statutory minimum level of paid holiday a payslip showing all deductions, e.g. National Insurance Contributions (NICs) the statutory minimum length of rest breaks Statutory Sick Pay (SSP) maternity, paternity and adoption pay and leave.
16
Additional information
There is a great deal of information available on all of these topics: The new www.gov.uk website is a good place to start. For instance, if you are employing migrant workers, view this section on ensuring your employees are eligible to work in this country: https://www.gov.uk/check-an-employees-right-to-work-documents The Employment Agency Inspectorate (EAS) is a government body that works with agencies, employers and workers to ensure compliance with employment rights. For useful links to advice and legalisation, visit: http://www.bis.gov.uk/eas The above sources are useful, however, due to the complexities involved, it is always advisable to seek advice from a specialist to ensure you are fully compliant.
Contact Outsauce now to arrange a free, no obligation meeting with one of our advisers
17
Growing
What I know now... that I wish I knew then...
Q.
Whats the best decision you ever made as your business began to grow?
Dont waste money on things you really dont need. Keep costs low, it sounds simple, but costs can run away from you if you dont keep an eye on things.
Giles Casson, Encon
Q.
People. Make sure you surround yourself with reliable people who you would trust to run your business in your absence. If you ever feel that you couldnt leave these people to work on their own you have the wrong people in your business.
Gary Janes, Channel Recruitment
Persistence is key. Keeping motivated is difficult, particularly during the early stages when youre working alone and trying to get a new brand off the ground. A fear of failure holds a lot of people back from taking the plunge but you need to believe in what youre doing and keep at it.
Ashley Percival-Smith, Norse Recruitment
18
TRUE
Upturn checklist:
Could you fund the increase in staff payment? Could your systems cope? Do you have the admin support you need in place? Can your financing facility scale up quickly in line with your sales?
19
9. There are few opportunities to boost your profit margin as you grow
Would you like to increase profit margins and improve your own personal wealth? Perhaps you want to enjoy the fruits of your labour and spend less time working on your business?
If youre placing candidates, referring them to a reputable and compliant employment service (commonly known as an umbrella business) could help you achieve your goals:
MYTH
Everyone benefits
As your business grows, so too does the risk involved with PAYE and keeping on top of legislative compliance. By referring your candidates, you wont have to manage the tax, NI and holiday pay implications yourself (as well as the liabilities and professional indemnity insurance), while your contractors can maximise their take home pay by claiming legitimate expenses. Contractors can enjoy the freedom of self-employment, with the peace of mind and benefits of being employed, including sick pay and holiday pay. Specialists bring additional advantages. For instance, construction industry experts will be able to ensure CIS contractors comply with their specific obligations.
20
We have specialist contacts within the mainstream lending, business angels,private equity and venture capitalist communities. Call us to find out more
21
10. Referral to an umbrella company will mean exposing contractors and clients to dubious practices
A few companies have tarnished the reputation of the umbrella industry by giving unscrupulous tax advice. However, although umbrella companies have received some bad press, there are many which are fully HMRC compliant and operate on an ethical basis, providing extensive, above board benefits to agencies and contractors.
Its important that contractors are matched with the correct employment status a reputable contracting business will give impartial advice that ensures contractors choose the most financially beneficial, and compliant, status for them, and they will never push them to make a particular decision. If joining an umbrella is not the right solution, then they will make it known and provide guidance on alternative options. Of course you are concerned about your reputation, so only refer to a well-established umbrella company with a good reputation of their own. The best umbrella companies are fully HMRC compliant and operate to the most stringent standards. A successful, umbrella company with a strong history is also a much safer choice in financial terms. Unproven companies are a gamble and the consequences could be severe if they go bump.
MYTH
Ensuring conformity with legislation can be a drain on your resources. Especially when you need to focus on placing candidates and creating and nurturing client relationships. Compliant and ethical contracting services can take away the pain so you can concentrate on developing your business. Not only will you save time, money and potential legislation headaches, youll also be providing added value to your contractors.
22
Conclusion
Hopefully, this toolkit has dispelled a few industry myths and clarified others; you should have a clearer picture of the many considerations for running a recruitment agency and a more objective view of the potential pitfalls.
Yes, there are many myths, but also many universal truths. We could have concocted reasons to put every negative aspect into the myth category but it wouldnt have been very convincing. It takes the right mixture of optimism and pragmatism to create and sustain success. Launching and growing your own business can be challenging, expensive and time consuming but a little time and effort invested early on can make the world of difference to your working hours and bottom line. Take a look at successful recruitment businesses and the rewards are clear to see. The importance of effective management cannot be understated; the more control you have over the day-to-day responsibilities, the more time you can devote to business development. Recognise your strengths and where they can be employed to most benefit. A reputable outsourcing specialist can assist with complex issues or take care of the administrative tasks you simply dont have time for. Working with a specialist in recruitment is one of the most efficient ways to mitigate risk and free you to concentrate on what you do best: placing candidates and building your business.
About Outsauce
Outsauce can provide financial and business support on tap to deal with every changing business demand. Built by recruiters for recruiters, Outsauce provides funding, freedom from back office administration and new margin opportunities from compliant contracting services. Contact Outsauce now to discover how we can help you grab new opportunity.
23
www.outsauce.net
Contact Outsauce now to discover how we can help you grab new opportunity.