Forecasting the future of recruiting operations with Jeremy Lyons

Diane Prince’s 5-step framework for building an 8-figure recruiting business

“To build a business of your dreams, you will need clarity of vision, niche expertise, recurring revenue, a stellar team, and unwavering execution.”

Diane Prince
Founder, DianePrince.co
Diane Prince’s 5-step framework for building an 8-figure recruiting business


While many founders achieve significant milestones in their initial years, I know for a fact that surpassing the million-dollar mark and reaching eight figures takes something beyond grit. 

For that, you need a strategic roadmap.

Drawing from my experience as a serial staffing founder, I am sharing the 5-step framework that I used to turn my recruitment business into an enterprise that resulted in a $28 million exit.

Step 1: Get clear on your vision and align your business model

Before investing more blood, sweat, and tears, step back to gain clarity on your vision. 

Skip this step, and you might inadvertently build a business that can’t achieve your vision.

Ask yourself what you want out of life. Is it a comfortable lifestyle – buying a home, spending time with family, taking vacations, etc.? 

Or are you aiming for a life-changing journey? 

Make sure that your business plan aligns with your vision.

Step 2: Define and analyze your niche

To succeed in the recruiting business, you want to be an expert in your niche. 

But the question is: How do you determine a niche backed by statistics and logic rather than gut instincts alone?

Here’s how to analyze and pick a domain to ensure that you can not only excel at it but also have a market demand to cater to – using facts, not feelings.

First, choose a niche you understand or can easily learn to interpret. 

For example, my niche was title insurance. 

When I started my agency, I didn’t understand what title insurance people did, but I knew there were good reasons why title insurance would be a good pick for me, so I quickly became an expert in that field.

Research job openings in your niche by companies and by agencies. 

The best demand ratio is about 60% to 70% posted by end clients and 30% or 40% posted by agencies. 

However, if you have a brand new niche, like I did, there will be a higher rate of jobs published by end clients.

Step 3: Scale 

A crucial element in scaling is adopting a recurring revenue model. In simple words, it’s about productizing your offer to generate sustained income rather than relying solely on direct hire placements, which are mostly inconsistent. 

Explore models like staffing or recruitment process outsourcing (RPO) to establish a steady income stream. 

RPO provides a consistent revenue flow by placing temporary or contract workers on long-term or temp-to-hire assignments. It mainly involves managing the entire recruitment process for a client. 

These models enhance financial stability and allow you to weather fluctuations in the market more effectively.

Read more: Recruitment Process Outsourcing (RPO): A complete guide for recruiters

Step 4: Build your team

Your team structure ultimately determines the success of your business, and so does your management style.

The key is to develop a systematized internal hiring process that goes beyond seeking “experienced recruiters.” 

You can do what I’ve done – consider hiring individuals with industry or niche experience, even if they lack a recruiting background. 

Look for team members aligned with your core values and invest in developing skills that can earn you a high-performing team.

Step 5: Keep executing the plan, No matter what!

Believe it or not, it’s not achieving the explosive growth that’s the most challenging part – 

Practicing discipline when things are going well is the real challenge. 

When you get to the “middle” part, this is when things are working smoothly, and if you’re like me, you might get bored.

Take that as a sign to avoid distractions and shiny objects. While strategic expansion is crucial, don’t overextend yourself, and don’t get arrogant believing that you have the Midas Touch. 

Just because your business is successful doesn’t mean that everything you touch will turn into gold. 

Read more: Best practices to run & scale a successful recruitment business

Final thoughts

To build a business of your dreams, you will need clarity of vision, niche expertise, recurring revenue, a stellar team, and unwavering execution. 

And, above all, engrave this truth in your entrepreneurial spirit: You CAN ascend to 8 figures and beyond. Your recruiting business’s future hinges on the choices you make today. 

Take action NOW to shape your destiny. And might as well take my advice to add that ultimate cherry on your cake.


Diane Prince

Diane Prince built two 8-figure staffing agencies from the ground up, eventually selling one for $28 million to Hall Kinion (NASDAQ: HAKI) and the other in a private sale to the former CEO of Adecco. With over 25 years of experience growing recruiting businesses, Diane helps founders Start, Scale, and Sell recruiting and staffing businesses. Learn more about Diane and how she can help you by connecting with her on LinkedIn or visiting her website



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