One of my clients, Matthew, rolled his eyes at our last meeting. “Clients have become such tarts! They’ll engage with anyone these days who promises them a CV.”

In Part One of this series, I attempted to give some broad definitions of when sales-led owners of recruitment businesses should seek to develop a back-office infrastructure.

Several clients have asked me recently, particularly the owners of high-growth recruitment businesses, to explain when they should start hiring their own back-office personnel.