Ep. 8: Simon Brown on Exits, Culture & Why Every Agency Needs a Plan

In this episode, Andy Simpson sits down with Simon Brown, founder of Richard Knows Best and one of the most candid voices in recruitment, for a no-holds-barred conversation about agency growth, leadership, and learning the hard lessons of running a recruitment business.

From selling Turtle Wax door-to-door as a teenager to building and exiting multiple recruitment businesses, Simon shares his unfiltered story—including the reality behind growing a business, dealing with imposter syndrome, and the shift from recruiter to strategic consultant. They explore what most recruitment founders get wrong, why culture eats process, and the importance of strategic planning in a sub-50 headcount world.

If you're a recruitment founder, leader, or just someone in the game trying to build something sustainable, this one is a must-listen.

🎙️ Key Topics
🔹 How Simon went from the phones at Walls Ice Cream to recruitment leadership
🔹 The role of strong female leaders in shaping his career
🔹 Why growing a business is harder than it looks from the outside
🔹 The story behind Richard Knows Best and redefining recruitment consultancy
🔹 How founders can get out of survival mode and plan for long-term growth

Show Notes & Timestamps

[00:00] – Opening & Introductions

• Simon’s cheeky take on agency know-it-alls
• Why he and Andy hadn’t crossed paths until recently

[03:00] – From Liverpool Estate to Sales Hustler

• Selling Turtle Wax from factory skips
• Early lessons in sales and graft
• Choosing uni after working at Walls Ice Cream

[10:00] – Entering the Workforce

• How a customer service job led to internal recruitment
• The women who mentored him into leadership
• Making the leap to agency side with Reed

[17:00] – Discovering His Strengths in BD

• Why Simon thrived in strategic sales
• Lessons from working with the police and public sector
• The power of process and relationships over smash-and-grab recruitment

[27:00] – Hitting a Ceiling and Moving South

• The laptop breakdown that changed his career
• Moving from Liverpool to London
• Creating a client services division at Morgan Hunt

[32:00] – Board Roles & Leadership Lessons

• Imposter syndrome on the board
• Female leadership and emotional intelligence in action
• Changing his accent to fit into London business life

[40:00] – Why Richard Knows Best Was Born

• The problem with short-term thinking in recruitment
• Why founders need long-term strategic planning
• The “Tactical Review Day” explained

[47:00] – Final Thoughts & Takeaways

• The most common struggles recruitment founders face
• Why sub-50 headcount agencies need real strategy, not just hustle
• Efficiency, clarity, and getting out of your own way