The Hiring Blueprint Behind Consultancies That Break £10M with Richard Longstreet

In this episode Craig is joined by Richard Longstreet, founder of Tarka Talent, to explore what really drives successful hiring in boutique consultancies. Too often, firms bring in senior hires with impressive CVs only to find they don’t deliver the growth expected. Richard explains why success in a Big Four doesn’t always translate into a boutique environment, the critical distinction between developing existing accounts and winning new logos, and how cultural fit can determine whether a hire creates lasting value.

They also discuss the infrastructure required to support growth, why equity should be tied to performance, and how consultancies can create a culture where business development is a shared responsibility rather than resting solely on the founder. If you’re thinking about making senior commercial hires, this episode offers a clear framework to avoid costly missteps.

00:00    Introduction and Context
02:59     The Role of Senior Hires in Boutiques
 07:53     Account Development vs New Business
 10:23     How to Vet Candidates for Commercial Roles
 14:04     Why Infrastructure Matters for Growth
 16:30     Marketing’s Role in Enabling Success
 20:28     Systems and Processes That Scale
 25:15      Escaping Founder Dependency
 30:10     Building a Sustainable Hiring Strategy
 34:14      Balancing Equity in Hiring
 38:37     The Importance of Cultural Fit
 43:01     Curiosity as a Growth Mindset

Host Craig Herd 
Guest Richard Longstreet