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