Realities of Startup Life: Lessons Learned from a £500K First Year with Emma & Louise, Esto Search
Mar 17, 2025
auto_awesome
Emma Lowman and Louise Garrison, co-founders of Esto Search, delve into their impressive £500k first-year journey in tech sales recruitment. They discuss the thrill and challenges of building an authentic brand while navigating emotional highs and lows. The duo highlights the importance of diversity and personal branding in recruitment, emphasizing genuine client relationships over mere skill matching. They also share valuable insights on time management, self-care, and the critical role of financial partnerships to enhance growth and well-being.
Emma and Louise's startup, Esto Search, achieved remarkable success in its first year with a focus on authenticity and branding.
The company's commitment to diversity is showcased through 75% of placements being female, highlighting their dedication to inclusivity.
Prioritizing mental well-being and work-life balance has been crucial for the founders, enhancing their productivity and job satisfaction.
Deep dives
Celebrating a Successful First Year
The launch of Esto Search marked a significant milestone for the founders, who achieved impressive financial results in their first year, generating 506K in billings. Their commitment to diversity is evident, with 75% of placements being female, highlighting their focus on inclusion in a predominantly male industry. Notably, they undertook international placements, demonstrating their ability to operate beyond local markets. Average deal sizes of 23,300 underscore their positioning in the tech sales sector.
The Importance of Brand Authenticity
Choosing the company name 'Esto' reflects the founders' desire to prioritize authenticity and individuality in their business approach. They aimed for a memorable brand that stood apart from generic recruitment companies, focusing on presenting themselves as genuine and relatable. The branding process involved identifying personal strengths and values, reinforcing the idea that standout branding is achieved through self-expression rather than imitation. Ultimately, this unique identity has resonated well with clients and candidates alike.
Navigating Financial Pressures and Success
The founders undertook a self-funded startup approach, beginning with limited capital and a clear financial runway. Their first deal was successfully closed within three months of launching, a thrilling achievement for both. Initially faced with financial anxiety, they felt immense pressure to succeed quickly, which ultimately fostered a strong work ethic and driven performance. This experience underscores the idea that having limited funds can create a sense of urgency that propels success.
Facing Challenges in the Recruitment Industry
The founders have encountered various challenges, particularly in gaining the respect of clients in a competitive market dominated by larger agencies. They shared experiences of clients dismissing their recommendations and opting for established firms, highlighting a common struggle for smaller agencies. Over time, they learned the value of asserting their expertise and maintaining confidence despite initial setbacks. This reiterates the importance of building credibility and trust in client relationships.
The Role of Personal Branding
Establishing a personal brand has proven essential for the founders, leading to an influx of inbound inquiries driven by their online presence. They acknowledged that their visibility in the recruitment sector has enhanced their appeal, showcasing the significance of being authentic and relatable in their marketing strategies. Networking and sharing expertise on platforms like LinkedIn have contributed directly to their success, just as their reputation evolves organically through engagement with the community. This underscores how personal branding can significantly impact business growth.
Maintaining Work-Life Balance
The focus on mental well-being and work-life balance has been pivotal for the founders' success in their business journey. They emphasize the positive impact of prioritizing health and fitness, which, in turn, enhances productivity and job satisfaction. By breaking away from the traditional recruitment culture centered on social drinking, they have been able to cultivate a healthier lifestyle and stronger working relationship. This approach highlights how well-being can serve as a cornerstone for sustained success and personal fulfillment.
In this episode, I'm joined by Emma and Louise from Esto Search. They share their £500k first-year success, the challenges they faced, and key lessons learned about branding, client relationships, and staying true to their values.
