Case: From Zero to Exit – Building a Niche Recruitment Business

The Creation and Successful Sale of European Engineers BV

The Challenge

In 2011, the European industrial engineering sector was experiencing a growing demand for specialised firmware and software talent, yet recruitment offerings were fragmented, often lacking deep technical understanding or pan-European scope. Recognising this market gap, I co-founded European Engineers BV with a bold idea: build a lean, high-impact recruitment agency focused solely on embedded and industrial software engineers for B2B markets across Europe.

With no brand, no clients, and no candidates to start with, the challenge was to create a viable, scalable business from scratch in a highly competitive landscape — and do so without external funding or corporate backing.

The approach

Our go-to-market strategy was grounded in structure, segmentation, and an obsession with matching the right talent to the right need.

Step one

Targeted Market Segmentation

We developed a prospect database that categorised companies by vertical (e.g. automation, medtech, aerospace, semiconductors) and application area. This enabled laser-focused outreach to hiring managers who understood the value of niche expertise.

Step two

Candidate Network with Precision

We mirrored this structure on the supply side by building a candidate database segmented by skill sets (firmware, C/C++, RTOS, embedded Linux, etc.), experience level, and geographical flexibility. Our vetting process ensured that only highly relevant and motivated profiles were presented to clients.

Step three

Relationship-Driven Sales

Rather than pushing volume, we focused on long-term partnerships — with both clients and engineers. We positioned ourselves as a specialist matchmaker, not a generic recruiter. This built credibility quickly and helped establish recurring business.

Step four

Multi-Model Flexibility

To address varying client needs, we offered recruitment, project-based and secondment services, giving customers flexibility and cost-efficiency while allowing us to scale with minimal fixed overhead.

Step five

Entrepreneurial Execution

As co-owner, I was hands-on in all aspects — sales, marketing, recruitment, delivery, and operations. Every activity was process-driven and quality-focused, ensuring efficiency and a solid foundation for future growth or exit.

The result

European Engineers BV quickly carved out a space in the European embedded software recruitment market. Within 2 years, the company became profitable and positioned as a respected niche player. Our reputation for integrity, technical understanding, and precision-matching led to a steady stream of repeat business from clients across several countries.

The business was built for agility and exit-readiness — and that’s exactly what we achieved. In 2014, the company was successfully sold.

This case reflects how niche focus, structured execution, and entrepreneurial energy can turn a market insight into a profitable and sellable company — even in a mature and crowded market like technical recruitment.