Two crises, 1,000 closed vacancies, and six years of lessons: how an HR agency can survive
Posted: Tue Oct 21, 2025 1:00 pm
Over the six years of my agency, Sayhire, we've been through crises, mistakes, and dozens of difficult decisions. Not all of them were successful, but each one provided experience and helped us move forward. The main thing is that the agency has survived and continues to grow.
When you're building a business, it seems like everything is going smoothly for others: growth, success, new clients. But behind every result are dozens of decisions that didn't work and hundreds of attempts that ended in failure.
Why market knowledge doesn't guarantee success
The idea to open an HR agency came to me in 2016, when specific database I was working in Innopolis, recruiting specialists for the city's IT companies. It was then that I got my first taste of entrepreneurship—working with multiple clients simultaneously and seeing results.
In 2019, I decided to leave my paid work and open Sayhire. I thought I was ready: I knew the market, understood how to recruit people, and had a good reputation. But it quickly became clear: business is a different game.
My first client turned out to be a disaster. We didn't sign a contract, and the company simply didn't pay for the hired candidates. That was the first time I realized that being able to do a job isn't the same as being able to run a business. You need to be able to manage finances, build processes, and always protect your interests.
Advice for entrepreneurs: even if you're working with friends or through referrals, sign a contract. Reputation is no substitute for legal protection.
Pandemic: How Office Closures Saved Businesses
When the pandemic hit, I had a team in the office. Work stopped, but expenses remained. I paid salaries from my "safety cushion," but I knew I couldn't last that long.
Then I had to learn to crunch numbers and make tough decisions. I restructured the team, closed the office, and transitioned the agency to remote work. We implemented automation tools, redesigned processes, and survived.
Advice for entrepreneurs: if your business hits a storm, don't try to row as before. Measure the efficiency of each employee, eliminate unnecessary expenses, and redesign your business model.
When Customers Leave: A New Motivation System
In 2022, we lost some major international clients. This time, I decided to take a different approach—I revised the incentive system.
Employees began receiving smaller fixed salaries and more performance-based bonuses. I outsourced and freelanced some tasks. This model proved flexible: if a client leaves, the business doesn't collapse, and the team remains motivated.
Advice for entrepreneurs: a fixed salary isn't always the best option during a crisis. A performance-based pay system helps businesses survive downturns without devastating consequences.
When you're building a business, it seems like everything is going smoothly for others: growth, success, new clients. But behind every result are dozens of decisions that didn't work and hundreds of attempts that ended in failure.
Why market knowledge doesn't guarantee success
The idea to open an HR agency came to me in 2016, when specific database I was working in Innopolis, recruiting specialists for the city's IT companies. It was then that I got my first taste of entrepreneurship—working with multiple clients simultaneously and seeing results.
In 2019, I decided to leave my paid work and open Sayhire. I thought I was ready: I knew the market, understood how to recruit people, and had a good reputation. But it quickly became clear: business is a different game.
My first client turned out to be a disaster. We didn't sign a contract, and the company simply didn't pay for the hired candidates. That was the first time I realized that being able to do a job isn't the same as being able to run a business. You need to be able to manage finances, build processes, and always protect your interests.
Advice for entrepreneurs: even if you're working with friends or through referrals, sign a contract. Reputation is no substitute for legal protection.
Pandemic: How Office Closures Saved Businesses
When the pandemic hit, I had a team in the office. Work stopped, but expenses remained. I paid salaries from my "safety cushion," but I knew I couldn't last that long.
Then I had to learn to crunch numbers and make tough decisions. I restructured the team, closed the office, and transitioned the agency to remote work. We implemented automation tools, redesigned processes, and survived.
Advice for entrepreneurs: if your business hits a storm, don't try to row as before. Measure the efficiency of each employee, eliminate unnecessary expenses, and redesign your business model.
When Customers Leave: A New Motivation System
In 2022, we lost some major international clients. This time, I decided to take a different approach—I revised the incentive system.
Employees began receiving smaller fixed salaries and more performance-based bonuses. I outsourced and freelanced some tasks. This model proved flexible: if a client leaves, the business doesn't collapse, and the team remains motivated.
Advice for entrepreneurs: a fixed salary isn't always the best option during a crisis. A performance-based pay system helps businesses survive downturns without devastating consequences.