Sep 21, 2026 · 18 min
HomeServe founder turns a £50,000 test into a global exit
Episode 1321: How to Make a Billion in Nine Steps with Sir Richard Harpin
Sir Richard Harpin offers a practical account of how disciplined testing, focused expansion, and stronger leadership can turn a small service idea into a major company.
- 1Test a recurring customer problem cheaply before committing to a larger business model.
- 2Scale proven ideas through trusted partners while using a not-to-do list to resist distractions.
- 3Replace the founder bottleneck with stronger leaders and make difficult talent decisions before growth stalls.
Don't miss
Harpin explains how hiring a stronger day-to-day leader removed him as HomeServe’s bottleneck and allowed broader expansion.
The brief
Sir Richard Harpin traces HomeServe to a personal problem: managing rental properties revealed a recurring need for emergency repairs, which he tested with a small mail campaign.
The early response validated an annual plumbing-assistance product, while partnerships with UK water companies let HomeServe rent trusted brands and reach established customer bases.
Harpin’s broader lesson is to copy proven models, improve them, and protect focus with a not-to-do list rather than chase every adjacent opportunity.
As HomeServe grew, Harpin says hiring a stronger day-to-day leader freed him from becoming the bottleneck and enabled expansion into France through the original model.
His sharpest warning concerns talent: founders must confront managers who no longer fit the company’s needs, even when respectful personnel decisions are uncomfortable.
Books & mentions
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