When Your Recruitment BD Strategy Hits a Wall: Here’s What to Do

Let’s be real: business development (BD) in recruitment is tough. If your BD strategy isn’t delivering the results you hoped for, don’t freak out. Stop. Take a step back, reassess, and recalibrate.

The good news? You can turn things around and start landing the clients you want. Here’s how to do it.

Step 1: Review Your Current Strategy

First things first: what exactly are you doing now? Be honest. Are you and your team hammering out calls without a clear plan? Is your messaging resonating with your target market, or does it feel generic? Are you actually taking the time to do a bit of research on your targets of just going for it? A thorough review of your current efforts will reveal what’s working and what’s falling flat.

Map out your process and identify the gaps—this clarity will be your launching pad for improvement.

Step 2: Analyse Your Conversion Funnel

How many touch points does it take for you to win a new client? Do you even know these numbers? Are you seeing progress after a few interactions, or does it feel like shouting into the void?

Break down each stage of your conversion funnel. Understanding where potential clients drop off will help you refine your approach and focus on the areas that need attention. If this means taking a bit of time to go back through all your past interactions, do it. The data will be invaluable.

Step 3: Personalise Your Outreach

The days of cookie-cutter BD are over – that sh*t might have flown in Covid when companies were rabid for candidates of all shapes and sizes but we all know the market has changed.

Clients are now inundated with sales pitches every day, so standing out requires a personal touch. Instead of casting a wide net, spend time researching your prospects. A tailored email or call that speaks directly to their needs will always outperform a generic blast.

Step 4: Leverage Social Media Strategically

Social media isn’t just for viral dance trends (though they can be fun too) – it’s a goldmine for recruitment BD. Share thought leadership content, engage with industry conversations, and connect with potential clients on platforms like LinkedIn. Build your presence so that when clients think “recruitment expert,” they think of you.

It’s also a great place to start to get to know your clients before you reach out. Sometimes showing them a common point of interest could be the perfect ice breaker.

Step 5: Keep Your Database in Shape

A cluttered database is a silent killer of productivity (and this is coming from someone that traditionally hates compliance). But even I’ve grown to understand that outdated information wastes time and leads to missed opportunities. Regularly update your database, categorise leads effectively, and remove duplicates. A clean database ensures you’re working smarter, not harder.

Step 6: Equip Your Team with Valuable Resources

You wouldn’t go to a black tie event wearing shorts and thongs so why are you sending your consultants out without tools that position them as experts? Salary guides, industry reports, and webinars are fantastic resources that add value to your outreach. The more helpful you are, the more likely clients are to see you as a trusted partner rather than just another recruiter.

Step 7: Measure, Tweak, Repeat

Tracking your BD efforts is non-negotiable.

Use metrics to identify what’s driving results and what isn’t. Celebrate the wins, analyse the misses, and adjust your strategy accordingly. It’s not about perfection; it’s about progress.

Shake Things Up

If your BD strategy isn’t working, don’t panic. Every recruiter faces setbacks and slow periods – it’s part of the game. But don’t just be a spectator to your BD process either – evaluate your current approach, personalise your outreach, and equip yourself & your team with the right tools. I can guarantee you that where the focus goes the energy flows. The tide will turn.

Remember: BD isn’t just about ticking boxes; it’s about building genuine, lasting relationships. Now, go out there and make it happen!

Brett

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