If It Don’t Make Dollars, It Don’t Make Sense!
2026
–A Seven Part Series–
Part Six
by
Bob Marshall
April 21st, 2026
Part Six – All Job Orders are Not Created Equal
One of the biggest reasons recruiters struggle—year after year—is that they treat every Job Order (JO) the same.
They aren’t.
And if you don’t internalize that, you’ll spend your career working hard… but not getting paid what you should.
Let me give it to you straight.
Out of every fifteen Job Orders a top recruiter writes:
- Zero to One will be true Search Assignment quality
- Four to Five will be Matching quality
- And Ten or more—roughly two-thirds—will fall into the “Can’t Help” category
Now here’s the trap…
They are all technically Job Orders.
They all sound legitimate.
They all come from real companies with real needs.
But they are not equal in value.
What Separates the Three?
Search Assignment Quality (The Gold Standard)
This is where the hiring authority is engaged, the need is urgent, the specs are realistic, and there is a willingness to partner. These searches get filled—and they get filled quickly.
Matching Quality (Situational Opportunities)
These can produce placements, but only if you already have the right candidate or can move fast. They are opportunistic, not foundational.
“Can’t Help” (Time Traps)
Vague specs. No urgency. Too many decision-makers. Unrealistic expectations. These are the searches that feel like work—but rarely turn into fees.
The Hard Truth
If most of your desk is filled with “Can’t Help” Job Orders, you will experience:
- Long, frustrating search cycles
- Indecisive hiring managers
- “Unicorn” candidate requests
- And a placement ratio that never seems to improve
Working 70–80 Job Orders a year and only making a dozen placements isn’t bad luck.
It’s a qualification problem.
The Shift That Changes Everything
Top billers don’t just take Job Orders.
They qualify—and often disqualify—them aggressively on the front end.
They ask tougher questions.
They push for clarity.
They test urgency.
They walk away when necessary.
Because they understand something most recruiters never fully grasp:
What you choose to work on determines what you earn.
A Quick Story
I once coached a recruiter who was proud of the fact that he was “busy all the time.”
He had over 60 open Job Orders and couldn’t understand why his billings were stuck.
We sat down and reviewed his desk.
Out of those 60:
- Only 3 were true Search Assignment quality
- About 15 were viable Matching opportunities
- And over 40 were, quite frankly, unwinnable
He wasn’t failing because he lacked skill.
He was failing because he was working the wrong inventory.
Within 90 days of tightening his qualification standards, he cut his desk in half—and doubled his production.
Less activity.
Better choices.
Far greater results.
Final Thought
Stop measuring your desk by how many Job Orders you have.
Start measuring it by how many are actually worth working.
Because in this business:
It’s not the volume of opportunity that drives success—
it’s the quality of it.
Next week: Part Seven – Inspect What you Expect
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550
520-842-5550 (fax)