2026
–A Ten Part Series–
Part Two
by
Bob Marshall
May12th, 2026
Part Two – The Six-Part Qualifier Job Order
One of the biggest mistakes recruiters make is believing that every Job Order deserves immediate attention. It doesn’t.
In today’s recruiting environment—where clients move fast, hiring managers are distracted, and AI-generated job descriptions are everywhere—you cannot afford to spend hours working weak, vague, or poorly qualified searches.
Big Billers learned years ago that top producers don’t chase every opening.
They qualify first.
That is where the concept of the Qualifier Job Order was born.
The purpose is simple:
Before you invest valuable recruiting time, determine whether the search is actually fillable and whether the client is truly committed to hiring.
The best recruiters understand something many newer recruiters miss:
A Job Order is not an assignment until it is qualified.
Until then, it is simply information.
So when taking a new Job Order, we focus on securing six critical pieces of information. These six points form the foundation of a quality recruiting assignment.
Once you secure those six items, something important happens:
You stop talking.
You do not spend another 45 minutes gathering unnecessary details.
You do not become an unpaid consultant.
And you certainly do not allow the client to consume your entire morning.
Instead, you professionally pause the conversation.
You might say something like this:
“Gee, I tell you what… I need to jump to another appointment (or phone call), but I do need some additional information from you. What I have right now is the skeleton of the position. Let me review this and call you back this afternoon at 3:00 PM… or tomorrow morning at 9:00 AM. What works best for you?”
Then you get off the phone.
That part is critical.
Most recruiters stay on the line too long because they are excited they finally got a Job Order. Big Billers know better. They understand that time is inventory.
Your real job is not simply taking orders.
Your real job is continually developing relationships with companies that hire, pay fees, and value your service.
Remember: the best client base is always evolving.
Companies merge. Hiring managers change. Budgets disappear. New opportunities emerge every week.
That is why elite recruiters stay in the marketplace constantly.
They continue making marketing calls.
They continue uncovering hiring authority.
They continue building momentum.
The Qualifier Job Order system protects you from becoming trapped working marginal searches while your competitors are out developing new business.
And here is something else worth remembering:
Clients often respect recruiters more when they do not appear desperate.
When you confidently schedule a follow-up conversation instead of immediately dropping everything, you position yourself as a professional consultant—not an order taker.
That distinction matters.
A Short Story
Years ago, I watched a recruiter spend nearly two full days working a “hot” Job Order from a company that sounded enthusiastic on the phone. The recruiter took pages of notes, sourced candidates immediately, and rearranged his entire desk around the assignment.
There was only one problem:
The company was not serious.
The position had not been approved internally, the compensation was unrealistic, and three other agencies were already spinning their wheels on the same search.
Meanwhile, another recruiter in the office spent those same two days making marketing calls and qualifying opportunities carefully. By Friday afternoon, he picked up an exclusive search from a company ready to hire immediately.
One recruiter stayed busy.
The other recruiter got paid.
There is a big difference.
Next week: Part Three – Contact Information
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)