Business Development Analysis
for
High-Performing Recruiters ($1M+ Annual Billers)
by
Bob Marshall
July 22, 2025
Bob Marshall, TBMG, Int’l
Question-by-Question Analysis
Part Five – Are Today’s Big Billers maintaining monthly contact with a short list of 100 key executives, past clients, and top prospects?
Answer: Absolutely.
Maintaining regular, value-driven contact with a handpicked list of high-impact relationships is one of the defining habits of today’s million-dollar billers.
Key Contact Strategy – What the Top Performers Do
The List:
Most top producers actively manage a core list of 50 to 150 names—100 is the sweet spot. These are people who move the needle:
- Former clients with successful placements
- Key executives at target companies
- Warm prospects who’ve shown interest
- Influencers and decision-makers in your niche
The Rhythm:
Top billers aim to connect monthly—just enough to stay on the radar without overwhelming anyone. Timing and consistency are key.
What They Share – The Content That Builds Trust
This isn’t just about checking in. The best recruiters deliver relevant, useful insights:
- Market Intel: Hiring trends, salary benchmarks, economic shifts
- Candidate Spotlights: High-impact MPCs with brief, compelling profiles
- Success Stories: Recent wins that demonstrate capability and results
- Thought Leadership: Original content, curated articles, or webinar invites
The Relationship Mindset – Value Over Pitching
Million-dollar recruiters don’t just “stay in touch”—they build loyalty.
- Always Add Value: Every touchpoint serves the contact, not just the recruiter
- Make It Personal: Tailor the outreach to their needs, not your agenda
- Play the Long Game: Trust builds over time. The best stay patient and persistent
- Stay Visible, Not Annoying: Consistent, helpful outreach—without the hard sell
The Tech Stack That Makes It Work
Big billers don’t rely on memory or sticky notes—they leverage tech:
- CRM Systems: Track conversations, schedule follow-ups, and flag hot leads
- Email Platforms: Share content at scale, but still feel personal
- Social Tools: Monitor LinkedIn activity for timely, relevant engagement
- Analytics Dashboards: See what’s resonating and fine-tune the approach
The Why Behind the Strategy
Ask any million-dollar biller and they’ll tell you: staying top of mind with the right people is non-negotiable. Monthly outreach—done right—keeps doors open, builds credibility, and makes you the first call when a need arises.
Coming Next Week:
Part Six – On LinkedIn: Are Big Billers Still Using Sales Navigator, or Have They Graduated to LinkedIn Recruiter for Smarter Sourcing?
My Best,
Bob
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)