Business Development Analysis
for
High-Performing Recruiters ($1M+ Annual Billers)
by
Bob Marshall
July 15, 2025
Bob Marshall, TBMG, Int’l – Part Four
Question-by-Question Analysis
Part Four – Are Today’s Big Billers Tracking Jobs on LinkedIn, Indeed, and Other Platforms—and Following a 3-4 Step Outreach Strategy Over 2 Months?
Conclusion: Absolutely.
Top-performing recruiters don’t leave business development to chance. They actively track job postings and execute a structured, multi-step outreach strategy that plays out over two months—precisely timed to align with hiring cycles and client readiness.
Job Tracking in Action:
Today’s best recruiters are laser-focused when it comes to monitoring opportunity flow:
- Multi-Channel Monitoring – They regularly scan LinkedIn, Indeed, company career sites, niche industry job boards, and more.
- Automated Alerts – Smart recruiters set up custom notifications for new postings in target industries or companies.
- CRM Integration – Job leads are logged and tracked inside their recruitment CRM for visibility and follow-up.
- Competitive Intel – They keep tabs on competitor placements and hiring trends to anticipate needs before they’re posted.
The 4-Step Follow-Up Framework:
High-level recruiters follow a disciplined approach:
- Week 1: Reach out within 24–48 hours of the job posting—speed counts.
- Weeks 2–3: Follow up with value—market insights, or strong candidate recommendations.
- Weeks 4–6: Stay visible—offer alternatives, resources, or problem-solving ideas.
- Week 8: A final touchpoint—focused on building a longer-term relationship, not just filling the current role.
Proven Best Practices:
What separates Big Billers from average producers?
- Fast Response: They’re among the first to respond to new openings.
- Value-Driven Touches: Every interaction delivers insight or service—not just a sales pitch.
- Tailored Messaging: They speak directly to each client’s specific business goals.
- Relationship Focus: It’s about building partnerships, not just one-time placements.
Tools of the Trade:
- LinkedIn Sales Navigator – for advanced job and company tracking.
- Google Alerts – for real-time updates on target firms.
- CRM Automation – to stay consistent and timely with follow-ups.
- Social Listening Tools – to monitor company moves and industry shifts.
Why This Works:
Big Billers succeed because they’re methodical. Research shows that a 60-day cadence mirrors the decision cycle of most hiring managers. By spacing outreach over time—while consistently offering value—they stay top of mind without becoming a nuisance.
Sources:
Big Billers, Best practices in recruiter business development, LinkedIn talent strategies, CRM workflow optimization.
Coming Next Week:
Part Five – Do Today’s Big Billers Keep a Monthly Follow-Up Rhythm with a Core List of 100 Key Executives, Past Clients, and Warm Leads?
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)