Business Development Analysis
for
High-Performing Recruiters ($1M+ Annual Billers)
By
Bob Marshall
July 8, 2025
Bob Marshall, TBMG, Int’l – Part Three
Question-by-Question Analysis
Part Three – Do Today’s Big Billers Still use an appointment setter who makes 1000 calls per month and reach out 4 times a year?
Evidence-Based Conclusion: MIXED APPROACH – High-performing recruiters use
various appointment setting strategies, but the specific “1000 calls per month” metric is
not universally adopted.
Current Appointment Setting Practices: – Virtual Assistants: Commonly used,
especially overseas VAs from Philippines and Latin America – Call Volume: Varies
significantly, with focus on quality over quantity – Frequency: Multiple touchpoints per
year, but customized based on relationship stage – Technology Integration: Use of CRM
automation and email sequences to supplement calling
Modern Approach Trends: – Multi-channel outreach: Combining calls, emails,
LinkedIn, and social media – Automated sequences: 3-4 stage email campaigns with
strategic call integration – Relationship-based: Focus on building long-term
relationships rather than high-volume calling – Data-driven: Using analytics to optimize
contact frequency and timing
Cost Considerations: – Appointment setters: $20-50/hour or $1,000+ per month flat fees
– Virtual assistants: More cost-effective for overseas talent – ROI focus: Quality
appointments vs. call volume metrics
Reasoning: While appointment setting remains important, the research shows
successful recruiters have moved toward more sophisticated, relationship-based
approaches rather than pure volume calling. The emphasis is on strategic outreach with
multiple touchpoints throughout the year.
Sources: Business development guides for recruitment firms, virtual assistant service
providers, appointment setting company reviews
Next Week:
Part Four– Do Today’s Big Billers Track Jobs on LinkedIn, Indeed, etc., and do they use a 3-4 step follow-up process over two months?
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)