• Seven Pillars of Business Development Strategy:

  1. Culture/Philosophy - Core beliefs about sales and recruitment
  2. Systems & Processes - Operational frameworks and assets
  3. Metrics & Measures - Key performance indicators
  4. Performance - Execution and tactical skills
  5. Positioning - Target market and value proposition
  6. Prospecting - Outreach and engagement methods
  7. Closing - Full sales process from discovery to agreement

• Client Acquisition vs Job Order Focus:

  • Focus on winning long-term client relationships before specific vacancies
  • Aim for 6-month exclusivity agreements vs single job orders
  • Target clients who hire multiple times per year
  • Address strategic hiring needs vs tactical filling of positions
  • Typical goal: 1 new client agreement per month

• Kingdom Thinking Framework:

  • Move beyond transactional “nail” level thinking (just filling positions)
  • Focus on protecting client’s “kingdom” (strategic business objectives)
  • Understand context-specific needs based on business phase/situation
  • Address root causes and long-term impact vs immediate needs

• Multi-Channel Outreach Strategy:

  • Utilize voice notes and video messages
  • Leverage LinkedIn direct messaging
  • Focus on creating personal connection
  • Stand out through multimedia approach vs standard emails/calls

• Feedback & Measurement System:

  • Structured approach to gathering client feedback
  • Score card system for evaluating sales calls
  • Objective measurement of key performance indicators
  • Regular calibration of approach based on results

• Value-Based Sales Approach:

  • Identify 3 major problems clients face in hiring
  • Focus on strategic impact vs tactical execution
  • Address broader business challenges like:
    • Culture fit
    • Quality of hire
    • Time to hire
    • Assessment processes
    • Employer branding

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