Bullhorn’s marketplace of 100+ pre-integrated technology partners gives recruitment agencies the tools they need to build a unique, future-proof solution.
Innovating business development for long-term client success
When it comes to business development in recruitment, there’s no one-size-fits-all approach. Whether it’s strengthening existing client relationships or forging new ones, agencies must find unique ways to stay ahead of the competition—and of the market conditions.
At Engage Sydney 2025, Bullhorn’s Regional Sales Director, Khanh Pham, led a discussion along with a panel of experts, Danielle Johnson, National Director of Sirius, Jaisea Khaled, National Development Director at Core Talent and Braedon Jones, Regional General Manager at Allegis Group, to discuss their approach to innovating business development for long term client success. Read on to find out the key takeaways from the insightful session.
Building human connection using technology
The session started with an industry temperature check from Pham: “How has your business performed in the last 12 months?” The panel acknowledged that the post-COVID boom had faded, making way for a more challenging business landscape. “I think 2024 and even the start of this year have been some of the toughest periods we’ve seen in recent years,” remarked Jones.
Johnson echoed this sentiment, noting that different sectors have felt the impact in unique ways. However, the fundamentals of business development remain unchanged: “Pick up the phone, talk to your clients, meet your clients.” She stressed the importance of staying connected, warning that after an 18-month stretch of abundant opportunities, many professionals risk losing the muscle memory of genuine client engagement when it comes to business development.
At the same time, the panel emphasised the growing role of technology in generating new business. Jones described Allegis Groups’ “need to adopt technology to improve our processes, making sure that our consultants are more effective.”
Citing a recent study by Deloitte, he pointed out that nearly two-thirds of all professional services revenue now involves some form of digital interaction. “you have to be able to arm [your team] with something that’s meaningful and adds value. That’s been a really big focus for us is; digital branding, marketing, collateral, [and] market insights have been some things we’re investing in quite a bit.”
Automation can be a powerful enabler when communicating with clients; Khaled highlighted how building automations to identify additional touchpoints for their consultants has a “really positive impact” while reducing task fatigue for Core Talent’s business.
As Johnson put it, if you’re not regularly in touch with your clients, you won’t understand their needs—or whether they even resonate with what you’re offering. The key to success in business development is more than just communication; it’s about building trust, delivering value, and leveraging technology to deepen client relationships.
Adapting to market shifts
In a market that is continuously shifting, successfully adapting looks different to each agency. The panelists shared different approaches to market shifts—some maintained 360 recruitment roles throughout the company, while others scaled delivery talent, emphasising the need for tailored strategies based on resources and team strengths. Training, mentoring, and ensuring consultants are equipped to have meaningful business conversations emerged as critical factors for success in a changing landscape.
According to Johnson, Sirius maintained their team size and structure and pushed through the challenges head-on. While Jones’s Allegis team changed their team structure to suit the new environment. Khaled drove home the idea of adapting to suit her unique business needs, emphasising that leaders need to make sure that “everyone understands the why” and to “allow consultants that are emerging into recruitment or have been there for a really long time to bring different ideas to the table”.
Consultant development
Consultant development can be a long-term game changer for business growth. A company’s true differentiator is not just its services; it’s the people and their continuous growth. Khaled commented, “I think that it’s about equipping the consultants with what gives them that confidence outside of, ‘Hi, I recruit in this. ‘ So that’s been really, really valuable. And also collaboration. Collaboration for us, whether it’s interstate or working across multiple divisions has been really important and part of our success”. She continued, “We expect everyone in recruitment to be confident and outgoing and bubbly, but I think that mentoring, coaching, understanding and playing on each other’s strengths is really important.” Johnson agreed, saying “on top of that training and development piece, it’s equipping them with how to have the right mindset as well.”
Leveraging branding and marketing at the desk level
Building on the idea that recruitment is a people-first industry, and to bring the session to a close, the panel discussed branding and marketing at the desk level and how this affects their recruiters’ business development goals. Khaled emphasised the importance of giving her recruiters branding and marketing material but encouraging them to have their own voice. “It’s been really great to tap into all of our diverse markets”. Jones agreed with this initiative, posing the questions “How do you clearly market these days? More personalised? How do you use social media? How do you get your brand out there in front of people, but also in a way that people know the value you’re going to create, not just branding for sake of branding.”
The panel emphasised that by showcasing your value authentically and consistently, you can ensure that your brand resonates with the right audience. Johnson wrapped up the discussion by highlighting the importance of adaptability: “I think we all make mistakes along the way, so I think that there’s no solid, his is the way to do it and this is how to do it,’ but I think it comes down to strong communication, always offering them something that’s not recruitment, having that value add, leveraging your marketing division.”
For more insights from Engage Sydney 2025, watch the opening keynote.
