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In this live episode of Recruiting Better, host Ben Browning brings together a panel of three recruitment leaders to delve into the findings of the State of BD 2025 report, an in-depth look at business development strategies across 500+ recruitment firms.
Ben is joined by Ben Cawthorne, Director at SW6 Associates, Roheel Ahmad, Founder of Imagine AI & Co-founder of Forsyth Barnes and Chris Ryan, COO at BGC. Together, they unpack the report's insights from the startling stat that 76% of recruiters have no BD plan, to the shift in sales culture post-COVID, and how companies can better equip their teams for scalable success.
Whether you're a recruitment founder, consultant, or team leader looking to sharpen your BD approach, this episode is filled with honest takes, real-world examples, and actionable strategies.
Key Takeaways:
No BD Plan = No Scale – 76% of recruiters lack a business development strategy, which holds them back from real growth.
Sales Culture Has Changed – Remote work and market shifts have weakened the BD mindset, especially for juniors.
Osmosis Still Matters – Being around top billers in person offers learning you can’t replicate through Zoom or training decks.
Structure Over Hustle – Playbooks, process clarity, and leadership alignment are critical to long-term BD success.
Don’t Skip the Basics – Even senior leaders should be trained in sales fundamentals to set an example for junior teams.
You Can’t Sell What You Don’t Understand – BD should start with market research to define the problem you solve.
Short-Term Thinking is Risky – Sustainable success requires moving beyond quick wins to strategy and systems.
Noteworthy Quotes:
“We've been account managers, not recruiters. But that won’t work in new markets.” – Chris Ryan
“Most recruiters don’t need sales help, they need clarity, structure, and real leadership.” – Roheel Ahmad
“Sales culture in your bedroom is hard. Junior consultants miss the energy of an office.” – Ben Cawthorne
“Only 33% of recruiters listen back to their calls. That’s a huge missed opportunity.” – Ben Browning
“Let’s not lose the relationship in the rush to automate everything.” – Chris Ryan
Key Timestamps:
[00:00:00] – Episode Highlights and Call to Action
[00:01:35] – Guests Introduction and 76% of Recruiters Lack a BD Plan
[00:04:18] – Shifting from Blue Collar to Strategic Sales
[00:06:20] – Culture Shift: From Passive to Proactive BD
[00:10:09] – Why Listening Back Matters And Osmosis Isn’t Enough
[00:14:09] – Are You in the Right Market? A Look at Fit & Motivation
[00:15:01] – Leadership Blind Spots in Setting Up Contract Teams
[00:17:24] – BD as Market Research: Start with the Problem
[00:22:24] – Only 43% of Recruiters Feel Seen as Experts
[00:25:51] – Process as the Shortcut to Expertise
[00:28:56] – Final Thoughts on the Future of BD in Recruitment
Follow our Guests Ben Cawthorne, Roheel Ahmad & Chris Ryan on:
Roheel Ahmad LinkedIn: https://www.linkedin.com/in/roheelahmad/
Websites: https://imagine-ai.com/
https://www.forsythbarnes.com/
Ben Cawthorne LinkedIn: https://www.linkedin.com/in/sw6bencawthorne/
Website: https://www.sw6associates.com/
Follow the Host Ben Browning on:
LinkedIn: https://www.linkedin.com/in/benbrowningrec/
Follow Recruiting Better Podcast on:
YouTube:https://www.youtube.com/@recruitingbetter
Email: [email protected]
LinkedIn: https://www.linkedin.com/company/recruiting-better/
Website: https://recruitingbetter.substack.com/