6 business development strategies for recruitment agencies that actually work

When you launch a new recruitment agency (or the pipeline dries up), you have to work twice as hard to win new business. Fortunately, we've been through it all and today, we're here to share 6 business development strategies that help you build momentum, fast.

Whether you’re targeting startups or corporate clients, having a clear recruitment business development strategy is essential to winning clients and growing your agency.

These tips will help you grow your agency, strengthen customer relationships, and hit your recruitment KPIs.

Let’s go from point A to point B!

1. How to compete in the recruitment industry using smart development strategies

Don’t stop at LinkedIn Recruiter. If you want to level up your agency’s business development game, invest in tools like Sales Navigator and build target client lists based on budget, authority, and urgency.

You’re competing in a crowded recruitment industry. Every hiring manager is being pitched daily. So how do you stand out?

• Focus on account-based marketing campaigns
• Target growth-stage companies or those experiencing change (e.g. funding rounds, restructuring)
• Research deeply and connect with decision-makers across departments.

Once you understand their hiring challenges, present real solutions. Better yet, hand-pick ideal candidates from your pipeline formatted and ready to go with resume formatting software from Allsorter.

This approach shows you’re proactive, prepared, and able to hit the ground running.

2. Build a brand that hiring managers remember

If you’re serious about client acquisition, brand perception matters. You want to be seen as an expert partner and not just another agency.

Here’s how to stand out:

• Show up with purpose on LinkedIn. Share expert takes on hiring challenges, industry shifts, and candidate trends.
• Create niche content: A whitepaper on fintech hiring challenges or a case study showing how you reduced time-to-hire by 40% builds trust quickly.
• Brand your assets: Every resume you send should look and feel like it’s coming from a premium service. Use branded formatting tools to create standout candidate CVs.
• Leverage public relations: Get your agency featured in industry publications, podcasts or relevant news outlets to establish authority.
• Tap referrals: Set up a referral program and encourage happy clients to recommend you to their network.

Brand trust fuels business growth. Every point of contact from email marketing to resume submissions should reinforce your credibility.

3. Act fast during warm calls

If a prospect shows interest on a call, don’t delay. Take action on the spot:

• Discuss their ideal candidate profile.
• Learn from their past recruitment experiences.
• Set clear expectations for timelines and outcomes.

You’re not just a supplier,you’re a strategic partner. Show how your agency optimises sales processes and reduces hiring headaches.If you’re serious about how to grow a recruitment business, don’t overlook the value of building strong client relationships and tracking the right KPIs.

Bonus tip: Bring pre-formatted resumes to the call. With Allsorter, you can quickly tailor CVs to match client needs without scrambling.

4. Business development is a numbers game (but a smart one)

A great strategy still needs volume. As part of your wider recruitment business development plan, focus on consistent lead generation and brand-building to ensure long-term growth. 

To grow your agency, keep your pipeline full and track the right recruitment KPIs:

How quickly you generate new leads

Poor conversion? Revisit your market research and buyer personas. Leads going cold? Tighten up your sales processes.

Tracking these metrics will help you scale efficiently and know when to pivot.

5. Use industry news to spark conversations

Want a steady stream of warm leads? Pay attention to what's happening in your clients’ worlds.

• Did a company receive new funding?
• Has there been a merger or leadership change?
• Is the sector experiencing a talent shortage?

All are signals that a business needs support, and that’s where you come in.

You don’t need to become a journalist, but staying informed gives you a leg up when speaking with hiring managers. When you understand their pain points, you can offer tailored, high-value solutions.

If you specialise in a sector (like SaaS or fintech), go deep. If not, do the market research to understand your client’s challenges and build trust quickly.

6. Personalise your cold outreach (no one else is doing it)

Cold outreach still works when it’spersonalised.

• Use email marketing tools like Instantly.ai to warm your domain.
• Include first names, roles, company names and recent news to tailor your messaging.
• Consider tools like Vidyard to record short, personalised video intros.
• For top-tier leads, include anonymised resumes of pre-vetted candidates as proof of value.

Your competitors send generic emails. You send messages that speak directly to client needs.

Bonus tip: Make sure your website is optimised

And while you're focusing on outreach, don’t forget about your digital shopfront - your website. Inbound leads are one of the most powerful sources of new business, but only if people can actually find you.That’s where search engine optimisation (SEO) comes in.

Make sure your site is optimised for the right search terms like recruitment software, hiring support for [your niche], or [sector] recruiters UK. SEO doesn’t deliver overnight, but when done right, it quietly brings in warm leads while you sleep.

Think of it as a long-term business development tool that works around the clock.

Recruitment business development is a marathon, not a sprint

Winning in the recruitment industry means playing the long game.

Your early days might be slow, but by focusing on target clients, building strong customer relationships, and tracking the right metrics, you’ll soon build a pipeline that drives sustainable business growth.

Stay agile, stay informed, and stay consistent and your next big win won’t be far away.

Shorten your time-to-submit and win more clients with Allsorter’s automated resume reformatting. 

Contact our friendly team for a demo and see how we can help your recruitment agency thrive.