Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bdstrategyassessment _________________________________________________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 RyanKey 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 RecruitmentFollow 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/@recruitingbetterEmail: [email protected]: https://www.linkedin.com/company/recruiting-better/Website: https://recruitingbetter.substack.com/