Recruiters and recruitment marketers! This is a crucial read if you want to drive this year with a sales-led marketing strategy and “let’s make some money from our recruitment CRM and Recruitment data” plan.
Stats tell us that you can improve productivity by 29% if you use your CRM effectively.
How Can You Make Money from Your Recruitment CRM?
Do you want to make money from your recruitment database (eg. Bullhorn / Adapt), or just spend money on it?
Do you want your marketers to generate leads, or just pretty pictures and mugs?
Do you want to ensure that your sales team are effective online, and not just on LinkedIn and job boards all day and still only place a small % of their jobs?
With the advent of Bullhorn buying Adapt, and Access Group buying Microdec and Volcanic recently, Brexit, and everything else in the recruitment tech and data space, you can be forgiven for wanting to scream…
can I just get on with flipping selling and recruiting?
These are all best in class recruitment systems, and when used well can really drive profit, if you have a strategy for that to happen!
Recruitment Tech – Data in, Invoices Out?
But irrespective of which system you have they all have one thing in common – what you put into them and what you get out of them. I’ve been talking to my clients about data, tech and marketing, with the sole aim of trying to help them make sense of something that has been evading them for some time – they have the same questions:
How do I get my recruiters to improve their placement rates?
How do I get my recruiters to make more phone calls?
How do I get my recruiters to source and place, without spending all day on LinkedIn?
How do I get my marketers and recruiters working more collaboratively? And get marketing to deliver leads?
How do I get candidates to actually come to my website? And how can I get my website to make me money?
How do I improve the value of my recruitment business?
For me, it’s simple. It’s about 3 things: Data, Systems, People
Are People Really Your Most Important Asset?
We are often told that our most important asset is our people… but I beg to differ…
These days, I’d suggest that data is critical, systems are crucial – and process is the glue that joins the three crucial assets together. People make the systems work, systems drive the process.
Hence, people, process AND data are your most important assets.
I realise that whilst recruiters and their leaders are great at rolling up their sleeves and mucking in to hit target, recruitment systems and data still appear to be failing to deliver profitable processes. But are systems and data really the issue? Or are the people to blame?
Are Your Recruiters the Problem Between the Keyboard and Chair (PIBKAC)?
With 2/3 of the UK leavers last year quitting their jobs due to a lack of training, does the recruitment industry suffer the same fate? Does it have a lack of trained recruiters? What is the impact of this? Lost fees, bad reputation, candidates and client-disloyalty? (Currently the average 10-person recruiter blows £10k when someone leaves (contact me to see why).
Or, is your recruitment data still holding you back, even though, with GDPR, you thought you’d shed some significant “weight”?
Is your recruitment software driving recruitment process, or just driving your recruiters insane and they yell “it’s admin”?
Recruitment Process is Key for this Year and Beyond
With the data you have, the systems you use, and the people you employ, you need something that binds them all together. PROCESS!
This is why I have come up with the model below. I call it my “dig up stupid” model. This came to me watching the Simpsons “Homer the Vigilante” episode.

Admit it – as a recruiter you have “enough” data?
But do you have a process for capitalising on it, or simply searching it? Have you divided into 2 of your most important segments (level 2 and 3)? These are the people you have sold to and placed, and those you have met / engaged with but did not convert. What training are you given for effectively using your data and Recruitment CRM?
What recruitment systems and processes do you have for your recruiters and marketers to actively convert / retain this data? Or are you fixated on finding new data, and / or getting distracted with data that you genuinely don’t need?
Recruitment Data + People + Process = Fees
Think about the cash you may be blowing by not training your recruiters to use your systems. And note, that 2/3 of job leavers last year quit through a lack of training.
Ask yourselves what you plan to do this year, with GDPR (and Brexit...) out of the way, how are you going to really monetise your recruitment technology?
Systems are one thing, getting your recruiters to use them… that’s the key. That's why my team and I have created recruitment HIIT - the only OnDemand Recruitment Training Platform to have both Adapt and Bullhorn (and soon other recruitment software, recruitment best practice, LinkedIn, Job Adverts, Inbound Sales, Recruitment Marketing, and so on...)
HIIT Us, Recruiters!
Our high intensity interval training - Recruitment HIIT - helps recruiters source, convert quicker, and develop healthy pipelines, and recruitment marketers attract, engage, and retain candidates, generate leads, and colleagues (3Cs).
TRY RECRUITMENT HIIT FOR FREE
READ ABOUT OUR RECRUITMENT TRAINING
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Recruiters! 10 Reasons Why Candidate Engagement is Critical
Recruiters and their leaders who want to spend less time and money sourcing, and more time placing, need to read this blog and think about why they need to create a virtuous circle of talent.On our recent Bullhorn Tips webinar, where we focused on candidate management tips, we asked the attendees about their current candidate management strategy.The results were unsurprising, but also disappointing.They told us that their candidate database was...And that their candidate management strategy was...In other words, not future proof or focussed on creating a robust, easy to deliver pipeline. It's mainly focussed on live, active candidates who are imminently placeable... and Linkedin / Job Boards continue to win at the expense of the recruiter and their profits.Recruitment Data Wealth💵💶💷If we've learned anything (at least since 2008) we need a clean, warm databases to see us through easy and tough times.We need engaged, loyal, happy candidates who are easy to find, happy to recommend, refer, and show up!Some recruiters call this "Data Health" - I call it "Data Wealth".I've seen a lot of tech and data hitting the recruitment market, but still do not see enough process improvements to capitalise on it. We just keep buying more, rather than exploring how we actually need less, but need to work it better.It's Time to Move from Vicious to Virtuous!Recruiters still waste crazy amounts of time sourcing and advertising, but not enough time engaging and managing.And ironically, by not engaging, and letting hot data cool off, the industry creates silos of "cold" data. Hence sourcing is key and reliance on external systems is high, costs increase, placements take longer... Vicious cycle!What if, though, we take a moment? Let the stats below sink in, and engage with our systems and data in a proactive way. Could recruiters create a virtuous circle of engaged candidates staying loyal and placeable, meaning less need for job adverts, Linkedin, sourcing, and insanity?Yes!🔢Candidate Management Stats Every Recruiter Should Know78% of placed candidates are already in your CRM. – Yet many recruiters go straight to LinkedIn or job boards before checking their own database.Only 30% of CRM records are typically up to date. – That means 70% of your candidate data might be incomplete, inaccurate, or out of date.60% of recruiters admit to rarely revisiting past candidates. – This leads to missed opportunities and duplicated effort.It costs 6x more to source a new candidate than to re-engage an existing one. – Save budget and time by starting with your CRM.43% of recruiters say poor data quality negatively impacts their ability to place quickly. – Dirty data slows down sourcing, shortlisting, and matching.48% of candidates who apply to a role never hear back. – Proper candidate management helps ensure consistent communication and better candidate experience.80% of candidates say they’d reapply to a company with a good hiring experience. – Engagement doesn’t stop at “not selected”—it builds your future pipeline.Recruiters spend up to 1/3 of their time on admin. – Automation and smart candidate management free up time for relationship-building and placements.Re-engaged candidates are 2x more likely to be placed than cold-sourced ones. – Prior placements and silver medalists are often your hottest leads.Companies that nurture candidates improve quality of hire by 20%. – Keeping in touch with passive talent builds a stronger, more prepared pipeline.The stats above are from a variety of sources, including IBM, TalentBoard, Bullhorn, and LinkedIn.Even just one of the stats above should be enough to make you stop and think "how can I create a virtuous circle of happy, engaged, and placed candidates?"💻Watch our Bullhorn Tips Webinar and use Bullhorn to manage and engage your candidates.Click to WatchRecruitment and Bullhorn TrainingWe deliver the best live Bullhorn ROI webinar training, and you'll find other tips and tricks in Recruitment HIIT, our online recruitment training platform.Plus, through our Bullhorn Vision service we help generate serious ROI from your Bullhorn, data, and people.TRY HIIT FREE HERECONTACT US ABOUT BULLHORN ROI
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Automation RoI Webinar Series: Unlock Bullhorn Part 2 ~ Create a Virtuous Circle of Candidates
Recruiters and leaders — ready to do less admin and make more placements?Do you need to be less reliant on LinkedIn and Job Boards, and have a more engaged, valuable database of candidates?Then Part 2 of our "Unlock Bullhorn with Automation" webinar series is for you. We'll fixate on candidate management and engagement.REGISTER NOW💡 Why Candidate Management and Engagement MattersIn our recent Bullhorn Tips Webinar, we asked recruiters about their candidate management strategies.The results?🙈Most recruiters said their CRM was out of date.🙉Even more admitted their candidate engagement was reactive at best.🙊And LinkedIn and job boards still dominate, draining time and budget.AKA vicious cycle. You source externally, internal data gets colder and becomes irrelevant, sourcing becomes slower and costlier. And the cycle repeats.📊 Candidate Management by the Numbers:70%+ of placed candidates already exist in your CRM.It costs 6x more to source a new candidate than to re-engage.Recruiters spend up to 1/3 of their time on admin.Re-engaged candidates are 2x more likely to be placed.Now ask yourself: What if that cycle could be flipped?💥 From Vicious to Virtuous: Using Automation to Flip the Recruitment ScriptInstead, imagine a virtuous circle where:✅ Your CRM is rich with warm, engaged talent.✅ Your pipeline is always ready, without needing a new job ad.✅ Candidates actually reply to your emails.✅ Admin drops, and placements rise.That’s the power of Bullhorn Automation.Join us for this free webinar and learn how to use Bullhorn Automation and smart workflows to build—and sustain—a thriving talent pipeline.This is part of our "Unlock Bullhorn" Automation webinar series.📅 Webinar Highlights🛠️ Real-Life Automation Tips to Drive Recruitment Workflows:Automate outreach to dormant candidates (without sounding robotic).Keep silver medalists engaged for future roles.Trigger real-time updates when candidates change jobs or locations.Build loyalty with consistent communication at every stage of the journey.Drastically reduce sourcing times and costs.💸 Turn Data Health into Data WealthThis Webinar is for you if:You’re tired of LinkedIn / Job Board over-reliance.You want to scale your placements—not your sourcing costs.You want a Bullhorn CRM to be a database and not simply be a data dump.📍 Save Your Spot!When? 21 May 2025: 16:00 BSTREGISTER NOWPS. Want to go even further? Check out our"Unlock Bullhorn with Automation"series.🔍 24 April 2025: Automate sourcing to find qualified candidates faster and with less effort.Watch the recording💬 21 May 2025: Engage with candidates on autopilot and nurture relationships effectively.Register Now📈 Date TBC: Boost lead generation using automation to improve conversion rates.💡 Date TBC: Streamline your recruitment processes for maximum efficiency and profitability.Automation Buddy / Bullhorn RoIWe are Automation Buddies set on helping ambitious recruitment businesses who want to increase speed and sales.We coach to inspire, and build your automations so you can recruit and sell!Plus, through our Bullhorn Vision service we help generate serious ROI from your Bullhorn, data, and people.READ ABOUT OUR AUTOMATION BUDDY SERVICECONTACT US ABOUT BULLHORN ROI
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