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Recruiters and leaders who want to make more placements—with less admin, cost, and time spent chasing hard-to-fill roles—need to rethink how they’re using Bullhorn.
Too many recruitment sales strategies rely on LinkedIn, job boards, and Google, outsourced marketing, blood, sweat, and tears, while overlooking the most valuable asset: your CRM. That makes you less competitive, and costs you time, money, and margin.
It's time to get proactive and revenue-generating!
Recruitment Data Wealth💵💶💷
Recruiters need clean, warm databases to see them through easy and tough times.
I've seen a lot of tech and data paralysing the recruitment market, but still do not see enough of a connected approach to account management and lead generation in the recruitment sector. Lots of time and money is wasted buying more systems, and access to more data, rather than monetising what you have.
If your Bullhorn CRM isn't clean, connected, and proactively used for lead generation and account management, you're sitting on a data dump—not a goldmine.
What you need is:
Engaged, loyal clients who refer.
Candidates who come back—and bring their network.
A CRM that drives leads, not just tracks them.
This is what I call Data Wealth.
💸 Start Monetising What You Have
Recruitment tech is booming, but also at a time where many recruiters are trying to cut back and need more sales. AI and Automation is a key goal for many recruiters and leaders this year. But what’s the point of more platforms and data if you’re not maximising what’s already at your fingertips?
Instead of spending more on sourcing more leads, LinkedIn Recruiter, and outsourcing your BD and marketing, start tapping into your own Bullhorn and data. A warm CRM is faster, cheaper, and more effective than cold sourcing every time.
🔢CRM and Sales Stats Every Recruiter Should Know
78% of placed candidates are already in your CRM. Yet many recruiters go straight to LinkedIn or job boards before checking their own database.
Recruiters that use their CRM effectively can improve sales by up to 29%. CRM applications can help increase sales by up to 29%, sales productivity by up to 34%, and sales forecast accuracy by 42%.
It costs 6x more to attract a new lead than to nurture one already in your CRM. Reaching out to warm clients already in your system isn’t just faster—it’s smarter for your bottom line.
Recruiters spend up to 64% of their time on non-selling tasks. Imagine Wednesday, Thursday, Friday being almost totally unproductive!
CRM adoption increases forecast accuracy by 42%. Whether you have Analytics or not, this is a stat which focuses the mind on activity and pipelines.
Leads nurtured via CRM systems make 47% larger purchases. A statistic we see cited again and again in articles about lead management is from The Annuitas Group that nurtured leads make 47% larger purchases than non-nurtured leads.
80% of sales require 5+ follow-ups—but 44% of recruiters give up after 1. How many opps are not being converted due to a lack of resilience?
Only 30% of recruiter CRMs are considered “clean and current”. And a lack of faith in your system is driving costs up - you need more systems and data to tackle this lack of confidence.
CRM users are 3x more likely to hit their sales targets. Companies that leverage CRM systems are 86% more likely to surpass their sales targets.
Re-engaged clients in your CRM convert 2x faster than cold leads. What is your strategy to capitalise on this stat?
The stats above are from a variety of sources, including Salesforce, The Brevet Group, Bullhorn, Weflow, and LinkedIn.
Even just one of the stats above should be enough to make you stop and think "how can I use my Bullhorn system to generate easier to convert sales? (Whilst saving time and money outsourcing / buying more tech and data...)"
💪Start Selling More and Easier
And then ask -"I wonder how Barclay Jones can help with me Bullhorn RoI, Training, and Automation to help my team generate easier sales, whilst helping me reduce reliance and time/money wasted on LinkedIn and Job Boards?"
Let's start with our next batch of free webinars where we optimise and unlock Bullhorn to help you sell more (and easier).
Recruiters!
WATCH OUR "BULLHORN4SALES" WEBINAR
Recruitment Leaders and Automators!
WATCH OUR UNLOCK SALES AUTOMATION WEBINAR
Or arrange a chat with us😇
ARRANGE A CALL BACK
Recruitment and Bullhorn Training
We 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 HERE
CONTACT US ABOUT BULLHORN ROI
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Lisa Jones
Blog
Vodcast: Is AI Recruitment's Superpower, Or Its Blind Spot?
Is Recruitment AI the Superpower Everyone's Raving About? Or Are You Missing Something Obvious?I recently caught up with George Whalley from Bullhorn for the latest in my recruitment leaders' vodcast series. AI, automation, cost reduction, compassionate recruitment, manual work, and dogs, were the topics.George's day job is bringing net new clients onto Bullhorn and then, unusually, staying on as their account manager afterwards. So unlike a lot of people selling you tech, he actually has to live with the consequences of what he sells you. That makes him worth listening to.We had 22 minutes to talk about the reality of AI in recruitment and what recruitment leaders need to factor into growing their businesses with this vital tech.💰 Your data is your superpower, so stop buying more of itHow is AI (and automation) actually impacting recruitment right now?George's answer was basically - not as much as it should be. Why? Because recruiters are only using it for the boring bit (generating text) and ignoring it to help them monetise the data goldmine already sat in their own Bullhorn.Anyone can scrape LinkedIn.Anyone can buy the same 100,000 candidates as their competitor.That's cold data.Anyone can use AI to find and clean data - but don't get blindsided. It's what you do with it that counts!What George calls your actual superpower is the stuff already living in your notes and conversations that never made it into a proper field, that you can use AI to "power up" your pipeline.Recruiters are "crawling over warm data on their Bullhorn to get to cold data outside of Bullhorn". Sounds mad when you say it like that, doesn't it? But that's most agencies right now.What's the fix? (Watch the video to find out!)👇🧠 What can humans actually do that AI can't?This was George's favourite question and I can see why.His answer was blunt - AI can do a LOT to save time and costs, and drive process, but AI can't put a suit on and sit in a room with a client.It can't understand the stuff that actually matters more than the business on paper. We chatted about why 40% of consultants have left the industry in the last 18 months.Not because they were bad at their jobs.Because recruitment stopped needing what they were good at, and started needing something they'd never had to be good at before. Then George said something that's been rattling round my head all week - is AI really dehumanising recruitment, or is it de-manualising it?Humans = manual. Really? Is that as good as it gets?Watch the video 👇for more insights on how to de-manualise your recruitment process and do what only humans can do!🐕 Are you using tech to do what your website says you do?(And what has that got to do with your dog's God complex?)We chatted about the open secret in recruitment: what recruiters say they do - and what they really do - often poles apart. Too much data, and too little process makes for a lack of productivity and ultimately profit.It also makes for a very expensive tech stack, which leaves the average recruitment leader wondering why they need to spend so much money on tech just to stand still.What did George suggest you need to do to manage the threat and opportunity? Watch the video to find out...👇My recruitment leaders' vodcast with George is a cute 22minutes long. Grab a coffee and get watching!Bullhorn ATS / Analytics / Automation / AI ROIWe are Bullhorn experts obsessed with how recruiters can increase sales, reduce costs, speed up sourcing, and improve productivity.We help you weaponise your people, data, time, and tech, so you can recruit and sell!Our Bullhorn Vision and Buddy service helps generate best-in-class processes, adoption, head space, and ROI.BOOK A FREE BULLHORN ROI CONSULTATION
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Wayne Barclay
Blog
The One Bullhorn Habit That's Silently Bleeding You of Fees and Sales
While you've moved on from that lost job, your competitor hasn't and it's costing you £$€thousands.Here's the Bullhorn follow-up process most recruitment leaders are missing...I've watched it happen at desk after desk, recruitment business after recruitment business.Lost a job, hung up the phone, and thought "right, next." Never gave it another thought. I see recruiters doing exactly the same thing today.Lost that job?Placed somewhere else?Move on.Exit stage right, never to speak to that client again. It's the most natural reaction in the world. Nobody wants to dwell on a loss. But if you're leading a recruitment business, this reflex is likely costing you money you don't even know you're missing.Are your recruiters tenacious enough to be in the wings for an inevitable rekindling of that sale? 🤔The recruitment stat that stopped me in my tracks One in five candidates are unhappy in their new role within a few months of starting. Think about your own rebate numbers. What's the average in your business?Now think about how many of those unhappy candidates you're still talking to when that unhappiness kicks in. For most recruitment businesses I work with, the answer is "not enough". Somewhere in your Bullhorn database right now, there are candidates who took a job through a competitor, or through the client going direct, and they're already regretting it.The consultant who lost that job has probably moved on too. There's a door sitting wide open. Nobody's walking through it. 🤨 Leaving the sales process to the candidate and client isn't a great strategy Here's the bit people miss. When you lose a job, it doesn't just go to another candidate. Sometimes the client hires through a competitor. Sometimes they go direct. Either way, that placement can go wrong too. So the follow-up process shouldn't stop at the candidate.Building in a reason to check back with the client as well could be a simple trick to re-engaging the lead!Did the hire work out?How's it going?Are they still happy they went that route?(So satisfying when you can think "I told you so!) You're not gloating.You're just staying visible, staying warm, and staying front of mind - that's sales!Because if it hasn't worked out, you want to be the first call they make, not the fifth. Be ready to let them fall straight back into your arms. 🫡This is a leadership problem, not a recruitment consultant problem Here's the bit that matters if you're the one running the business. You can't fix this by hoping your team remembers.You fix it by building a process, and making it part of how your business operates: Close jobs properly. Status set correctly, every time. It's one field, and it's the one that gets left by the wayside. Everything downstream depends on it. Set the cadence, both sides. Know when the successful candidate started, then touch base with the candidate *and* the client at one, three, six and twelve months. Assign ownership. Is this account management or BD? Decide, and make someone accountable. If it belongs to everyone, it belongs to no one. That's a strategy decision. It's not something you leave a busy consultant to remember off the back of a good night's sleep.Hope is not a strategy (or a process!) 💪Bullhorn already has what you need Bullhorn wasn't built to be an admin system. It was built to be a relationship management system, and this is a perfect example of it doing its job properly. Automation can nudge and notify your team the moment a lost job hits a follow-up milestone. Nobody has to remember anything. Analytics can report on lost jobs across the whole business. How many, which clients, whether contact was actually made. What do you have set up currently, and:Is it fit for purpose?Is it actually being used?Do you have full visibility over what it's reporting on and whether or not your team are actually adopting this process and delivering on it? Ask yourself: how watertight is this sales process for your business. Is it delivering results?😇 The relationship didn't end - the job did That's the mindset shift for anyone leading a recruitment team.Losing a job isn't the end of a relationship. It's a trigger telling you exactly when to check back in. Get this nailed at a leadership level, build it into the process rather than hoping it happens, and Bullhorn will quietly hand you rebates and repeat business you'd otherwise never see. --- More BD Tips?This was one of five tips from our Bullhorn Power Series webinar on using your ATS, automation and analytics to drive business development.Catch the other four, and watch the full sessionWATCH THE BULLHORN FOR BD TIPS WEBINARBullhorn ATS / Analytics / Automation / AI ROIWe are Bullhorn experts obsessed with how recruiters can increase sales, reduce costs, speed up sourcing, and improve productivity.We help you weaponise your people, data, time, and tech, so you can recruit and sell!Our Bullhorn Vision and Buddy service helps generate best-in-class processes, adoption, head space, and ROI.BOOK A FREE BULLHORN ROI CONSULTATION
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Wayne Barclay
Webinar
Bullhorn Power Series ~ Stop Missing Out on Sales: 5 Tips to Use Your ATS, Automation, and Analytics to Drive BD
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Wayne Barclay
Webinar
Automation RoI Webinar Series: Unlock Bullhorn Part 6 ~ Data Wealth
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Lisa Jones
Webinar
Recruiter Productivity Series: Optimise Bullhorn Part 6 ~ Easy Candidate Management
