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Insights

Commercial thinking for recruitment firms that want better clients, better fees and repeatable growth.

Articles, live sessions, podcast episodes and practical notes.

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The Resonant point of view

Guide 12 August 2026

Commercial strategy for recruitment firms: the complete guide

Most recruitment firms have activity, not a commercial strategy. Here is what commercial strategy in recruitment today looks like, and how to make it stick.

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LinkedIn article · Resonant · 20 August 2026

You already have a commercial strategy. You just didn't choose it.

FEATURED RESEARCH

The State of BD 2025

17,500 data points from 500+ recruitment companies: 76% of recruiters had no clear BD process.

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Latest thinking

In-depth content and conversations

Live session · Resonant live session · 13 August 2026

The seven commercial strategy decisions for recruitment firms

Recruitment firms are competing on commercial clarity, not candidate access. The seven decisions that turn activity into a commercial strategy.

LinkedIn article · LinkedIn · 6 August 2026

Busy, growing and getting weaker

A recruitment business can look busy and even grow revenue while becoming less controlled, less profitable and more dependent on luck, force or the founder.

Video · Recruiting Better

The brutal truth: why recruitment agencies are failing at business development

Recruitment BD fails when firms mistake activity for a complete commercial strategy.

LinkedIn article · LinkedIn

Why recruiters can't grow accounts

Account growth requires strategic client understanding, not relationship maintenance alone.

Podcast · Recruitment Leadership

Recruitment sales lessons with Ben Browning, founder of Resonant

Recruitment leaders need a better BD strategy built from evidence, not more activity.

Podcast · Recruiting Better

The sales playbook for recruitment leaders: scaling from people to systems-led growth

Recruitment leaders need systems-led commercial growth, not dependency on individual heroics.

LinkedIn article · LinkedIn

A half-million-pound lesson in client management

Client value is won through commercial judgement, not generic account management.

LinkedIn article · LinkedIn

The REACH framework: how to score any client relationship in under 5 minutes

Client relationships can be diagnosed systematically before deciding the right commercial move.

From the archive

Earlier conversations

Earlier Recruiting Better articles and conversations. Useful context, but not the current starting point for Resonant's commercial-strategy work.

Podcast archive

Podcast archive · Resonant

Recruiting Better podcast archive

Recruiting Better is the authority layer behind Resonant's commercial-strategy positioning.

Video · Recruiting Better

How transformational recruitment builds predictable pipelines and beats the competition

Predictable pipeline comes from transformational recruitment and commercial strategy, not reactive BD.

Video · Recruiting Better

The 4-step formula to becoming a trusted recruitment partner

Recruiters can move from supplier to trusted partner through a clearer commercial approach.

Podcast · Recruiting Better

How top recruiters scale from £150k to $1m using these 10 steps

High-performing recruiters scale through repeatable commercial systems and better positioning.

Podcast · The Recruitment Network

Turning client relationships into better results with Ben Browning

Client relationships should convert into better commercial results, not just goodwill.

Running your own desk?

Flow Finder — upgrade your BD now

Resonant is built for firm owners and leadership teams. Flow Finder is our product for elite recruiters running their own desk — practical tools to sharpen your business development today.

Explore Flow Finder

Start here

Not sure where to begin?

GuideCommercial strategy for recruitment firmsThe full explainer: what commercial strategy is, and how to build one that sticks.Go InteractiveThe Commercial Strategy MapSee the four zones where commercial value is made and lost, and spot which one is drifting.Go ResearchThe State of BD 202517,500 data points from 500+ recruitment firms. 76% had no clear BD process.Go

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