Full-Stack Execution Pilot

A recruitment and staffing firm needed client BD pipeline beyond referrals. Recruiters occasionally prospected but lacked systematic outbound and CRM discipline.

Research & discovery

CRM showed 80% of opportunities from referrals with no outbound attribution. ICP was broad — “any company hiring” — causing wasted touches.

Solution

ICP narrow-down: Three industries where fill rates were highest.

Pilot squad: One operator + squad lead for 45-day sprint.

AI research briefs: Account context before every tier-1 touch.

CRM logging standards: Daily activity and outcome reporting.

Results

• First signed client from outbound in 45 days
• 32 held meetings during 90-day pilot
• Pipeline added: $840K annual contract value potential
• Expanded to 3-person embedded squad in month 4

Conclusion

Staffing firms win when BD becomes a system — embedded squads give recruiters air cover to focus on placements while pipeline builds predictably.

“Recruiters stayed focused on placements while the squad built client meetings — exactly the split we needed.”

FAQ — Case study