If you think back to the best business developers you’ve worked with, there are a few common traits stand out. Here are our observations:

1. They find the back door, not the front.
   They connect through untraditional avenues – volunteer groups, social clubs, alumni networks, niche interest groups. These entry points make the first conversation warmer and less “salesy.”
2. They radiate capability.
   Their confidence isn’t arrogance – it’s grounded in a deep belief that they can deliver. That conviction transfers to the client, who feels reassured they’re in capable hands.
3. They frame their career as proof.
   They walk through their career history in a way that reinforces credibility, positioning themselves as an advisor who can solve the client’s hiring problems.
4. They tailor the company story.
   They only share what’s relevant to the client  e.g., office locations, specialist areas, business style and skip the fluff that doesn’t add value to the conversation.
5. They name-drop with purpose.
   They weave in references to relevant companies, projects, or roles they’ve filled, giving tangible proof of results.
6. They turn the focus back on the client.
   After establishing credibility, they shift gears to understand the client’s pain points, look for ways to add value, and build the relationship around solutions.

The best BD recruiters don’t just sell; they connect, prove their worth, and focus on solving problems.