Top 10 things all top billers do in Q4

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Let’s get into this week’s edition and how you can ensure you finish this year on a high 👊 

Top 10 things all top billers do in Q4

2024 has flown; we can’t quite believe it.

It’s been an interesting year. 

For some, this could be their best billing year to date—for others, it’s probably been a bit harder.

It’s important not to give up so close to the end of the year and instead go full steam ahead to try to achieve as much as possible before the year ends.

Here are the top 10 things all top billers will do this Q4.

1) Follow up

We have spoken relentlessly about the art of follow-up here at Limitless Learning, and for good reason, too. 

Top billers will be honing their follow-up skills to ensure they squeeze every last drop of clients and candidates. 

Following up is a great way to build relationships and get some potential quick wins this quarter. 

2) Pipelining for 2025

It’s essential to be realistic, and it’s also OK that you don’t get every single deal over the line in 2024. 

November and December are notoriously tricky because many candidates will choose to play it safe during the holiday period. 

Instead, top billers will be focused on talent pipelines with their candidates and job pipelines with clients. 

That way, they can almost predict what their Q1 will look like based on the current job climate within their personal networks.

3) Cross-selling

Top billers aren’t top billers just because they can bring money into their own desk. 

They’re also adept at cross-selling and enabling other verticals to win. 

Top billers provide value beyond simply filling their own positions. 

They offer insights on talent management, workforce planning, or industry best practices. 

By becoming trusted advisors rather than just service providers, they deepen client relationships and enhance their professional reputation.

If you are struggling to get roles for your own desk, how can you effectively cross-sell and split fees amongst other teams before the end of the year?

4) Quality over quantity

It can be easy to take a scattergun approach and run around like a headless chicken trying to close deals.

Instead, quality over quantity is critical. 

Take a strategic approach for both clients and candidates and lead with that for the rest of Q4. 

Some of you may have 7 to 9 weeks left to close out this year strong.

Top billers will be laser-focused on their numbers to finish on a high, from the number of interviews to the number of CVs they need to get out the door.

5) Assessing tools and technology + a Desk MOT

Top billers will use this time to ‘take stock’ of what has and hasn’t been working for them. 

Whether that’s a new tool they’ve embraced or something else they’ve tried in the last quarter, they’ll decide what tech they want to take into 2025. 

Top billers will also take time to review their desk overall, identifying gaps and potential for the following year.

6) They Don’t Forget To Look Backwards

It can be one of the best ways to guarantee that you hit your target.

Instead of looking for your next new client, look backwards at the people you have already spent time with this year, but maybe it wasn't the right time.

One of the best things you can do this time of year is to look backwards at previous potential deals rather than thinking all of the ££ you need is with new clients you don't know yet.

7) Build on their already established referral network

Top recruiters leverage their existing network to generate referrals from satisfied clients and candidates. 

They actively ask for recommendations and referrals, knowing that word-of-mouth leads are often of higher quality and quicker to close. 

By nurturing a referral network, they continuously expand their talent pool and client base with minimal effort.

8) Anticipate candidate and client needs

Top billers anticipate future needs and don’t just respond to immediate requests. 

By understanding a client’s long-term hiring goals or a candidate’s career trajectory, they can proactively offer solutions before a role is even open. 

9) Personal development and a positive mindset

Again, we’ve discussed mindset extensively in this newsletter, and top billers are acutely aware of it. 

Your mindset impacts your performance and will ultimately affect your desk. 

Q4 may not be the time to rack up loads of business, but it IS the time to assess where your weaknesses may be and invest in some personal development opportunities. 

10) Actively seek and implement feedback

Always. Be. Improving.

Seeking feedback from candidates and clients you currently work with is a great way to understand how to improve in Q4 and beyond. 

This ties in with our previous bullet point, so if you’re struggling to pinpoint your development areas, seek feedback from clients, candidates, colleagues, or team members if you’re a manager.

BONUS TIP: Face-to-face meetings (This can also include video calls)

Top Billers will push for as much face time this time of year as possible. 

Make sure you’re allocating time to sit down with some of your best clients and candidates to discuss the year and plans for next year and build connections and relationships. 

There is no better time to do it than Q4, especially as people will be in good spirits with Christmas approaching.

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