I ran out of gas only once in my life. Trying to get a friend home by the time her mom dictated, we made it… basically. The car sputtered and died less than 100 yards from her building, though still about half a mile from the gas station I had hoped to get to after.

That’s the moment when the car died, but not the right time to get gas, right? I should have filled up the day before, the hour before, or any point in the past. The gas is our revenue… our pipeline.

So often recruiters come to us already in a panic, “my pipeline has dried up and I need business fast!” Often, they want the solution that means they got gas yesterday. Lacking a time machine, here’s some advice instead.

Panic! Sort of not kidding. Embrace the shock to your nervous system which is a reminder not to let this happen again. Your metaphoric car is at the side of the road, and the next steps are going to be hard. Steady business is easier than sudden pushes and the stress which comes with it. It’s never 100% avoidable though so give yourself a little grace. No amount of work on your end will dictate the future labor market in your industry. At the same time, that activity and your niche are the only things you can control.

Get moving: When revenue is dry, you are going to have to take extra steps. You are now working without money in sight, so pick something and do it. Prospecting should be slimmed down to the essentials; does this company potentially have needs I could fill? Is this a past client who likes me? Is this someone who maybe already knows of me or could be a referral? A yes to any of those questions means add them to your list.

Remember, you’re walking now, not on cruise control. You have to get places quickly, and that means more powerful points of contact than an automated email campaign. It’s phone time and unusual points of contact. Walking is more work than driving.

Get real: You’d pick the closest gas station, right? Even if the one a quarter mile down was a quarter cheaper per gallon… We often see people get creative and take on too much. It feels like you have no business and nothing but time, so why not start some interesting strategic campaigns! They are more fun than the walk back. This isn’t the time to take on a bunch.

Your activity should be tactical and constant as your footsteps. Don’t like tactical business development? I get it. Strategic is easier and more fun, though slower. Get gas yesterday. Meaning, it doesn’t matter what you like. This is cold calls, physical mail, videos – anything to be enough noisier than the noise your prospects are already drowning in.

Walk back: Having the gas and our business up and moving are different things. A “yes” means a discovery call, proposal, signed agreement are all needed and then the placement before we have revenue again. This is not the time to try to come up with interesting new pricing solutions the client never wanted. Get them the best you can do quickly, use AI (your running shoes) and pre-cruit against the need. Meaning, start finding people and reaching out. It takes time there too! Just put enough gas in the can to get the car going again.

Use what you learned: The nice thing about that panicked prospecting is a greater current list of potential clients. All those yeses to the questions in Get moving build you a list of prospects. Three separate easy lists really, each of which can be approached differently. While you are working on filling the role you just got, this is the time to be more strategic and/ or automated with those three lists. Take an hour a day on points of contact for those lists, and you will likely have your next roles to fill before the current one has an offer. That’s the equivalent of resuming your drive with an eye out for the next station.

Slowing Down to Go Faster

As recruiters, we work fast and hard, but, slowing down strategically can actually help you achieve more. The trick is balancing productivity with avoiding burnout. Build breathing room into your schedule by creating breaks between calls and meetings. These moments give you a chance to handle unexpected tasks (my favorite way to leverage a moment!) or simply reset.

Before saying yes to new commitments, take a step back and think about whether they align with your goals. Talking it over with a trusted friend or advisor (us!) can also help you decide where to spend your energy wisely.

Writing down your options can make trade-offs more straightforward. For example, could your focus on baby placements preclude your ability to go after bigger deals? Sometimes.

Try using tools like the 4D method (Do, Defer, Delegate, Delete) to filter out distractions and focus on work that makes a difference. Offload administrative tasks through automation or delegation, and don’t hesitate to cut unnecessary busywork. We don’t need to be busy, we need to be productive.

Practice being present with simple mindfulness habits. Take a moment to breathe before big calls or fully enjoy your morning coffee without diving into emails. Celebrations matter, no matter how small, as every successful deal or well-handled negotiation adds momentum.

The goal isn’t to slow down your success. It’s to work smarter by focusing on what truly matters. This intentional approach leads to stronger connections with candidates, better results for your clients, and a thriving recruiting practice that doesn’t leave you feeling burned out.