Driving Consistent Pipeline Growth for Endevis through Targeted, Call-Driven SDR Strategy

Client's Challenges

Endevis faced multiple pain points in their current outbound strategy, which hindered the effectiveness of their outreach and engagement with high-value targets. First, they struggled to reach the right decision-makers (operations and finance leaders like COOs, CFOs, and plant managers) who oversee staffing needs at various facility locations rather than centralized HQs. This issue was particularly pronounced in their key industries of healthcare and manufacturing, where staffing challenges are more localized. 

Additionally, Endevis’s existing call outreach efforts lacked sufficient customization, resulting in low response and connect rates with these busy executives. Compounding this was the intense competition in the RPO space, as larger recruitment firms and in-house teams often dominated hiring discussions, leaving Endevis in need of a clear differentiator. To succeed, Endevis required a structured outbound approach that would not only elevate response rates and conversion metrics but also communicate their unique ranking, industry expertise, and flexible solutions to drive client engagement.

Endevis was acquired by Job.com during this engagement. While this partnership bolstered Endevis's tech and operational capabilities, the transition added additional pressure to establish a reliable outbound strategy to meet ambitious growth targets under their new parent company.
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Their internal team faced several challenges: 
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• Low call connect rates with C-suite and operations leaders (e.g., COOs, CFOs) across healthcare facilities and manufacturing plants
• Unstructured call outreach resulting in missed opportunities and inconsistent scheduling of high-value prospect meetings
• Limited response to cold outreach efforts that lacked job-specific and facility-relevant customization, impacting conversion rates
• Competition from larger, established recruitment firms which made it difficult to differentiate and communicate Endevis’s unique value to target clients

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Leadium Solutions

To address these challenges, Leadium implemented a customized SDR strategy focused on high-frequency, call-centered outreach. Leadium’s initial steps involved refining the ideal prospect profile to include facility-based decision-makers within the healthcare and manufacturing sectors, ensuring that calls were directed to individuals who directly manage staffing issues. This refined targeting allowed Leadium’s SDR team to address location-specific challenges, making each conversation highly relevant and impactful. 

Leadium further elevated Endevis's call approach by designing custom prospecting sequences, which paired automated emails with strategically timed manual calls. SDRs used insights into each facility’s specific hiring needs, such as open positions and role challenges, to develop personalized scripts that highlighted Endevis’s RPO ranking, flexibility, and high-touch recruitment expertise.

In parallel, Leadium implemented a call analytics system to track and optimize call connect rates, response times, and conversion metrics. This data-driven feedback loop helped SDRs refine their approach, boosting call efficiency and ensuring that the campaign remained aligned with Endevis’s growth goals. The structured, location-based outreach program empowered Endevis to showcase their industry specialization, filling their sales pipeline with high-quality leads and setting them up for continued success under their new Job.com affiliation.
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Here’s how Leadium made a difference:
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1. Refined Targeting for Connect Rate Optimization: Leadium focused on key decision-makers, specifically at facilities rather than corporate HQs, allowing SDRs to connect directly with the individuals managing staffing needs on-site. This approach enhanced relevance and improved connect rates with decision-makers in operations and finance.
2. Custom Prospecting Sequences: Leadium’s team developed outreach sequences that combined automated email follow-ups with manual call touches, ensuring a personalized approach. SDRs researched open job roles and hiring challenges for each facility to provide customized context in each conversation.
3. Cold-Call and Script Refinement: Given the heavy reliance on calls, Leadium’s SDRs received intensive training on industry-specific scripts and value propositions, with a focus on showcasing Endevis’s unique ranking and flexible service models. This approach enabled SDRs to initiate relevant, high-impact conversations that resonated with both the healthcare and manufacturing sectors.
4. Metrics-Driven Call Strategy: Leadium implemented a call analytics system to monitor connect rates, call-to-meeting ratios, and response metrics, enabling continuous refinement of SDR performance.
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Campaign Tactics

• Outbound Channels: Utilized a mix of high-frequency call sequences, automated email follow-ups, and LinkedIn touches to maximize outreach efficiency.
• Location-Specific Customization: Focused messaging on facility-level challenges, aligning Endevis’s expertise with each location’s specific staffing needs and pain points.
• Facility-Based Decision-Maker Focus: Targeted operations and finance leaders (e.g., plant managers, COOs, VPs of Operations) who directly oversee facility staffing, enabling more tailored conversations.
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Results

Through Leadium’s call-centered SDR program, Endevis achieved marked improvements in key outbound metrics, enabling them to establish a sustainable lead pipeline and secure valuable prospect engagements.
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1. Higher Call Connect Rates: With optimized targeting and refined scripts, Leadium’s SDR team achieved an 18% average call connect rate, a notable increase over the 13% industry average for similar outbound campaigns.
2. Increased Qualified Meetings: Leadium secured 12 qualified meetings per month for Endevis, consistently filling their pipeline with conversations with high-value prospects across targeted industries.
3. Enhanced Engagement Metrics: Call-to-meeting conversion rates reached 22%, with email open rates averaging 28%, ensuring a well-rounded outbound approach that maintained engagement across multiple touchpoints.
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Outcomes:

• Improved call reach and connect rates with key operations leaders at healthcare and manufacturing facilities
• Establishment of a consistent, scalable lead pipeline through refined SDR outreach, setting Endevis up for long-term engagement growth
• Enhanced brand visibility in the target regions and industries, particularly in competitive markets where differentiation is key

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