Most businesses focus heavily on customer lifetime value. Companies like Amazon analyze years of purchasing data to predict how profitable a customer will be long before the next transaction occurs. They know who to invest in, who to keep, and where to direct their resources. However, in staffing, where the product is people, and relationships generate revenue, few organizations apply the same level of analysis to the individuals who actually produce their profit: the candidates they place.

In this episode of Avionté: Digital Edge, host Chris Ryan interviews David Folwell, President of Staffing Referrals and Founder of Staffing Hub. David has dedicated years to studying referral-driven sourcing and the long-term value candidates provide to agencies. Together, they discuss the idea of talent lifetime value, why different sourcing channels yield vastly different profit results, and how agencies can start leveraging talent data to make smarter decisions about recruiting, redeployment, and long-term growth.