Welcome to the Recruitment Podcast by The Recruitment Network (TRN) — where we share real conversations to help you build high-performing teams, increase productivity, and stay ahead in an ever-changing recruitment market. TRN enables recruitment businesses to maximise their performance, profitability, and long-term success.

In this episode, Jamie Burrows joins TRN Co-founder Gordon Stoddart to uncover where recruitment teams are unknowingly leaving serious revenue on the table — and what leaders can do to recover it. Drawing on Jamie’s extensive experience working with recruitment businesses of all sizes, this conversation breaks down the hidden leaks in productivity, business development, and client management that quietly cost firms hundreds of thousands each year.

Jamie shares the three biggest causes of lost revenue: failing to fully maximise existing clients, not upgrading or reviewing current relationships, and leaving client referrals entirely to chance. Together, Jamie and Gordon explore why these issues persist, how poor structure and process create inefficiency, and why even high-performing consultants often plateau without realising it.

You’ll hear practical, real-world examples of how recruitment teams have re-engaged lapsed clients, improved fill rates, increased meetings, and driven significant revenue growth by putting simple but disciplined processes in place. The discussion also dives into the role of leadership, data, and KPIs, and why clarity of expectations is critical for rebuilding a strong sales and performance culture heading into 2026.

What you’ll learn in this episode:
• The three biggest reasons recruitment teams leave revenue on the table
• How to unlock more value from existing clients without chasing more jobs
• Why service reviews and client feedback create new opportunities
• How to turn client referrals into a repeatable, predictable process
• Where productivity is being lost through poorly qualified work

What is TRN?
The Recruitment Network is the ultimate support network for recruitment business leaders. We offer a wide range of benefits including:
• an inclusive leadership club
• Recruitment Trailblazers — a programme tailored for billing managers
• full back-office support and training
• TRN World — our innovative online community
• access to investment insights, technology guidance, and expert content
• and much more

Explore more recruitment content: https://trn.world/page/content
Upgrade your team with expert recruitment coaching and training: https://trn.world/page/training (Access to TRN World and content included for members)
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