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By David Folwell, Founder & President, Staffing Referrals
The strategic imperative of candidate lifetime value in modern staffing
When Starbucks calculated their customer lifetime value at $14,099 based on 2,820 visits, they discovered something profound: the real value wasn’t in the transaction, but in the relationship. This insight transformed how they thought about growth, investment, and competitive advantage.
The staffing industry faces a similar inflection point. While most firms focus on transactional metrics—cost per hire, time to fill—a vanguard of companies has discovered that candidate lifetime value (CLV) holds the key to sustainable differentiation and profitable growth in increasingly commoditized