Spotlight Series: Driving sustainable revenue in modern recruitment

Meeting Agenda

Welcome, Introduction and APSCo Update
Samantha Hurley, MD, APSCo UK

Building Sustainable Growth in an AI Enabled Sales Landscape
Jo Sellick, Managing Director, MJS Partnership

AI is reshaping how recruitment firms approach business development—but technology alone doesn’t drive growth. As sales and recruitment marketing tools become more sophisticated, leaders must be clear on what genuinely strengthens employer engagement and what simply increases noise.
In this session, Jo will challenge how effectively AI is being used in recruitment sales today, and where it risks replacing—not enabling—strong commercial practice. He will explore how business development skills are evolving, where capability gaps are emerging, and what recruitment leaders must focus on to drive sustainable, relationship led growth in an AI enabled market.

Stop Sourcing, Start Selling: building your sales funnel for immediate revenue
James Gage, Director and Partner, NorthStar People

This session will explore how business leaders need to rethink their approach to BD — shifting from reactive sourcing to proactive, relationship driven selling that builds sustainable revenue pipelines.
James will examine how changes in buyer behaviour, technology and market conditions are reshaping business development, and what leaders must do to adapt their businesses. The discussion will focus on the role leadership plays in setting clear expectations, equipping teams with the right skills, and creating accountability around business development activity that drives immediate and long term results.