THE CHALLENGE
When Fay Buyukkopru, Head of Commercial & Client Experience at Preacta, took stock of the business, the picture was clear: consistent execution was the issue, not opportunity generation.
The market was challenging. Clients were moving contractors to third-party payroll providers, eroding part of Preacta's contractor book. At the same time, the business needed to strengthen sales capability, improve consultant performance and create more consistent commercial behaviours across the team.
"We needed to strengthen business development activity, create greater accountability around sales and invest more deliberately in training and development."
The challenge was clear: build greater commercial consistency while developing the people, behaviours and processes needed to support sustainable growth.
THE TRN DIFFERENCE
For Fay, the value came in the combination: one-to-one advisory sessions with James, practical frameworks that could be implemented immediately, and recruitment industry expertise grounded in reality rather than theory.
"James has an exceptional ability to take complex commercial or operational challenges, simplify them and provide advice that is practical and easy to implement."
One conversation changed everything. James introduced the concept of Revenue Operations – a way of thinking about growth that fundamentally shifted how Preacta approached scaling. That concept became Operation Goldmine, a structured client engagement programme designed to proactively engage existing clients and create meaningful commercial conversations.
Operation Goldmine gave Preacta a simple framework instead of relying on ad-hoc activity. The programme created a structured approach that encouraged consultants to have more meaningful commercial conversations and identify opportunities within existing relationships. Within approximately three months of implementation, Preacta began seeing significant increases in client meetings and job generation. The programme contributed to one of the strongest trading periods the business experienced during the year.
"It wasn't complicated, but it created consistency and accountability, and that made a real difference."
But the impact extends beyond a single programme. What started as one initiative has shifted how Preacta thinks about growth and execution. The frameworks and coaching have helped the business build greater commercial discipline and make business development and client engagement a consistent part of how the organisation operates, not something that sits alongside the day job. Training and development are no longer ad-hoc – they're now core to how Preacta operates. That distinction matters when you're building a scalable business.
"James seems to have a proven strategy, framework or practical solution for almost every challenge we've faced. He has an incredible ability to distil complex business problems into simple, actionable steps that teams can implement immediately."
COMMERCIAL IMPACT
Operation Goldmine delivered tangible commercial results. Within approximately three months of implementation, Preacta saw a significant increase in client meetings and job generation. The structured approach to client engagement transformed how the business generated opportunities – moving from sporadic, individual-led activity to consistent, accountable commercial conversations.
The timing was critical. As Preacta navigated market challenges – including the loss of contractor book to third-party payroll providers – Operation Goldmine helped stabilise and grow the pipeline. The programme contributed directly to one of the strongest trading periods Preacta experienced during the year.
Beyond immediate revenue impact, the commercial discipline introduced through TRN's frameworks has created lasting structural change. Consultant behaviours have shifted. Business development is no longer ad-hoc – it's systemic. The business now has the foundations to scale with greater consistency and accountability, positioning Preacta to capitalise on future opportunities with confidence.
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