Welcome to episode 129. In this episode Jenny breaks down the three key areas to focus on if you want to maximise the growth of your existing client accounts in 2025:
Client-centric account growth
1. Finding COMMERCIAL CLARITY
Agencies who predictably forecast revenue growth from existing accounts are clear where to focus their team's efforts and provide sufficient time and support for developing an account growth strategy. They have client development plans in place and work differently with 'growth' clients than ‘maintenance’ clients.
2. Having CONSULTANCY CAPABILITY
Spotting account growth opportunities and proactively developing ideas and solutions for them requires a consultative skillset and entrepreneurial mindset. Client-facing team members need to be able to have conversations about adding value and ask for testimonials and referrals comfortably.
3. Embedding CULTURAL CONTINUITY
To make account growth systematic and scalable it needs to be embedded as a defined repeatable process in the agency that’s followed by everyone. A process helps new joiners hit the ground running and ensures client-centric behaviours are ‘hard wired’ into the business.
She shares soundbites from participants of her Account Accelerator programme who provide tips and examples of how they’ve implemented strategies in each of these areas.
If you’re considering improving your client retention and growth skills, check out the training options here and if you’d like to discuss your training needs with Jenny you can book a 20 minute call here.
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