Why do account managers miss new account growth opportunities in client meetings? Often it’s because they haven’t asked the right questions. Or they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning.

Agency owners often tell me their account managers aren’t leading client meetings confidently.

You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has to be earned. 

Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. But their account managers either aren’t doing anything about it – or aren’t doing it consistently.

Results of a study have come out called "Building trust and revenue with existing clients". The Jan 2023 study was US-based so if you have US clients, you’ll find this compelling. But even if you don’t, hopefully it’ll make you think about your client’s budget.

When Moses came down from Mount Sinai he dropped the third and fourth tablet because he only had little hands.