Agencies are at least five times more likely to win new business from existing clients than new clients. Yet most agencies fail to approach this significant area of potential growth with the same rigour and vigour as a new client opportunity. With this in mind we have worked with JFDI to put together a fantastic day of training dedicated to helping client service teams grow their existing business.
The agenda is as follows:
What’s the point?
Why winning business from existing clients is so important and the path to profitable growth.
What is it like out there now? What are we up against?
Planning for growth
Why you are 5x more likely to win new business from existing clients.
Setting targets, the strategic value contribution of clients.
How to identify growable clients, knowing where to look and when to ask.
Spotting opportunities, client research and client mapping.
What are the high gain questions?
Prioritising your client network and tapping into your marketing department.
Within the day are two exercises, so delegates can put what they learn into practice.
Who runs it? JFDI
"I attended the Entrepreneurship & Winning More Business From Your Clients accelerator session at the IPA and would recommend anyone in a client facing role to attend. I have left with actionable points to work on which can easily be conveyed and transferred to others at my agency. JFDI's Go Grow plan breaks down what can sometimes appear to be a huge task into something much more manageable to digest. The additional notes supplied to supplement the learning are also really useful when needing to refresh upon the points touched upon during the training "
- Sharan Cheema, Client Services Director, Navigate Digital