5 Steps to Client Retention and Growth
Here are the 5 key steps for Client Retention and Growth for Account Management Teams
What You'll Get From Five steps to Client Retention and Growth
At the end of this training, you'll know how to:
- Spend your time on the right growth opportunities. Not all accounts have growth potential but some of the client individuals are well connected and will support us to find growth opportunities. That's why we'll cover an account categorisation and prioritisation exercise so you spend your valuable time in the right areas.
- Take the right actions that lead to account growth. If we want to do more business with our clients and keep them for longer it's important they see us as bringing greater value and not as reactive order takers. In this course we'll break down the different levels of client value and the actions we can take right now to become more valuable to our clients and that open the door to do more business.
- Ask for referrals without jeopardising relationships. Everyone knows we should be asking for referrals from existing clients but when the relationship isn't that strong, how do you ask and not appear desperate? In this programme we cover five of the best ways and times you can ask for referrals without feeling like a pushy second hand car salesman.
- Ask the right questions. If we're asking 'how can we sell more to this client?' we're approaching it from the wrong angle. In this course we'll cover the right questions to be asking that'll open doors to growth opportunities.
How to Get the Most Out of Five Steps to Client Retention and Growth
We’re here to get results and we know you are too. Here’s the best way to get the most out of this training:
Take action. Following each module there's a suggested short exercise you can take to reinforce the learning and so you end up with an actionable plan.
Rinse and repeat. The strategies are proven and can be used over and over again with different clients so it'll give you a more systematic approach to follow that'll provide returns over time.
Be systematic. The models and frameworks can become part of your agency's account management approach so when new people join you have established systems that are quicker to explain and get new starters up to speed quickly.
Don’t skim through. It's tempting to watch all the modules and do nothing but the magic is in the implementation and getting results. Build momentum by applying what you learn so you can start seeing the shift in how your client's respond.
What others are saying..
By joining Five steps to client retention and growth, you’ll be learning some of the most effective and actionable strategies taken from the Account Accelerator programme, a three month coaching programme designed to help agency account management teams implement a wider range of growth strategies.
The Account Accelerator has been running since 2016 and helping hundreds of agency account management teams grow existing business. The content of this training has also been endorsed by the Pharmaceutical Marketing Society.
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Jenny left Publicis LifeBrands as General Manager in 2010 to start Account Management Skills, a training company dedicated to helping creative Agency account handlers manage and grow existing client business.
She offers a 3 month account growth programme 'Account Accelerator' and a year long 'Account Management Skills Academy' both are virtual and include on-going group training and coaching to help implement the learnings.
Her client growth workshop has been promoted and endorsed by the Pharmaceutical Marketing Society and the Institute of Promotional Marketers since 2016.
Jenny started her career in account management in the early 1990s and has worked for global network agencies such as Publicis, Havas, Health4Brands and Sudler as well as independent agencies and her own consultancy.
Account Management Skills offers training and consultancy services including client relationship audits, virtual CSD services and one-on-one coaching.
Jenny spent three years learning the Sandler Sales Training model, has a CIM Diploma in Marketing and BTEC Diploma in Business & Finance.
Jenny works very closely with Cactus and our clients and is an Agencynomics Community Expert.