Archive: August, 2011

In my last post I discussed the fact that you can’t build business from existing clients on your own, and how to motivate your staff to help you grow business from existing clients. It’s critical to enlist a specific tier of your agency’s professionals: those from Account Supervisor through Assistant VP. (In your firm this […]

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In my previous posts on new business, I stated that as agency owner/leader you must take prime responsibility for growing new business and encouraged you to embrace the Account Growth Mindset. But you cannot do it alone. As with nearly all important agency goals, you must have nearly everyone in the agency playing some role in […]

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In my previous post, I discussed seven steps for growing business from existing clients, all centered around client service. This week’s focuses on you and offers practical tips related to the Account Growth Mindset.     Accept. Embrace. Repeat. You’ll only be successful at growing your business if you accept that doing so is one of […]

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When I wrote my first post about growing business from existing clients, I didn’t envision that there would be a Part Two or Three. And that’s kind of ironic, because I already have Parts Four through Six outlined. But I digress. There are a number of things you can do to grow business from existing […]

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I’d never knock the need for a planned, active, program to secure new clients. I enthusiastically endorse that kind of effort and will post about it in the future. But there are so many advantages to growing business from existing clients over that from clients one doesn’t yet have. I’m always surprised that many agency […]

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