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The hidden challenge in client expansion
Before you push for expansion, you have to ask yourself: What risks exist with this account? Are there risks that we haven’t considered before? In other words, does it have a strong enough foundation to support more scope, more spend, and more stakeholders without wobbling?
We call this process de-risking.
Does your client team know how to sell?
You absolutely need new business, but what if you could get more business from the clients you’re already serving? It’s typical to see agencies and consultancies leaving 10-20% of a client’s current revenue on the table simply because they aren’t paying attention or asking the right questions.