Are you getting the best from your existing clients through strategic account management? Have you built a strategy to do so? Or have you devised a way of getting your smaller clients to become flagship clients? Some firms put a lot of time and energy into achieving new business, almost forgetting that their existing clients are more profitable to sell to.
Strategic account management is wider than just selling. It’s about service, review, joint planning and strong regular communication. It may even be about product & service direction and how you include your existing clients into those plans.
It may also be about evaluating a potential merger or acquisition and evaluating the potential benefit across multiple sets of accounts.
We have specific experience of helping firms to increase their account management capability and maximising their revenues from their existing client base.