Focusing solely on acquiring new clients is a common trap for agencies.
Yet, growing existing clients often holds untapped potential. You’ve already built trust and understanding with your current clients, and structured rescoping programs could unlock significant new revenue.
This isn’t about pulling a bait-and-switch. If you can add value and don’t, you’re doing a disservice to your clients.
To spot opportunities, look at your revenue growth sources. If existing clients aren’t contributing a healthy portion, you might be leaving money on the table. Also, if all your budget is spent on acquiring new clients instead of strengthening existing relationships, you’re likely missing out.
One of the most triggering client complaints I heard when I ran an agency was “I didn’t know you offered that.” That’s an agency communication problem – not a client problem. And its one that can be resolved with training and by putting a few structures in place.
– Ensure your whole team is trained to identify new opportunities, not only client-facing members.
– Integrate opportunity identification into your routine, not as selling, but as enhancing your client’s business.
– Regularly schedule touchpoints like QBRs and annual reviews to encourage this mindset.
– Include organic growth in your revenue projections and set target growth estimates for each client. Track and report progress regularly.
What’s the worst that could happen? Your client says “no thank you” and now they know more about what you 𝙘𝙤𝙪𝙡𝙙 be doing for them?
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