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Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team. And 90% didn’t have a marketing plan for private client. 67% felt that marketing (generating enquiries) and 33% felt that existing clientdevelopment was the area requiring most attention.
And we touched on ideas to integrate vertically and horizontally through the value chain. In some cases this might involve opening in new territories, forming international alliances or mergers and acquisitions. 40% Selling (winning new clients). 10% Existing clientdevelopment. 0% Referrer development.
Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. We chatted about: – the importance of having a clientdevelopment plan. – how to avoid client churn.
Be proactive in strengthening existing relationships and creating new ones to maximize acquisition, retention, and up-sell. Review and propose process improvements that drive client and market penetration. Drive events, below-the-line activities and represent the client in industry forums to drive awareness.
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