Okay, the reality is growth IS hard because staying disciplined is REALLY challenging.


Client Development


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Creating a system that allows for consistent and focused effort week in, week out will make all the difference in the world. On the other hand, if you regularly find yourself putting things on the back burner because you’re busy with client work or in pitch mode, then you haven’t built a disciplined approach to growth.

Growth is about discipline (PART 1: Organic Growth)

How can you build a roadmap for success? Well let's take it in steps. Here are just 5 things you can do with existing relationships and organic growth. It might not be sexy, but it works.

👋 Reach out to 2-3 past clients every week. Show them you’re thinking about them with a quick insight or article. Ask for a check-in, listen to what they’re focused on and the biggest challenges they’re facing this/next quarter.

👂 Connect with one client every week that’s in the final stages of work (project or waves of a project). Ask for direct feedback and listen for ways to strengthen the relationship. I consider these the lowest hanging fruit. If done well, they tend to lead to new opportunities between 65-85% of the time.

🍽 Invite your newest client for a lunch, cocktail, or dinner, even if that means a little travel might be needed. Set the stage for accessibility and establish a deeper personal connection. Personal relationships are the key to continued growth, and you won't be able to do it as well at home or from behind a desk.

📈 Check-in with one of your client leaders. If they built out a Quarterly Account Plan, see how they’re doing on their goals for the quarter. Make sure you are helping to remove any barriers to progressing their goals.

⏳ Finally, review your active opportunity pipeline (daily) with your team. Make sure every existing client has no deal that is stale beyond 15 days. If so, determine the best way to reach out and get things back on track.

There are many more things that can be done. But this is about finding your own system and figuring out what works for you. Use these as a starting point to get some discipline in your approach to growth.I'd love to hear where you're finding success and what you're struggling with the most when it comes to growth. And if I can be helpful in any way, please don't hesitate to reach out.

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