David disagrees with Blair’s model for growing existing accounts in the post-AOR era and then offers his list of 6 ideas on the topic.
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Everyone likes games. I have a fun one for you. There’s a simple financial metric that you might want to use throughout the year. Once you start measuring it, you will become addicted to improving it.
Let’s do a thought experiment. Let’s try on outrageous success by moving to the outer range of what you have already proven is possible for a firm like yours.
Some firms are black holes where accounts go in and seemingly never come out. Other firms are new business development machines, consistently generating 40%-50% (sometimes more) of their revenue from new clients every year.
