Posts Tagged ‘client development’

EP28: Client Development Part Two | Jim Hawker | Threepipe

May 1st, 2019

I’ve spent a lot of time thinking about client relationships recently.

Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the scale those numbers will then afford us – the extra bodies, extra offices, extra services – or even exit!

This focus on the numbers is essential but we should quickly translate these targets into the kinds of relationships we need to add into the business. Adding lots of clients who deliver short term revenue is what keeps us on the hamster wheel, whereas building strategic relationships, allows us to build not only sustainable revenue but that holy grail that comes with true advocacy – referrals!

We talked a lot about the theory of client development with Iain Johnston in episode 26 of Small Spark Theory, and in this episode we return to the subject with Jim Hawker from Threepipe.

An independent, owner-managed digital agency of 90 people delivering SEO, PR, social, search, display and creative, Threepipe are hot property. At the time of writing, they have been shortlisted for the Holmes Report Digital Consultancy of the year and have achieved 20% growth for the third consecutive year, with 20% margins. Impressive stuff.

Jim and I discuss the practical implications of client development planning, relationship building, client satisfaction, motivation and much, much more.

Listen in to win a copy of Jim’s recommended read The Four by Scott Galloway.

Pivot, Scott’s podcast with Kara Swisher can be found here .

EP26: Client Development Part One | Iain Johnston | Hill Dickinson

March 4th, 2019

It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within our existing client relationships.

 

Over the years I have met many, many agency owners, who have a nagging suspicion that they could be doing more for their current clients, but feel unable to move the relationship from supplier, to trusted partner, and thereby unlocking not only greater revenue potential, but that magical fairy dust we know as referrals.

 

This is a big subject that I’m going to come back to over future podcast episodes, but to kick us off I wanted to track down the person who has been the most influential in helping me understand not only the skills required for client development, but how embedding process is the ultimate game-changer.

 

Iain Johnston has more than 25 years of experience in marketing services and business development, and has founded, developed and sold or floated several technology firms.

 

Iain spent 11 years running GB Group, was deputy chairman at Alterian, CEO of the Loewy Group and has spent 18 years as chairman of Event Marketing Solutions. Now COO of international law firm Hill Dickinson, I travelled to Liverpool to chat to Iain and find out more about his approach, and how everyone can harness marginal gains in client development.

 

EP25: Agency Thought Leadership | Pip Stocks | Brandhook

February 15th, 2019

I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more.

 

Pip Stocks runs Brandhook, a Melbourne-based brand and customer experience consultancy.

 

Over the last four years Pip, and Brandhook, have owned the conversation around “Closing the Gap”, understanding how brands can get closer to their customers in an era of increasing digital disruption.

 

I’ve followed the progress of Closing the Gap, as a series of presentations, blog posts, editorials, a podcast, numerous speaking engagements and a book. It has been a masterclass in agency thought leadership campaigning I have referenced to my clients again and again.

 

Pip joins me to talk agency positioning, service innovation, thought leadership campaigning and dodgy nineties fashion.

 

You can see more about Brandhook and check out the new platform, Hearsay.

 

Kara Swisher’s podcast is Recode Decode

 

As always we’ve giving away a copy of Pip’s recommended read, Small Data by Martin Lindstrom. Listen in to find out how to win.