For many B2B companies, the fastest path to growth isn't a new logo. It is the client you already have. Existing clients know you, trust you, and often have far more budget than they are spending with you today.
Pick the right accounts
Choose your top five to ten accounts by current revenue and growth potential. Account planning takes real effort, so focus it where the upside is largest.
What a good account plan covers
- The client's goals for the next year, in their words
- A relationship map showing who you know, who you don't, and who decides
- Where you deliver value today and where else you could help
- Risks, including delivery issues or a champion likely to leave
- Three specific actions for the next quarter, each with an owner
Involve delivery
The people doing the work often see expansion opportunities first. Include delivery leaders in account planning, and the plan gets smarter and more credible.
Review quarterly
An account plan is a working document. Revisit it every quarter, update the relationship map, and track expansion revenue against the plan.
Want help putting this to work?
We start by understanding where revenue is stuck, then scope the work to fit.
