Tues 25th May, 10:30-12:00

Client development is a vital skill that can have a massive impact on agency growth. However, there often tends to be a greater focus on the more expensive business of winning new clients and many of us have the suspicion that we may not be maximising the potential of our existing client relationships.

It’s understandable why this happens; the projects we deliver have their own momentum and sense of accountability. But once we fall outside of a project cycle, we can be left feeling at sea not knowing how else to engage, or how to find out what other opportunities there may be without flat out asking for more work. And yet we also know that incremental revenue and referrals from existing clients lessens the pressure on converting cold new business, which at the best of times can be time consuming and unpredictable. So how can you retain and grow your existing clients with ease and finesse? How can you conduct client development in an empathetic, added value manner, rather than as an intrusive sales process? What we need is some inspiration, a boost to our confidence and a process! This session aims to deliver all three.

This workshop covers

  • Understanding the dynamics of advocacy and referrals

    Take the mystery out of knowing what moves to make next.

  • How to prioritise the right clients to develop

    Identifying the opportunities that will lead to success.

  • The right approach to planning

    How to nail the who, what and when.

  • How to open up new, more meaningful conversations with your clients

    Finding a genuine starting point to grow new business from.

  • Context gleaned from 100’s of client audits to boost your confidence

    Spoiler alert: your clients are waiting to hear how else you can help.

You will gain

  • Templates and tools to help you build a process to bake client development into your day to day agency practice.

  • Actionable insights to enable you to immediately re-engage two clients.

  • Templates and tools to build start building client plans.

  • The improved knowledge, skills and techniques you need to grow existing clients.

Meet your trainer

Lucy Mann

Lucy helps agencies optimise their new business performance. As Gunpowder, she helps agencies leverage their assets, get clearer visibility of revenue potential and take control of the new business process. Drawing on 30 years’ new business experience, Lucy works with agencies to create workable new business and marketing strategies and plans, mentors in house new business teams and helps client service teams build deeper, more profitable relationships. A big believer in using marginal gains to unlock new business paralysis, Lucy is a DBA Expert and the creator and host of the Small Spark Theory new business podcast.

Keen to get all the new business know-how under your belt?

This workshop is the fourth in a five-part monthly training track on new business. Book the full course of five for discounted rates.

Pricing options

DBA members receive a discount off the standard price. To talk to us about joining the DBA, email membership@dba.org.uk. Prices include VAT. If you're buying from outside the UK please select the price without VAT.

Previous feedback for Lucy

“Great insight and structure of discussion.”

Chris Hodgen, Managing Director, Absolute

“Lots of useful tangible takeaways - Lucy was great!”

Anastasia Grawe, Account Director, Construct London