The role of account management has evolved. Significantly. At one time, the role was simply to keep the client happy: delivering the agency’s work on time, on spec and on budget. This is no longer the case. Account teams are now accountable to drive the growth of their accounts.
There are now two types of account leaders: those who passively manage their accounts and those who proactive lean in, lead the client and drive growth. Ultimately, the goal is for your teams to proactively mine for new opportunities from every client in the agency.
Effective organic growth is not about turning your teams into salespeople. In fact, when your teams focus on bringing forward strategies that will directly impact their client’s growth, it becomes motivating. With this approach, their efforts come from a place of making a meaningful difference for clients they are genuinely vested in.
In this brief video, Brent Hodgins, Mirren’s Managing Director, discusses several key elements that we look for when evaluating the organic growth effectiveness of account teams.
Take a moment to evaluate your agency and see how your teams stack up.
To Learn More About Our Custom Organic Growth Training Programs, Please Contact Cara Kombol by Email or at 212.388.9541