The Executive Team

The biggest growth opportunity your business has is already inside your current accounts. Most companies never find it. You've had the same clients for years — but you've never met their other divisions A competitor is already having those conversations Your team asks for more of the same. They should be asking about what's next. Growth doesn't wait for the market to improve Account growth is not account management. Managing an account means keeping what you have. Growing one means mapping...

Every service business has them—the account managers who know the customer's operations inside out, who get called first when something breaks, who could recite the client's org chart from memory. They're valuable, but they're not growing the business. Take a client your team has served for six years. Three other divisions sit inside that same company, and none of them has ever heard from you. Account management was never set up to catch that. The job is keeping today's relationship running...

It's not charisma. It's not a network. It's not even talent. It's curiosity—and most people stop using it the moment they feel competent. The good business development pro answers the client's questions. The great one asks the ones they haven't thought of. Understanding the goal—not just the bid—changes what you propose and how they see you The best-paid "unpaid employee" on your client's payroll is the one who cares about their business Great is not a personality type. It's a practice. The...