Across the Pond: Mastering Key Account management, planning and activation
In this episode, Steve Henke and Paul Griffiths discuss the critical aspects of key account management for insights agencies.We explore the importance of building strong relationships with key clients, the challenges posed by relying on a few large clients, and the necessity of diversifying client bases. Our conversation emphasizes the need for active account management strategies, accountability within agencies, and the significance of setting revenue targets for key accounts. We also highlight effective strategies for maintaining client engagement and ensuring that agencies remain top of mind with their clients.TakeawaysBig clients are crucial for agency survival.Diversifying client bases is essential to mitigate risks.Key account management should focus on building multiple relationships within a client organization.Key account plans often end up unused; activation is key.Accountability in account management is vital for success.Revenue targets should be set for key accounts to drive growth.Cross-selling and upselling are effective strategies for account growth.Referral opportunities can significantly enhance client relationships.Regular engagement with clients is necessary to maintain relationships.CRM systems can help manage account activation processes effectively.
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Across the Pond: What end clients say they want from their agency partners
What do end-clients really want from their insight agencies?As Across the Pond: How to Grow your Insight Agency launches Season 2, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) share their observations and advice for what insight agencies need to do, if they really want to deliver that their clients want. Crucially, based on real evidence, interviews and conversations they have had with end-clients.20 minutes, if you are a leader, owner, commercially accountable person that you cannot afford not to listen to!
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Across the Pond Episode 10: Quick fire audience Q&A
We asked our audience for questions. And they gave us some!In Episode 10, as a Season 1 wrap-up, Paul Griffiths (Client Advocates) and Steve Henke (Harpeth Marketing) set themselves the challenge of answering questions from their audience... six questions, six opportunities to get advice and ideas about How to Grow your Insight Agency.The questions:• I'm an independent consultant with a very limited budget... what are my best marketing options?• Beyond, "We need to grow by 10% next year," what are some tips for setting good sales goals?• I know I need to post on LinkedIn 3-4x per week, but what can I post about that often that isn't salesy? And how do I come up with those ideas?• What can an agency do, post-project, to keep engaging with a client?• Do you think researchers can ever be good salespeople, and if so, how have you seen them do it?• How can a small agency differentiate itself against larger agencies, with bigger marketing spend and resources?If you want quick fire Q&A, this is the Across the Pond Episode for you...
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Across the Pond Episode 9: How to get the most from in-person events
In-person events and conferences are a rich and effective way of growing your insight agency.But too often, the ROI on them is not realised. Poor prep, average focus on the day, no follow-up.In Episode 9, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) give their advice and ideas about how to maximise the positive opportunities from in-person events.If you or your team are heading out to a conference or event, or you are wondering if you should commit to involvement in one, then this is the Episode you need to listen to.In-person = growth for insight agencies, if you do it right!
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Across the Pond Episode 8: How to get more work from existing clients
If you want to grow your insight agency, then the most obvious and immediate place to focus is with your existing clients.But that doesn't mean it is straightforward or a given.In Episode 8 of Across the Pond, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) give their ideas and advice about what is needed to win more work from existing clients.Whether it is upsell, cross-sell or referral, Steve and Paul discuss how you can systematically approach managing your client relationships more effectively.
About Across the Pond: How to grow your Insight Agency
Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) talk about all things "Marketing and Sales" and how market research and insight agencies can more effectively grow.
If you are a leader in an insight agency, or are interested in how to more effectively use brand building and sales activation to grow the market research company you work for, this is a podcast for you.
Listen to Across the Pond: How to grow your Insight Agency, Aspire with Emma Grede and many other podcasts from around the world with the radio.net app
Ireland