"How do you 10X revenue from a single client in less than 2 years?" ($1M to $11M) I asked this...
...of a client while discussing recent progress & wins.
The #Formula* they outlined isn't rocket science.
✅ SCORECARD FUTHER BELOW ✅
__________________________
🟦🟦🟦 THE FORMULA 🟦🟦🟦
(1) Increasing #Revenue from an existing client
[dependent upon]
(2) Solving increasingly more critical client #problems
[dependent upon]
(3) Increased #visibility into client goals & challenges
[dependent upon]
(4) Expanding the breadth, depth & quality
of your #relationships across the client org
[dependent upon]
(5) Focusing foremost on the #client happiness
(vs revenue, margin, other internal agendas)
[dependent upon]
(6) Ensuring multiple teams are #executing well
[dependent upon]
(7) Ensuring multiple teams have a cohesive #strategy
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🟨🟨🟨 THE CAVEAT 🟨🟨🟨
I often hear:
"Just hire exceptional talent with great experience"
Yes, you need exceptional talent.
Yet, it's necessary but not sufficient.
You need #Strategy + #Execution
🟡 STRATEGY: A clear, credible plan
🟡 EXECUTION: Accountable follow-through
The Strategy + Execution span everything from...
→ Metrics
→ Resourcing
→ Org Structure
→ Incentive plans
→ Product strategy
→ Executive mandate
.... to so many other areas
__________________________
✅ SCORECARD ✅
For each of the 7 items in the formula above:
ask yourself whether the noted activities are
happening effectively, consistently, and scalably?
Score as follows:
0: Not happening at all
1: Happening, but neither effectively or consistently
2: Happening effectively, but not consistently
(or vice versa)
3: Effectively & consistently, but not scalably
4: Effectively, consistently AND scalably
Take your score and divide by 28.
What % are you at?
__________________________
🟩🟩🟩🟩🟩 ACTION 🟩🟩🟩🟩🟩
with enterprise GTM opportunities but
without enterprise GTM motions & results...
▶️ REACH OUT ◀️
and we can discuss how to implement
Enterprise Account Management
to break through growth plateaus.
FOOTNOTE
*This is Enterprise Account Management 101
yet it's quite common that I see these basics
not in place, despite seasoned teams & leaders.
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