Now What?

How to Grow your Clients and Increase your Profits
David Kean & Chris Cowpe

So, you’ve just won a new client. What do you have to do now to turn this into profit?

Who are the real heroes in business? It’s actually those people in your organization who can take a new client, nurture the relationship and bring in more and more revenue on the back of that relationship. Why are they the heroes? Because incremental revenue from existing client relationships drops straight to the bottom line. It is the best kind of growth a company can have – better than winning new clients and better than acquiring new companies – because it is high-profit growth.

All of the most successful and most profitable organizations have a systematic and methodical approach to driving development of their existing clients. This book will share those systems and methods to help all businesses to capitalize on the value of their precious, but under exploited, client relationships.

DAVID KEAN has worked in the advertising industry for over 20 years managing large multinational client relationships. He consults and lectures on business development around the world and is the author of How Not to Come Second (Cyan/Marshall Cavendish).

CHRIS COWPE has worked in the advertising industry for over 30 years across business sectors as diverse as financial services, retail, media, food and beverage, and automotive.

978-1-905736-19-5.
£9.99 HB
Rights: All
Sales territory:World
May 2007