Learning Lab: Strategic Client & Prospect Development: The Key to Growth

Deepening relationships and understanding with both your clients and your prospects is the most critical applied skill for growth. Yet, in daily practice, this vital discipline is too often postponed, haphazard, or relegated to a secondary priority. The absence of visible urgency, immediate client needs, or clear account objectives leads professionals to confuse general account nurturing with true strategic account development. Most don’t realize that they are allowing their opportunity for stronger client and prospect relationships, increased value, and more consistent growth to slip.

In this session we’ll explain what strategic account development really is and how it fits into the process of growth. More important, we’ll provide you with recommendations and tools to equip you to embed disciplined strategic account development within your firm, helping you to more effectively expand clients work and acquire new clients from your strategic prospect accounts.

What you will gain:

1. A clear path for gaining, building, and evolving client relationships through the process of growth, including how account development fits within the core flow of activities.
2. A simple process you can adopt to begin to embed disciplined strategic account development within your business development and client expansion efforts.
3. A review of four tools that you can incorporate into your strategic account development efforts. Many insights from these tools can also support your other growth efforts.
4. Recommendations for starting the process of building the discipline of strategic account development within your firm. (Note: This process will take some time.)

About the Speaker

Wade Clark is an author, speaker, consultant and coach on vision, strategy, growth, and business development. His passion is helping businesses and individuals to discover and unlock their full potential to make a meaningful and lasting impact in the world. Wade brings over 35 years’ career and industry experience, including 24 years as an executive leader within or consulting to top U.S. professional services firms and associations. Through Dream Parrot Consulting, he helps firms to enhance their corporate vision and strategic plan, lead cultural change, develop and elevate teams, and improve business development and sales performance. Wade is author of Meaningful Success in Business and Simplifying Complex Sales and a sought-out speaker and facilitator. Prioritizing his faith, family, and friends; Wade is an avid musician; and enjoys travel, fitness, cooking, and the visual and performing arts. Visit wadeclarkauthor.com to learn more.