Uncovering New Opportunities with Existing Clients
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Securing incremental revenue from existing clients is one of the most profitable and rewarding ways to drive agency growth. A key factor in creating these opportunities is having a well-defined scope of work and confidently addressing out-of-scope requests. This session will equip you with the tools to navigate these conversations and uncover additional ways your firm can support your clients’ business challenges.
Learning Outcomes:
– Learn how to establish and communicate a clear scope of work with clients.
– Gain strategies for addressing out-of-scope requests with confidence and professionalism.
– Explore key questions to showcase your expertise and deepen client relationships.
– Identify new opportunities to solve your clients’ business challenges and grow your agency’s revenue.
Speakers
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J. Mark Riggs
Founder and CEO
Pemberton
Mark is the founder and CEO of Pemberton, a strategic resource to marketing and communications firms in helping its business and account leaders become revenue-generating assets. Through a sustained, collaborative approach Pemberton assists in growing topline revenue from existing clients while achieving operational excellence resulting in AGI optimization. Before starting Pemberton, Mark spent 20-plus years in the agency world working for IPG’s Mullen Lowe, an Ad Age A-List Agency; Taylor, the Holmes Report’s Consumer Agency of the Decade; MWW; and French/West/Vaughan, the Southeast’s largest independent agency. On six different occasions Mark led account teams that grew small accounts into multi-million-dollar accounts. Mark has spent a career learning the art of integrated communication, developing and executing award-winning consumer programs for brands and companies like Allstate, Honda, Ford, Kimberly-Clark, Polaris, Coke, Diageo, RJ Reynolds, SunTrust Banks, the U.S. Navy, the Atlantic Coast Conference and ESPN, to name a few. Mark has a reputation as a business-builder and a strategic counselor and brings experience in leading client services, insights and planning functions. A creative thinker and problem-solver, Mark believes that great thinking can “come from anywhere,” it’s the ability to harness it and leverage it for clients that makes the intellectual property of the agency valuable and an integral part of the marketing mix.
