Developing Organic Growth

Challenge:  Growing with existing clients is critical.  It builds deeper relationships, aids client retention, and yields new revenue with a lower cost of sale.  But sometimes, organic growth with current clients begins to lag.  To shake things up, we need to disrupt our daily rhythms, and surround client opportunities with new energy.

Example:  Management recognized that the velocity, and quality of current client proposals had slowed to a trickle. Teams were working in an established pattern with predictable, but uninspired results.  To create new urgency, FM helped teams establish a new ritual of team stand-ups, introducing new concepts to discover opportunities, and to develop them with greater agility. 

Application:  Sometimes, teams map strategic growth initiatives with key clients, but are slow to execute.  Many of the actions end up in the “metaphorical” side drawer.  Creating an agile ritual to advance key client growth initiatives, builds growth actions into existing engagement patterns, stimulating momentum. 

Results:

• New ways to surround client opportunities

• Training staff to apply agile methodologies to growth challenges

• Greater velocity, of relevant proposals building client engagement and growth

“Nothing so needs reforming as other people's habits.” ― Mark Twain