Growing a Client From One Project to Three
Every firm has a long list of clients it worked with once, and a short list it still works with today. This is about closing that gap.
For many consulting firms, the one-project client is the norm and the long-term partnership is the exception, which is backwards given how much cheaper repeat work is to win. This episode is about making that step deliberate rather than accidental. We'll share the play-by-play breakdown of how fast growing firms identify the right client accounts it invest in, how they grow them, who's involved in the relationship, and where AI makes it all easier.
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- Why the second project is a different sale to the first, and who should own it.
- How to work out which clients you should be selling to.
- How to spot the next piece of work while you're still delivering the current one.
- Using AI to build the client relationship, and surface opportunities your team would otherwise miss.
- How improved client lifetime value (LTV) grows your firm's value.
Growing a Client From One Project to Three
Every firm has a long list of clients it worked with once, and a short list it still works with today. This is about closing that gap.
For many consulting firms, the one-project client is the norm and the long-term partnership is the exception, which is backwards given how much cheaper repeat work is to win. This episode is about making that step deliberate rather than accidental. We'll share the play-by-play breakdown of how fast growing firms identify the right client accounts it invest in, how they grow them, who's involved in the relationship, and where AI makes it all easier.
Your Z-Suite for this session:
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- Why the second project is a different sale to the first, and who should own it.
- How to work out which clients you should be selling to.
- How to spot the next piece of work while you're still delivering the current one.
- Using AI to build the client relationship, and surface opportunities your team would otherwise miss.
- How improved client lifetime value (LTV) grows your firm's value.
Join us get your copy of the client expansion playbook:
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