This video was not produced by NetworkPharma.tv but has been included within the library because it is directly relevant to individuals who work in medcomms and is here with permission from its owner.

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One way to grow your agency business is to ask the clients who love working with you for a referral to someone else who they think could benefit from your services.

However, sometimes it can feel awkward to ask for a referral because you may think you’re being too pushy or your client wouldn’t want you to be working with others and take time away from working on their business!

Running mini-training events where you’re sharing your knowledge and expertise can be a nice way to a) Add value to your existing clients and position you as a thought leader, b) Ask them to invite any other colleagues/contacts along they think would benefit from the subject matter and c) Re-engage with clients who you haven’t worked with for a while who you can invite along.I’ve seen many agencies do this really successfully. Have you done this in the past? If so, did it strength existing client relationships or introduce you to any new leads or contacts?

Jenny Plant is the founder of Account Manager Skills and gets invited in by senior management in creative agencies ((PR, advertising, promotions, marketing, digital, packaging) who are frustrated that their client service team are not growing business. Some are worried that they are barely holding on to their clients and are always waiting for the next complaint and others are concerned that they have made the wrong hires. Jenny is also contacted by account managers in creative agencies who are struggling to get promoted to the next level, want to increase their confidence with the client but haven’t receive any training or coaching in how to manage clients, grow business and develop their skills. They feel this is limiting their career progression.

Jenny’s Linkedin page is at https://www.linkedin.com/in/jennyplant/

More about the training services from Account Management Skills can be found at https://www.accountmanagementskills.com

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