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Can you 10X Revenue From Existing Clients? FORMULA + SCORECARD


"How do you 10X revenue from a single client in less than 2 years?" ($1M to $11M) I asked this...



...of a client while discussing recent progress & wins.



The hashtag#Formula* they outlined isn't rocket science.



✅ SCORECARD FUTHER BELOW ✅ 


__________________________



🟦🟦🟦 THE FORMULA 🟦🟦🟦



(1) Increasing hashtag#Revenue from an existing client



 [dependent upon]



(2) Solving increasingly more critical client hashtag#problems 



 [dependent upon]



(3) Increased hashtag#visibility into client goals & challenges



 [dependent upon]



(4) Expanding the breadth, depth & quality


 of your hashtag#relationships across the client org



 [dependent upon]



(5) Focusing foremost on the hashtag#client happiness 


 (vs revenue, margin, other internal agendas)



 [dependent upon]



(6) Ensuring multiple teams are hashtag#executing well 



 [dependent upon]



(7) Ensuring multiple teams have a cohesive hashtag#strategy 


__________________________



🟨🟨🟨 THE CAVEAT 🟨🟨🟨


I often hear:


"Just hire exceptional talent with great experience"



Yes, you need exceptional talent.


Yet, it's necessary but not sufficient.





🟡 STRATEGY: A clear, credible plan


🟡 EXECUTION: Accountable follow-through



The Strategy + Execution span everything from...


 → Metrics


 → Resourcing


 → Org Structure


 → Incentive plans


 → Product strategy


 → Executive mandate


.... to so many other areas


__________________________



✅ SCORECARD ✅



For each of the 7 items in the formula above:


ask yourself whether the noted activities are


happening effectively, consistently, and scalably?



Score as follows:



0: Not happening at all



1: Happening, but neither effectively or consistently



2: Happening effectively, but not consistently


 (or vice versa)



3: Effectively & consistently, but not scalably 



4: Effectively, consistently AND scalably



Take your score and divide by 28.



What % are you at?


__________________________



🟩🟩🟩🟩🟩 ACTION 🟩🟩🟩🟩🟩



If you're a hashtag#CEO or hashtag#CRO of a business


with enterprise GTM opportunities but


without enterprise GTM motions & results...



▶️ REACH OUT ◀️



and we can discuss how to implement


Enterprise Account Management


to break through growth plateaus.



FOOTNOTE


*This is Enterprise Account Management 101


 yet it's quite common that I see these basics


 not in place, despite seasoned teams & leaders.

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