The benefits of having a client development strategy

Note this is a video recording of an online meeting conducted using the Zoom.us platform. Inevitably such recordings suffer a little in terms of their production values because of the internet connectivity and quality of webcams. Despite that, they allow us to provide additional valuable insights in to the MedComms business and we can involve a wider range of speakers who can participate from the comfort of their own desks, wherever in the world they are.

Research carried out by Frederick Reichheld of Bain and Co (the inventor of the net promoter score) showed that increasing your client retention rate by as little as 5 percent can increase profits by between 25 to 95 percent. Couple that with the fact it's five to twenty five times cheaper to grow existing clients rather than get new clients and you have a very compelling case to have a strategy in place to develop an agency's existing client base. In this webinar Jenny Plant (Owner, Account Management Skills) talks about how agency account managers can add value to their client's business, revenue to the bottom line of their agency and increase their career prospects by understanding how to create a client development strategy for account growth. And we answer questions from the audience.

It should be of interest to anyone working in and around MedComms and wanting to work smarter, as well as anyone who is interested in starting a career in account management and client services.

Recorded 27 November 2019 as a MedComms Networking webinar. Produced by NetworkPharma.tv

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Jenny’s Linkedin page is at

Or visit the web site of Account Management Skills at

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We are building a library of free webcasts and other video content for the global MedComms Community and others at and we’d welcome your suggestions for new content.

[For the avoidance of doubt: this video is intended to be freely accessible to all. Please feel free to share and use however you like. Cheers Peter Llewellyn, Director NetworkPharma Ltd and Founder of the MedComms Networking Community activity at

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