The Digital Agency Growth Podcast
Matt Pensinger on How Agencies Can Drive Growth by Farming Existing Clients
Many agencies focus heavily on new business, chasing logos and cold leads—while the biggest growth opportunity is already in front of them. In this episode of The Digital Agency Growth Podcast, Dan Englander is joined by Matt Pensinger, founder of Accelerate Advisors and former EVP at Jack Morton, to talk about how agencies can stop leaving money on the table and start expanding inside existing accounts.
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Drawing from over a decade of experience working with major brands like McDonald’s, P&G, and Diageo, Matt shares how agency leaders can build deeper relationships, navigate client-side politics, and turn trust into long-term revenue. You’ll also learn why in-housing doesn't have to mean losing the account, how to build a win-back campaign, and what separates the agencies that stay top-of-mind from the ones that don’t.
This week’s episode is all about building client trust, navigating internal change, and unlocking untapped growth within your current book of business.
In this episode, Dan and Matt discuss the following:
- Why agencies over-prioritize new business and overlook their biggest asset
- The importance of relationship mapping inside complex client organizations
- What to do when your point of contact leaves the company
- When churn is actually a good thing
- How to re-engage lapsed clients with a win-back strategy
- Why origin stories and strategic perspective matter in pitches
- How to have better conversations around in-housing and agency value
Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!
Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge
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