The Run Revenue Show Drive Revenue Now and Protect Client Relationships with Sean Burke, COO and CCO at Prometric
Oct 16, 2023
In this engaging conversation, Sean Burke, COO and CCO at Prometric, shares his extensive experience in revenue generation and customer relationship management. He underscores the critical importance of maintaining existing client relationships for sustainable revenue growth. Sean discusses the need for tailored operational strategies and open communication across all organizational levels. He also highlights proactive management tactics to minimize churn and the value of customized win plans that align both client expectations and service delivery.
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Focus on Leading Indicators
- Protecting your base means focusing on leading indicators of churn, not just reacting after it happens.
- Operational integrity, business alignment, client experience, and security are core factors to prevent churn.
Create Customized Win Plans
- Create customized win plans that align operational SLAs with strategic business growth goals.
- Involve sales, implementation, and client success teams before closing deals to ensure consistent delivery.
Trust Masks Client Intent
- The closer and more critical you are to a client's revenue, the less likely they will openly communicate intent to leave.
- Trust and relationship depth are more important than just the product or service.
