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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insights INSIGHT
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.
volunteer_activism ADVICE
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.
insights INSIGHT
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.
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The book tells the story of Alex Rogo, a factory manager who is given three months to improve his underperforming plant or face its closure. With the guidance of his former physics professor, Jonah, Alex learns to apply the Theory of Constraints to identify and manage bottlenecks in the production process. Through this approach, Alex and his team transform the factory, improving efficiency, reducing inventory, and increasing profitability. The novel uses the Socratic method to teach fundamental business concepts and emphasizes the importance of continuous improvement and critical thinking in management[2][4][5].
Yes, it’s reaching new customers to hit your revenue targets for the quarter is a clear priority. Yet, what if there is a missing piece that is making or breaking the number you want to see?
That piece? The understanding of how to maintain current customers and fosterstronger relationships with them.
As an expert in running revenue like a pro, Sean Burke, COO and CCO at Prometric, shares the importance of protecting the existing customer base for optimal revenue growth.
In this episode, you’ll learn:
How to develop operational and strategic ‘win’ plans. These plans involve gathering intelligence from all corners of the business to capture market insights and understanding of customer relationships. By taking a comprehensive approach you’ll increase your chances of revenue success.
Why communicating with customers at all levels is essential. All customers matter from from senior executives to individual contributors. Building strong relationships and trust with clients requires regular and open communication across all levels.
What it means to protect the existing client base. Investing in strong client relationships, understanding their evolving needs, and addressing any issues will help minimize churn and generate revenue growth.
The Run Revenue Show 
