Leverage Existing Expertise for Growth

Existing client-facing roles, such as account managers and project managers, can be leveraged for account growth instead of relying solely on a new business team. The effectiveness of these roles in fostering account growth may indicate whether the account itself is suitable for expansion. If account managers struggle to grow existing accounts, it may point to a lack of effectiveness in those roles or the inherent limitations of the account. The potential for growth could also extend to delivery teams, suggesting that both types of personnel might possess the capacity to drive additional revenue if equipped with the right skills.