Don't let BAU get in the way - make the time to plan for account growth

New business is the lifeblood of every agency, or so the saying goes. But, at the same time, the equally well-known adage is that it costs you a lot more in internal time and external / freelance costs to acquire a new client compared to retaining and growing an existing one. Unfortunately business-as-usual work on client projects or "agency life" can get in the way. So, if you (the client services / account handling team) are not focusing on existing account growth, then you should be. By the way, I’m not a fan of the term ‘organic’, which is often applied to refer to growing an existing client account. It can imply 'it’ll just happen' rather than 'let's plan to grow this account…