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Grow
From renewal dates to the right moment.
What stays with your people
The offer and the ask. A person makes both.
What is changing, in two directions
Agents coming in
A customer's agent weighs an expansion offer against the value already delivered, and passes on only what it can verify.
Your work moving to agents
Agents spot which customers are ready for more, and which are at risk, across the whole base.
The problems we see
Each one with what you keep, and the questions buyers ask on the way to fixing it, answered.
Your work moving to agentsWe raise expansion at renewal.
What you keep: The offer and the ask.
- Renewal is when we talk about more. What is wrong with that?
- The calendar picks the moment. The customer's readiness keeps its own time. Some were ready six months ago and some are not ready now.
- How do we find the right moment?
- By the signals: a new team using it, a limit reached, a result achieved, a new leader. Agents watch for them on every account. A person decides and makes the offer.
- Will customers feel watched?
- They feel looked after when the call comes at a useful time and is about their result.
Your work moving to agentsWe do not know which customers are ready for more.
What you keep: What your account managers know.
- Our account managers know their accounts. Is that not enough?
- They know the ones they speak to most. Readiness often shows first in the quiet accounts.
- What does a readiness list look like?
- Every account, ranked each week by the signals that came before your past expansions. It starts from your own history.
- How much data does it need?
- Start with your last ten expansions and what happened before each one. That is enough to name the first signals.
Your work moving to agentsWe never ask for the referral at the right time.
What you keep: The ask stays personal.
- Our best work comes from referrals. Why are there so few?
- Happy customers rarely think to refer. The ask comes at the wrong time, or never.
- When is the right time?
- Straight after a result the customer can name. Agents can flag that moment. A person makes the ask.
- Does asking harm the relationship?
- An ask that follows a win, for something easy to give, is usually welcome.
Agents coming inOur proof lives in our heads.
What you keep: The results you earned.
- Everyone in our market knows our work. Why write it up?
- The next buyer's assistant does not know your market. It counts what is published: reviews, named results, customers' own words.
- What turns a happy customer into proof an agent can read?
- A short written result with a number and a date, their permission, and a review on a site you do not own. Each one feeds the top of the wheel.
- How do we get customers to agree?
- Ask after a win, make it easy, and tell them where it will appear.
What is in Grow
- Account plans
- Expansion campaigns
- Advocacy and referrals
- Expansion signals
Each area can be bought three ways: we set it up once, we run it for you every month, or agents keep watch and each month you hear what changed and what to do next. Most start with the two-week assessment.
The free check for Grow
You answer eight questions about how you grow the accounts you have. You see the signals worth watching, and where your proof is hidden. It is being built. Until it is ready, send me a line about Grow and I will answer it myself.