Commercial Account Growth

Purpose

Maximize lifetime value of consulting client relationships by systematically identifying and pursuing expansion opportunities. This skill closes the loop between delivery (PM suite) and sales (Commercial suite), ensuring successful projects naturally lead to more engagements.

Key Insight — The Land & Expand Model for Consulting

• Land: Win an initial engagement (often Phase 0 assessment or a single workstream).
• Expand: Grow within the account through adjacent workstreams, new service lines, or deeper engagements.
• Advocate: Turn happy clients into references, case studies, and referral sources.
• The cost of expanding within an existing account is 5–7× lower than acquiring a new client.

Inputs