Wednesday 21 July 2027
12pm – 1pm, online
Online
On average, 60-80% of your revenue comes from clients you already have, yet Consultancy BenchPress finds the same pattern every year: account planning is the strategy consultancies most consistently underinvest in. Of the 352 consultancies surveyed, only 10% sit down with clients regularly to plan the relationship together. Most others have no formal process, or one that gets applied inconsistently.
The cost of that gap is clear in the data. Consultancies with a regular account planning cadence earn four percentage points more gross margin and operating profit than the rest, and score eight points higher on confidence. Marc Jantzen will share his expertise on what’s holding most firms back and how to fix it.
You’ll work through how to build an internal account planning discipline that doesn’t get deferred, how to segment clients and take different strategies for each, and how to get time with clients for joint planning even when they’re protective of their own stakeholder relationships.
What you’ll get:
- A clear view of where account planning is costing you margin and growth
- A way to segment clients and prioritise the right ones
- Two templates to support the account planning process
- Fixes for the usual barriers, from time pressure to protective clients
- Clarity on who in your firm should own the plan
Our speaker
Marc Jantzen
Marc is the founder of The Consultancy Growth Network. He previously built and sold his multi-award winning sales, service and cultural transformation consultancy, Blue Sky, to Capita in 2016. He now advises, coaches and mentors consulting leaders across all aspects of their growth journey, with a particular specialism in sales.
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