How to raise your client development game

Jim Hawker | Threepipe

Small Spark Theory® Episode 28: Jim Hawker

I’ve spent a lot of time thinking about client relationships recently.

Generally speaking our growth objectives will start with the financials — the revenue goals, the profit margin targets and the scale those numbers will then afford us — the extra bodies, extra offices, extra services — or even exit!

This focus on the numbers is essential, but it’s important then to translate these targets into the kinds of relationships we need to add into the business. Adding lots of clients who deliver short term revenue is what keeps us on the hamster wheel, whereas building strategic relationships, allows us to build not only sustainable revenue, but that holy grail that comes with true advocacy — referrals!

We talked a lot about the theory of client development with Iain Johnston in episode 26 of Small Spark Theory, and in this episode we return to the subject with Jim Hawker from Threepipe.

An independent, owner-managed, digital agency of 90 people delivering SEO, PR, social, search, display and creative, Threepipe are hot property. At the time of writing, they have been shortlisted for the Holmes Report Digital Consultancy of the year and have achieved 20% growth for the third consecutive year, with 20% margins. Impressive stuff.

Jim and I discuss the practical implications of client development planning, relationship building, client satisfaction, motivation and much, much more.

If you’ve been tinkering around the edges of client development but have yet to really get stuck in, this is the episode for you.

Jim has kindly donated a copy of his recommended read The Four by Scott Galloway for us to give away to a lucky listener so listen in to find out how to win.

You can see more from Scott Galloway here, and find Pivot, Scott’s podcast with Kara Swisher here.

Whilst I have you, thanks again to all the listeners who have got in touch directly and left reviews on iTunes. We love getting your feedback!