“When Drew and Danyel helped us create a client growth process, with baked-in goals and accountability, we saw two key metrics jump within the first six months: billings from existing clients grew by 17%, and our client satisfaction score went up an average of 23%.

Clients loved that we were being more strategic on their behalf and felt like we were more invested in their business than ever.

And our bottom line showed it!”

The workshop Growing the Clients You Already Have is built specifically for account service teams, account leadership, and agency owners.

60-70% of your net new revenue every year should come from existing clients, but for most agencies, they’re not coming close.

  • It’s not that your clients don’t have more money. Even when they say that’s the case. You aren’t growing your book of business because your account team:
  • Balks at the word “sales” and doesn’t actually understand their role and responsibilities
  • Has never been taught how to grow a client
  • Isn’t being measured by client growth
  • Couldn’t even say how much AGI they are currently managing, nor are they tracking its growth or decline quarterly
  • Has no internal support system to think about, measure, and be held accountable for growing their clients

On top of that, your agency:

  • Has not defined a process for systematically growing your client’s year-over-year spend
  • Is not holding the team accountable for specific growth goals
  • Isn’t involving all departments in any growth planning
  • Doesn’t report or celebrate current client growth as part of your new business reporting to the agency
  • Doesn’t budget with the expectation of growing your existing clients by a defined percentage

Our two-day workshop, Growing the Clients You Already Have, was developed to solve this issue once and for all.  Can an agency grow any and every client? Probably not.  But you can grow 85% of them. 

It won’t feel like selling. Your clients will keep asking for more, and you’ll be seen as a strategic business partner rather than a vendor. And then there’s the added AGI and profit. Everyone wins when you and your team have a solid sales strategy for your existing business.

We’ll cover:

  • How clients budget and talk about their budget
  • Identifying which clients have more budget/are worth the effort
  • How to weave a sales-focused mentality throughout your agency so everyone plays a role
  • The systems and processes needed to make this a long-lasting change in your agency
  • How to approach clients so it never feels like a sales pitch
  • How to groom/grow your account team to not only learn how to do this but to love doing this work
  • How to bake accountability into every stage of the process
  • Building a reward system for your team when they deliver new revenue from existing clients while protecting your profit margin

Of course, there’s a ton of interaction, so each workshop is unique to the participants. You’ll walk away with a blueprint for bringing this back to your agency, getting everyone fired up to adopt it, and a step-by-step process for building it into the daily fabric of your work.

Workshop Schedule is 9 am – 4 pm (Mountain Time)

 Sign up for the Growing the Clients You Already Have Workshop Today!

The workshop is taught virtually.

Click here to Register Online – September 21st, 2026

Tuition: $1,295 for non-members. $995 for members. Each additional registrant gets an additional $200 savings.

Our cancellation policy is here.

Money-back guarantee: If you are not completely satisfied with this workshop for any reason, just call or email us, and you will be refunded 100% of your tuition – no questions asked. In all the years we have offered this workshop, no one has ever asked for a refund.

About Drew McLellan: Drew is a 25+ year agency owner, nationally renowned speaker, AdAge-ranked blogger, Agency Advantage facilitator, coach, and CEO/Partner at Agency Management Institute.

He has written several books including Sell with Authority (2020) and is often found quoted in the pages of the New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “one of 10 blogs every entrepreneur should read.”

Drew works with the owners and leaders of over 300 agencies a year, helping them increase their bottom lines.