Welcome to episode 13 of The Accepted Authority – Growing Customer Value. In this episode we are examine a common weakness in consulting businesses, that being that we focus so hard on finding new business from new clients that we forget to explore the value of our existing clients.

Our existing clients often don’t know what we do for them beyond the services they have already experienced. If you set up the expectation in the buyer journey that there will be an ongoing working relationship then you can (and should) take them through that buyer journey multiple times as you extend your relationship with them.