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 we should quickly 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.

Listen in to win a copy of Jim’s recommended read The Four by Scott Galloway.

Pivot, Scott’s podcast with Kara Swisher can be found here .