When it comes to growing an agency, new client acquisition tends to steal the spotlight. But what if the most untapped opportunity lies in your existing accounts?
This week on The Digital Agency Growth Podcast, Dan Englander is joined by Matt Pensinger, Founder of Accelerate Advisors and former EVP at Jack Morton. Matt brings a unique perspective to the table, having worked on both the client and agency sides with top brands like McDonald’s, Diageo, and P&G.
In episode 256, Matt breaks down the power of farming big accounts and why agencies should stop treating their current clients like they’re on autopilot. He shares strategies for building deeper relationships, avoiding common churn traps, and navigating complex organizations without getting caught in internal politics.
Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.
In this episode, Dan and Matt discuss:
- Why agencies over-prioritize net-new business at the expense of current accounts
- How to identify and nurture growth opportunities inside large client organizations
- Why “win-back campaigns” are an overlooked goldmine
- The rise of in-housing—and how to navigate those conversations with grace
- How to balance personalization with scalable sales processes
- The importance of knowing when and how to share your agency’s origin story
Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!
Learn more about The Digitial Agency Growth Podcast at https://salesschema.com/podcast/ and our Video training at https://salesschema.com/takecharge
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