AQR Masterclass:
Turn Client Relationships into Revenue – how to get more work from existing and lapsed clients
Thursday, 4th June
9.30 am -11.30am, London time, via Zoom
A 2-hour facilitated online roundtable—with two breakouts, peer share-back and an action-focused close—built to help qualitative agencies generate more revenue from existing relationships. We’ll share proven commercial frameworks, then we’ll tackle reinvigorating lapsed clients and winning more work from current clients. You’ll swap best-practice with peers, then we’ll convert the strongest ideas into clear actions you and your teams can implement immediately.
Who is this masterclass for?
Agency owners, MDs, senior leaders
Commercial leads: client services, growth, new business
Account leads responsible for retention and expansion
What will we cover?
Breakout 1 – Reinvigorating lapsed clients: a structured approach to re-engagement, then small-group discussion to share messages, offers, timing and follow-up that actually get responses.
Key outcome: a simple reactivation process your team can run—prioritise, add value, ask well, and follow through.
Breakout 2 – Winning more work from current clients: how to turn delivery into expansion—cross-sell, upsell and multi-stakeholder growth through better commercial conversations.
Key outcome: a simple account-growth discipline—stay close, spot signals early, and turn delivery into next-step work.
Share-back and synthesis: each group feeds back what they’d do, and we’ll codify it into a set of best-practice plays you can apply across your team.
Commercial cadence for follow-through: a lightweight weekly rhythm to turn the session’s insights into meetings, briefs and repeat work.
What will you take away?
A peer-tested set of plays for lapsed-client reactivation and current-client expansion.
Processes, ideas and simple meeting structures that create next steps and briefs.
A call-to-action to create activation plans for your priority account: who to contact, what to propose, and how to track momentum.
Paul Griffiths is the founder of Client Advocates. He helps leaders of Market Research and Insight Agencies grow revenues through proven strategies. He supports Heads of Insight to increase their influence and budgets by more effectively generating commercial impact.
With 25 years' experience growing research agencies and working with client insight teams, Paul understands the challenges of delivering great work while driving commercial value. He's worked agency and client side, selling and commissioning research, managing commercial relationships, and advising leaders in the UK and internationally.
If you're looking to grow your insight agency or adapt to changing market conditions, Paul brings practical strategies that work.