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- Looking to grow existing clients? These are the exercises I rate
Looking to grow existing clients? These are the exercises I rate
1 workshop, 2 hours, 3 exercises: an Account Planning Workshop might be one of the fastest and most powerful ways to expand revenue within existing clients. These are the APW exercises I use, and how to run them well.
Alastair Barlow
February 07, 2026
If you’ve been following along with the newsletter, you’ll have seen last week’s newsletter on Account Planning Workshops (APWs). In it, I talked about how we ran APWs at flinder, and why I believe they’re such valuable tools for advisory and growing revenue in a firm.
I also mentioned three exercises I use in a typical APW session.
These exercises are tried and tested by me and the flinder team, and have their origins at PwC where I spent a number of years in consulting.