Empowering Account Executives to Create Long-Term Growth

Video Transcription

Hello everyone, I’m Jessica Orange, and I’m a growth advisory consultant here at MarshBerry.

Traditionally, account executives are your first line of defense when it comes to client satisfaction and overall retention. These are extremely talented individuals at your firm, and more and more we are seeing the most successful agencies using account executives as a secret weapon to enhance long-term growth strategy. There are several ways to do this, but to highlight a few; they’re providing these individuals with guidance on how to uncover opportunities, they’re giving them specific goals around growing their book of business, they are empowering them to make the best decisions around risk for their clients, and lastly, they are paying them with a generous compensation strategy that directly correlates to these goals. Our data shows that firms that pay service personnel in the top 25% tier have an average organic growth rate that is 2% higher than their peers that pay in the middle 50% tier. Motivating your account management team to promote a growth mindset at your firm could be the missing piece to a consistent year-over-year growth strategy.

If you have any questions, or if you’d like to continue the conversation on how to leverage your account executives to better enhance your firm’s growth, please reach out to me. I’m looking forward to hearing from you.