The problem
In April 2026 I took over the growth team at DemandNexus, a B2B agency. It had two client accounts. My job was to win more and keep every one.
I led three senior managers and about 30 people. I owned new business and its budget across the US and Europe, and the senior client relationships.
Who was in the growth team
Results
2 to 5 client accounts, all five retained
We kept all five. Together they were worth over USD 100,000 a quarter.
I reported clients kept next to clients won, so both stayed visible.
How we got there
The service got easier to explain, easier to price and cheaper to run.
Positioning. What each service tier offers, how it compares with rival agencies, and how to talk about it.
Pricing. Tiers built from competitor research and costs, so every price made money. I changed prices as demand came in, and added one-off extras to the best sellers.
Each campaign was priced on
Process. A playbook from enquiry to sale. It included a form that turns each booked meeting into a one-page handover PDF, and a checklist for qualifying technical buyers. Both became standard. I also sold new AI agents to existing clients.
A small team that covers a lot
Write the weekly work down, then automate it.
| Tool | Used for |
|---|---|
| Claude and GPT-4o | Content versions, how-to docs and process checks |
| n8n and Make | Personalised outreach and reports |
| Cursor and Claude Code | Landing pages and internal tools, without waiting for an engineer |
75% less time. The hours went back into client work.