Client development · Article · Capture 2015
Client development: Start small and grow
From The Accidental Salesman’s historic collection. The original source is preserved in the Internet Archive; the practice notes below are contemporary editorial guidance, not a reproduction of the original.
The principle · Editorial summary
Win a small piece of work, deliver brilliantly, then expand. Trust compounds.
Snapshot checked on 13 October 2026. Capture dates are not publication dates.
Editorial practice note
A question worth asking
Which existing client has an unmet need you can explore without assuming another sale?
A small experiment
Choose one account, agree a review conversation and record the client's priorities before proposing additional work.
Treat this as a test, not a proven result. Note the context, what you changed and what happened.
Explore this stage of selling →Related reading
Source record
Original address: http://theaccidentalsalesman.com:80/article/client-development-start-small-and-grow
Capture: 20150112040229. Index recovered 13 October 2026. Some titles are derived from the historic address. Original copyright remains with its rights holders.