Why do advertising agencies keep adding account roles, yet revenue growth is hard to account for?

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In this episode of Account Management Secrets, Alex Raymond talks with Chantal Sagnes, founder of Chantal Sagnes Consulting, about what actually happens after an agency wins the work. Chantal has spent years on both the business development and account leadership sides, and she shares what she has seen play out inside agencies when revenue growth stalls, even though everyone is busy and the work is getting done.

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They get into the tension most account teams feel between maintaining the relationship and growing it. The conversation touches on the hunter versus farmer mindset, why curiosity matters more than pushing a sale, and how unclear ownership often leaves revenue opportunity on the table. It is less about big pitches and more about what happens in the everyday moments that shape client trust and momentum.

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With agencies dealing with consolidation, tighter budgets, and more pressure to “do more with less,” this episode comes back to something simple. Growth does not come from adding more tasks. It comes from account teams who take ownership of the relationship and think beyond delivery.

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If you work in account management or lead an agency and want existing client relationships to contribute more meaningfully to revenue, this episode is actionable.

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Episode Breakdown:

00:00 Why Agencies Have So Many Account Roles

03:00 Hunter vs Farmer Account Management in Agencies

10:00 Curiosity as a Revenue Skill in Account Management

14:00 Building Executive Relationships Through Contact Mapping

23:00 How to Protect Account Strategy From Day-to-Day Work

32:00 Agency Account Management Trends for 2026 and AI

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Connect with Chantal Sagnes:

Connect with Chantal on LinkedIn

Visit the Chantal Sagnes website

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Connect with Alex Raymond:

Connect with Alex on LinkedIn

Visit the AMplify website

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Podcast production and show notes provided by HiveCast.fm