Tell me about a time you grew revenue within an existing account. How did you spot the opportunity?

What the interviewer is looking for

• This question tests account planning & growth. Explains how they segment their book, set goals per account and spotted and closed specific growth opportunities.
• What to bring out: Understanding the client's goals, spotting a need, building a case and working with internal teams to close it.
• Expect a follow-up like: How did you make sure the upsell actually helped the client?

Another way it may be asked: Describe a time a current client bought more from you. How did that come about?

A structure to follow: STAR, with the weight on Action and Result

1. Step 1

   Situation

   One or two sentences: where, when and what was at stake. Pick a real example you were close to.

2. Step 2

   Task

   What you personally were responsible for. Say "I", not only "we", so the account planning & growth you showed is visible.

3. Step 3

   Action

   The two or three things you did and why you chose them over the alternatives. This should be about half your answer.

4. Step 4

   Result

   What changed, in your own measure of it, and what you would do differently. Only use numbers you can stand behind.

This is guidance on shape, not a script. Use your own real experience and facts; never invent details to fill a gap. See the STAR guide and answer frameworks.

Common slips

• Describing what the team did without saying what you did.
• Choosing an example with no clear outcome, or one you cannot answer detailed questions about.
• Ending on the action and skipping the result and what you learned.

How to practise it

Write two bullet points for each STAR letter, then say the answer aloud in about two minutes.

Related questions

• How do you decide which accounts in your book deserve the most time, and how do you build a plan for a top account?
• If you inherited twenty client accounts tomorrow, what would you do in your first few weeks to get to know them?
• Tell me about a time you went out of your way to help a customer or client. What did you do?
• How do you keep track of follow-ups and promises when you are juggling many clients at once?
• A key client's renewal is in three months and their usage has dropped. What do you do?

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