Wherever possible, additional opportunities should be sought to extend the work that Capgemini is delivering for the Client. Where an opportunity has been identified and analyzed, the Account Manager or Engagement Manager should progress this further with the Client.

In order to achieve this, the Account Manager should work closely with the Engagement Manager and the rest of the Service Engagement team to review any information or intelligence that is available or developed by the engagement team. The most innocuous conversation with a client colleague could create an opportunity to deliver additional work for the Client, whether this extends the scope of work being performed on the current Service Engagement or additional business that could create new services or projects.

The offshore team can be of significant help to grow the business with the Client. By virtue of delivering and supporting services across geographies for different industries/locations, there could be many additional services which offshore could support beyond the current service engagement. The Engagement Manager should actively seek inputs from the offshore teams with a view to expanding Capgemini business and delivering higher value to the Client.