This document discusses strategies for improving client engagement, especially with smaller customers. It identifies that salespeople often do not invest much time with smaller clients unless a renewal is approaching. The document proposes two strategies: 1) Developing a territory management approach using client data to identify opportunities for upselling and engaging clients at optimal times. 2) Creating an alternate engagement cycle to interact with clients for reasons beyond typical sales calls like renewals. It discusses using various data sources to develop a 360 degree view of clients and identify the "next best customer" to target for increased engagement and sales.