Successful Account Management

Seminar Content

Account Management Overview: "What did I get myself into?"
- Account management vs. account service
- Qualities of a successful account manager
- Account management as a leadership
- function

The Fidget Account: "We make your life a little lighter."
Learn more about the account you'll be managing throughout the seminar:
———— The company
———— Your new clients
———— Their ideals, ideas and idiosyncrasies

Leading the Client: "Who's in charge here?"
- What the client needs v. what the client wants
- Getting ahead: tactics are important – but strategic thinking
- moves you and the client ahead
- Making the case: successfully selling your ideas to the client
- Making the case: developing smart ROI support
- Developing your own personal leadership traits

Working with Others: "When did you become an art director?"
- You can't do it all yourself. Learn the secrets of successfully:
- Working with creative: five foolproof tips to deliver better
- creative to your clients
- Working with media: get the plan that excites your client
- Working with vendors: get great service, great prices, and
- great work

Managing Your Time: 'I don't care how long it takes – I want it tomorrow!"
- Managing your clients' conception of time
- Finding "lost" time in every day
- The single, best time management tool: what the Franklin
- Planner people don't want you to know
- Four secrets of finding big "chunks" of uninterrupted time
- Using the Marriott executive time tool

Problems v. Opportunities: "We have a little problem here.. ."
- Developing the very best weapon to prevent problems
- The one universal rule to remember when fixing problems
- A simple six-step approach to problem solving
- Don't shoot the messenger: how to deliver bad news to the client
- When lady luck smiles: how to make good things even better!

Communicating with the client and others: "Speak, hear and write no evil."
- Put it in writing: six rules to use every time you pick up a pen
- The spoken word: learn the power of "X" learn how to respond
- when you haven't a clue!
- Listening: two "killer questions" that will give you a powerful
- advantage

Money. Spending it, saving it, counting it: "Is this invoice your idea of a joke?"
- Why you should never "spend" your client's money
- Why you should never "save" your client's money
- Getting what you want and need: the three secrets to
- negotiating
- Learn the #1 reason agencies get fired: and learn how to never let
- it happen to you

Professional, Intellectual and Personal Integrity: "Trust me. I'll take care of it."
- The one, single foundation for personal integrity
- Three keys to impeccable professional integrity
- Developing intellectual integrity – and getting paid to do it!

Wrap up/Bibliography/General discussion.
- Lessons learned: how to immediately apply your learning to real
- clients and real problems
- Developing your personal action plan
- A selected reading list to help you advance your career

Adjournment/Evaluation.