Account Management

Intermediate
 

Summary
Becoming an account director is a big step up in your career. Responsibilities and demands increase significantly. You must manage your client portfolio profitably, lead negotiations, set fees, prospect new business, think strategically, and lead your team inspirationally. This workshop coaches best practice in account director techniques - ensuring that delegates leave feeling equipped to deal effectively with the role

Trainer: Steve Dunne

How Delegates benefit
A greater confidence in deploying strategies and tactics on successful account management
Understanding the language of account management – both verbal and physical – and deploying it effectively
Identifying different client types and altering behaviour to ensure good relations
How to keep campaigns on track
Delivering good news and bad news
Developing a client strategy to grow the account

Who should attend
Those moving into an account management role and those who would like to fine tune their skills as an account manager.

What Delegates Learn
The duties of account management – what should be included and what shouldn’t!
The Client/Consultancy Life Cycle and how to manage the various stages
Handling difficult clients
Identifying common reasons for strain between an agency and client
Common problems and how to avoid them. Tactics to avoid the common issues.  Listening and questioning skills
Managing time on accounts
Writing winning account management reports     
Presenting ideas
Negotiation

Delegate instructions
No pre-work for this course.