In business there is one transformative word that really matters. It builds your business and, the lack of it, can lose business. That word is trust.

For this course Julian Saunders has conducted depth interviews with senior clients and agency managers to understand the dynamics of successful client relationships today and how agency managers need to behave to build long term profitable relationships.

YOU WILL LEARN

• Insights from senior clients and agency senior managers on what a good agency relationship look like and what are the signs that the relationship is under threat
• How trust is built and lost
• Empathy and understanding of the client perspective – the bedrocks of trust in client relationships
• What is changing and unchanging in client relationships
• The importance of developing listening skills
• What is the impact of new communications technology on business culture and relationships
• What it means to you in your daily practice

CONTENT

• Debriefs from expert witnesses- client and agency
• The Key text on professional service firms- The Trusted Advisor- and its main findings
• The principles of active listening
• Discussion – relating these insights to personal experience
• Personal action plans – building insights from the session into your regular practice

DELEGATE LEVEL

All account managers and account directors who are responsible for client relationships and building profitable and fruitful relationships with clients

DATES AND TIME

4th August, 9.30am to 10.30am

TRAINER:

Julian Saunders was a Strategist in The Zoo at Google and was previously a Planning Director at Ogilvy, Executive Planning Director at McCann-Erickson and Chief executive at red cell, a WPP agency.

He has run many training courses in the UK and around the world- and runs three module of the The Diploma.  Julian and developed enduring and profitable client relationships with both big brands and challenger brands