Blog
Practical, straight-talking advice for agency account managers who want to retain client relationships and grow accounts.
Expect clear frameworks, real examples and simple tools you can put to work immediately - from running tighter client meetings and QBRs, to spotting growth opportunities and handling tricky conversations.
Agency project management and service delivery, with Joanne Reid, Cactus
Welcome to episode 104. In this episode, I talk all things agency project management with Joanne Reid, Managing Partner for delivery at Cactus.
How to get account managers to ask better questions
Why do account managers miss new account growth opportunities in client meetings? Often it’s because they haven’t asked the right questions. Or they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning.
Do account managers really know what it takes to run an effective client meeting?
Agency owners often tell me their account managers aren’t leading client meetings confidently.
From ‘order taker’ to trusted advisor: raising the value of account management with agency leadership support
You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has to be earned.
Why do account managers need entrepreneurial skills?
Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. But their account managers either aren’t doing anything about it – or aren’t doing it consistently.
How to escape the daily grind of agency ownership, with Karl Sakas
Welcome to episode 103. This episode will be particularly relevant to agency owners who want to become less hands-on in their agency and just step away from the day to day operations.
Bonus episode 5 of 5: How to get account managers adding value to your agency from Day 1 (and reduce churn)
In this episode, I share the key things you need to do to get your account managers adding value from day one and reduce churn. And this comes back to many of the things we've discussed already in this podcast series. I speak to so many agency owners who feel frustrated by high staff turnover.
Bonus episode 2 of 5: From 'order taker' to trusted advisor - raising the value of your account managers (and why it's vital)
In this episode we're looking at how to raise the value of creative agency account managers by taking them from an 'order-taker' to a trusted advisor.
Bonus ep. 1 of 5: Why your account managers need entrepreneurial skills (and how this will grow your agency)
Welcome to the first in a series of five bonus podcast episodes. I've created this podcast mini series to show you how you can develop an entrepreneurial mindset in your agency account managers.
How to improve performance and reduce stress, with David Meikle
Welcome to episode 96. My guest is David Meikle, the author of ‘Tuning Up’, a book about improving performance and reducing stress in advertising and marketing. This chat will be particularly interesting for you if you're finding the pressure and stress of working in an agency unmanageable, or you're responsible for creating positive agency environment in which your team can thrive.
What's wrong with agency new business and how to fix it, with Benjamin Dennehy
Welcome to Episode 95. This episode is particularly relevant for you if you’re responsible for agency new business. I'm joined by Benjamin Dennehy, UK's Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.
How agency leaders can help account managers to grow existing client business, with Jenny Plant
Welcome to episode 94. This episode is for agency leaders who are supporting their account manager to grow the existing client business.
Account managers need to know this about client budgets
Results of a study have come out called "Building trust and revenue with existing clients". The Jan 2023 study was US-based so if you have US clients, you’ll find this compelling. But even if you don’t, hopefully it’ll make you think about your client’s budget.
What are the legalities of using AI for agencies?
Many agencies are using generative AI tools but some are concerned about:Client confidentiality i.e. anything you feed into a an AI tool relating to your clientCopyright and ownership (of inputs or outputs)Contractual agreements and AI policies
A creative director's perspective on account management, with Joey Tackett
Welcome to episode 93. If you’re working in creative agency account management you know how essential it is to have a positive relationship with your creative director built on trust.
