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.
What to do when your client says they've found someone cheaper
An account director client of mine has been struggling with a client relationship.
What your clients don't tell you (part 2) with Carey Evans & Simon Rhind-Tutt
Welcome to episode 121. This is part two of a two-part interview with Simon Rhind-Tutt and Carey Evans, who are Co-Founders of Relationship Audits.
What your clients don't tell you (part 1), with Carey Evans and Simon Rhind-Tutt
I met Simon and Carey at Relationship Audits many years ago when I was working as client services director for Publicis life Brands. We were struggling with a client relationship, it was a very important client but it wasn't going well.
Three ways to trip up your account manager
The account manager's role is hard. Some argue it's the hardest in the agency.
How to productise your agency’s value, with Brian Kessman
In this chat, we talk about what it means to productize your agency's value.
Why time-based pricing doesn’t work for agencies, with Tim Williams
Welcome to episode 117. This episode about time-based pricing is going to be very relevant for you if you're responsible for pricing your agency's services.
Why do clients ditch agencies?
Is the agency business model holding account managers back?
Why agencies need to re-think project management, with Jack Skeels
This episode is for you if you are responsible for managing projects in an agency. This one could be quite controversial, but equally very enlightening because my guest is going to be potentially challenging your belief about the role of project management.
Why do your clients really buy your agency services?
Why do clients really buy your agency services? Most agencies want to understand what clients think. And it turns out prospective clients and existing clients are thinking different things.
Why selling to prospects and clients is different, with Tim Riesterer
If you're in agency new business or account management and responsible for contract renewals and account expansion, you're in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me.
How agencies stand out or die, with Gareth Healey
If you're a creative agency owner curious as to how agencies stand out, then Gareth Healey has written an entire book about it.
Why the account manager ‘permission line’ is stopping growth
In 2019 Gartner conducted a study to understand why account managers were ineffective in growing existing agency client business.
Why are account managers not cross selling and upselling during client meetings?
Why are account managers not cross selling and upselling during client meetings?
From laptop business to multi million dollar agency, with Jarrod Lopiccolo
Jared Lopiccolo, CEO & Co-Founder of Noble Studios, built his agency from a single laptop to a multi million dollar agency. He shares some insight into what it took to achieve that growth and also his advice for other agency owners who may want to do the same thing.
How to win without pitching, with Shannyn Lee
Welcome to episode 112. This episode will be particularly valuable for you if your job at the agency is winning new business and you'd like to know how to do that without having to go through a costly pitch process.
The importance of documenting your client results as a creative agency account manager
Recently, I chatted to Tim Riesterer, Chief Strategy Officer at Corporate Visions. We discussed the importance of demonstrating to clients the results you're achieving for them at three levels. Tim calls this the 'triple metric'.