5 steps to keeping and growing existing client accounts for agencies – a guide to being more proactive
Account Kickstarter
A self-directed online programme for agency owners and account management leaders. It is a step-by-step methodology to transform the way of interacting with clients and managing relationships to ensure you are taking the right actions to retain and grow the accounts.
It’s particularly beneficial for those who haven’t received much, if any, sales training and who are looking to adopt a non-salesy, authentic way to grow accounts.
By the end of this course, you’ll know how to:
Spend your time on the right growth opportunities.
Not all accounts have growth potential but some of the client individuals are well connected and will support us to find growth opportunities.
Take the right actions that lead to account growth.
If we want to do more business with our clients and keep them for longer it’s important they see us as bringing greater value and not as reactive order takers.
Ask for referrals without jeopardising relationships.
Everyone knows we should be asking for referrals from existing clients but when the relationship isn’t that strong, how do you ask and not appear desperate?
Ask the right questions.
If we’re asking ‘how can we sell more to this client?’ we’re approaching it from the wrong angle.
Jenny Plant - Founder, Coach & Trainer
Jenny left Publicis LifeBrands (global healthcare communications agency) as General Manager in 2010 to start Account Management Skills Ltd, a training company dedicated to helping agency account management teams retain and grow existing client relationships.
Jenny’s career in account management spans 30 years and includes agency acquisition management, relationship audits for agencies and agency board advisor. She also worked client-side in marketing for a pharmaceutical company in Barcelona, Uriach, and Iberia Airlines in London.
Jenny has worked for many independent agencies as well as network agencies such as WPP and Havas.
Jenny spent three years as a student of Sandler sales training and has a CIM Diploma in Marketing and BTEC Diploma in Business & Finance. She is an Everything DISC (R) Authorised Partner.
Jenny hosts the podcast “Creative Agency Account Manager” dedicated to helping agency account managers improve their account management skills.
