{"product_id":"agency-account-handling-isbn-9780470871591","title":"Agency Account Handling","description":"Agency Account Handling strives to distinguish between good account handling and great account handling.\u003cbr\u003e This book will help you understand the wider picture of client servicing, give you satisfied customers and allow you to go home at night with a smile on your face. In reality it may not avoid all the 'blood, sweat and tears' but it will certainly reduce them to a manageable level.\u003cbr\u003e Good account handlers know instinctively most of the principles associated with effective client servicing. What results in great account handling is the difference an individual makes, all those little agency touches that add up to a competitive advantage and, essentially, the decision by an individual to concentrate on the right mix of priorities which will produce the most effective results.\u003cbr\u003e It should inspire people to strive for satisfied clients, fulfilled professional lives and strong client service departments.\u003cbr\u003e \"This book is a beacon for account handlers, giving insight, confidence and experience, whether you read it cover to cover or dip into relevant sections.\u003cbr\u003e It shines a light on the path to success for burgeoning careers and wily old dogs alike.\"\u003cbr\u003e --Steve Aldridge, Creative Partner, Partners Andrews Aldridge\u003cbr\u003e \"Indispensable! A soup-to-nuts analysis of all aspects of account management. A must for any ambitious account handler, from any discipline, who wants to further their career.\"\u003cbr\u003e --Suki Thompson, Managing Director, The Haystack Group\u003cbr\u003e \"There is much to recommend Mike's book. First, it fills a gap in the market. I haven't come across anything on great account handling practice, previously. Second, it has terrific depth and breadth. But what makes Mike's book really special is that it is a book to learn from. Having worked with Mike a lot over the last five years I know that he knows his stuff. What I hadn't realised is that he has a rare gift for imparting his stuff in the infectious way that is a pleasure to learn from.\"\u003cbr\u003e --Malcolm White, Executive Planning Director, Euro RSCG London \u003cp\u003ePREFACE xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 CHOOSING AN AGENCY 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparing for the Search as a Candidate 4\u003c\/p\u003e \u003cp\u003eWhy Do You Want to Leave? 4\u003c\/p\u003e \u003cp\u003eWhat Do You Enjoy\/Dislike about Your Job? 5\u003c\/p\u003e \u003cp\u003eWhat Sort of Person Are You at Work? 5\u003c\/p\u003e \u003cp\u003eWhat Sort of People Do\/Don’t You Get on With? 6\u003c\/p\u003e \u003cp\u003eWhat Do You Think of Your Current Agency Culture and Style? 7\u003c\/p\u003e \u003cp\u003eWhere Do You Want to Be in Five Years’ Time? 7\u003c\/p\u003e \u003cp\u003eWhat Position Are You Looking For? 7\u003c\/p\u003e \u003cp\u003eHow Have You Made a Difference in Your Current Job? 8\u003c\/p\u003e \u003cp\u003eWhat Type of Agency Environment Are You Looking For? 8\u003c\/p\u003e \u003cp\u003eHow to Work with a Recruitment Consultant 9\u003c\/p\u003e \u003cp\u003eAs an Employer 9\u003c\/p\u003e \u003cp\u003eAs a Candidate 11\u003c\/p\u003e \u003cp\u003eHow to Prepare Yourself Mentally and Physically for the Interview 12\u003c\/p\u003e \u003cp\u003eBefore the Interview 12\u003c\/p\u003e \u003cp\u003eDuring the Interview 13\u003c\/p\u003e \u003cp\u003eAfter the Interview 15\u003c\/p\u003e \u003cp\u003eHow Agencies Could Improve Their Interview Process 15\u003c\/p\u003e \u003cp\u003eBefore the Interview 16\u003c\/p\u003e \u003cp\u003eThe Interview 17\u003c\/p\u003e \u003cp\u003eUnacceptable Questions 19\u003c\/p\u003e \u003cp\u003eSelecting a Candidate 20\u003c\/p\u003e \u003cp\u003eMaking an Offer 20\u003c\/p\u003e \u003cp\u003eSelecting an Agency 20\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 STARTING TO WORK WITH A NEW CLIENT TEAM 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow the Agency Can Ease the Induction Process 26\u003c\/p\u003e \u003cp\u003eNot so Unusual First-Day Howlers 29\u003c\/p\u003e \u003cp\u003eStarting off on the Right Foot 29\u003c\/p\u003e \u003cp\u003eDoing Homework on Your New Client(s) 29\u003c\/p\u003e \u003cp\u003eYour First Few Weeks 30\u003c\/p\u003e \u003cp\u003eGetting Organized 32\u003c\/p\u003e \u003cp\u003eHow You Can Help Your Team and Clients to Work with You Better 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 THE DAY-TO-DAY RELATIONSHIP 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Clients Want 44\u003c\/p\u003e \u003cp\u003eManaging the Client Relationship during Campaigns 49\u003c\/p\u003e \u003cp\u003eProducing an Effective Creative Briefing 51\u003c\/p\u003e \u003cp\u003eCreative Presentations to Clients 54\u003c\/p\u003e \u003cp\u003eManaging Problems with a Creative Concept 58\u003c\/p\u003e \u003cp\u003eMoving Concepts Effectively to Campaign Execution 60\u003c\/p\u003e \u003cp\u003eEffective Campaign Communication with Internal Departments and Clients 62\u003c\/p\u003e \u003cp\u003eWorking with the Creative Product 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 CLIENT SATISFACTION 69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Value of Focusing on Client Satisfaction 70\u003c\/p\u003e \u003cp\u003eCustomer Orientation 71\u003c\/p\u003e \u003cp\u003eInstituting a Satisfaction Review Process 75\u003c\/p\u003e \u003cp\u003eImproving Satisfaction through Performance 79\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 MASTERING THE MOMENT 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManaging Difficult Situations 84\u003c\/p\u003e \u003cp\u003eExploiting Excellent Situations 94\u003c\/p\u003e \u003cp\u003eExtending the Honeymoon Period 94\u003c\/p\u003e \u003cp\u003eExtending the Success of a Campaign 95\u003c\/p\u003e \u003cp\u003eImproving Your Presentations 95\u003c\/p\u003e \u003cp\u003eGetting Involved in Pitches 98\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 LOOKING AFTER YOURSELF 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBeing the Master of Your Own Destiny 106\u003c\/p\u003e \u003cp\u003eSetting Your Own Goals 109\u003c\/p\u003e \u003cp\u003eEnhancing Your Performance Appraisal Process 110\u003c\/p\u003e \u003cp\u003eHow an Agency Can Maximize Personal Career Development 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 TAKING CARE OF THE FINANCES 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Principles of Running Campaigns Cost-Effectively 129\u003c\/p\u003e \u003cp\u003eCampaign Budgeting 131\u003c\/p\u003e \u003cp\u003eSecuring Costs from Third Parties 134\u003c\/p\u003e \u003cp\u003ePreparing an Estimate 134\u003c\/p\u003e \u003cp\u003eMonitoring Costs 137\u003c\/p\u003e \u003cp\u003eInvoicing the Client 138\u003c\/p\u003e \u003cp\u003eUnderstanding a Campaign Financial Report 140\u003c\/p\u003e \u003cp\u003eReconciling Campaign Financials 144\u003c\/p\u003e \u003cp\u003eUnderstanding an Account’s Financial Metrics 144\u003c\/p\u003e \u003cp\u003eAgency Profit and Loss 144\u003c\/p\u003e \u003cp\u003eTime Utilization\/Billability 146\u003c\/p\u003e \u003cp\u003eWork-in-Progress Analysis 147\u003c\/p\u003e \u003cp\u003eDebtor Analysis 148\u003c\/p\u003e \u003cp\u003eBudgeting and Forecasting 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 STEPPING UP AND OUT 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSpotting Your Next Destination 154\u003c\/p\u003e \u003cp\u003eRemoving the Obstacles of Hard Work and Stress 158\u003c\/p\u003e \u003cp\u003eFive Myths about Hard Work 158\u003c\/p\u003e \u003cp\u003eManaging Stress 161\u003c\/p\u003e \u003cp\u003eEquipping Yourself Well 164\u003c\/p\u003e \u003cp\u003eMoving from Managing to Leading 167\u003c\/p\u003e \u003cp\u003eEPILOGUE 175\u003c\/p\u003e \u003cp\u003eREFERENCES 177\u003c\/p\u003e \u003cp\u003eUSEFUL INFORMATION SOURCES 179\u003c\/p\u003e \u003cp\u003eABOUT THE AUTHOR 181\u003c\/p\u003e \u003cp\u003eINDEX 183\u003c\/p\u003e  \u003cb\u003eMike Sims\u003c\/b\u003e is Client Services Partner at Partners Andrews Aldridge, London UK. He is responsible for agency resourcing and overall agency delivery to clients. He has worked in both big and small agencies and has been involved in all areas of account handling, heading large and small client services departments. Since his arrival at Partners they have become the first agency to secure Campaign Direct Agency of the Year, the DMA Grand Prix and Precision Marketing Agency of the Year at the same time.\u003cbr\u003e His sector experience covers automotive, telecoms, IT and financial services. He has worked on traditional and digital campaigns, consumer and b2b brands, and has led pan-European accounts.\u003cbr\u003e Prior to working in agencies he was a teacher and worked in training and development in the marketing industry. \u003ci\u003eAgency Account Handling\u003c\/i\u003e is a handbook for all account handlers. It is equally for the new recruit starting out on an agency career and for those account handlers who have been itching for some time to run an account. It is also designed for those heads of department who want to create environments where people can excel and client business can grow.  \u003ci\u003eAgency Account Handling\u003c\/i\u003e strives to distinguish between good account handling and great account handling.  \u003cp\u003eThis book will help you understand the wider picture of client servicing, give you satisfied customers and allow you to go home at night with a smile on your face. In reality it may not avoid all the 'blood, sweat and tears' but it will certainly reduce them to a manageable level.\u003c\/p\u003e \u003cp\u003eGood account handlers know instinctively most of the principles associated with effective client servicing. What results in great account handling is the difference an individual makes, all those little agency touches that add up to a competitive advantage and, essentially, the decision by an individual to concentrate on the right mix of priorities which will produce the most effective results.\u003c\/p\u003e \u003cp\u003eIt should inspire people to strive for satisfied clients, fulfilled professional lives and strong client service departments.\u003c\/p\u003e \u003cp\u003e\"This book is a beacon for account handlers, giving insight, confidence and experience, whether you read it cover to cover or dip into relevant sections.\u003cbr\u003e It shines a light on the path to success for burgeoning careers and wily old dogs alike.\"\u003cbr\u003e —Steve Aldridge, Creative Partner, Partners Andrews Aldridge\u003c\/p\u003e \u003cp\u003e\"Indispensable! A soup-to-nuts analysis of all aspects of account management. A must for any ambitious account handler, from any discipline, who wants to further their career.\"\u003cbr\u003e —Suki Thompson, Managing Director, The Haystack Group\u003c\/p\u003e \u003cp\u003e\"There is much to recommend Mike's book. First, it fills a gap in the market. I haven't come across anything on \u003cu\u003egreat\u003c\/u\u003e account handling practice, previously. Second, it has terrific depth \u003cu\u003eand\u003c\/u\u003e breadth. But what makes Mike's book really special is that it is a book to learn from. Having worked with Mike a lot over the last five years I know that he knows his stuff. What I hadn't realised is that he has a rare gift for imparting his stuff in the infectious way that is a pleasure to learn from.\"\u003cbr\u003e —Malcolm White, Executive Planning Director, Euro RSCG London\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988706017509,"sku":"NP9780470871591","price":85.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470871591.jpg?v=1761781265","url":"https:\/\/k12savings.com\/products\/agency-account-handling-isbn-9780470871591","provider":"K12savings","version":"1.0","type":"link"}