Client development is a vital skill that can have a massive impact on agency growth. However, there often tends to be a greater focus on the more expensive business of winning new clients.
So how can you retain and grow your existing clients?
Client development is based upon similar principles to new business, but the tactics are more subtle. It’s about selling without appearing to sell. It also requires a systematic, focussed approach.
At this half-day workshop with DBA Expert Jonathan Kirk, you'll explore how client development can be integrated into your client service approach, rather than used as a bolt on. You'll look at the most meaningful ways to communicate with clients, and how to develop this into a joined up client servicing plan.
From the evidence of hundreds of client interviews, this workshop will reveal how clients view agency ambition and attempts to develop business, and where some of the pitfalls and opportunities lie. In effect, it will look at what really works in client development and explore where and how you should apply your efforts for best effect.
You will learn:
- How important effective client development is to growing your business and the huge difference it can make
- How to conduct client development in an empathetic, added value manner, rather than as an intrusive sales process
- How to develop a defined approach to client development, as well as plans that are specific to particular clients
- How to make client development part and parcel of client service
- Practical tips and techniques, do’s and don’ts
- From a client perspective, what works and what can misfire - feedback from hundreds of client interviews conducted on behalf of agencies
‘An enjoyable, interactive and informative workshop that's given us ideas for new and different ways to approach client relationships.’ Stewart Hodgson, Director, Fabrik Brands
‘A worthwhile use of an afternoon that left me raring to get back to the office to put the techniques and tips in place.’ Nicky Bowes, Director, Incorporate Design
'A great opportunity to gain knowledge of the industry first hand from someone with lengthy and varied experience.' Beck Hanson, Account Director, Elmwood
'A beneficial and worthwhile afternoon that will impact our business development.' Owen Turner, Owner/Creative Director, United by Design
'Opened my eyes to the areas we oversee on a day-to-day basis that would give insight & build relationships with our clients.' Sophie Harris, Account Manager, Elmwood
Up to the Light advises a wide range of agencies regarding all aspects of business improvement and growth. The consultancy challenges some of the ingrained assumptions that exist in our industry and offers more effective, insight-led advice.
Jonathan is unusual amongst consultants in the level of contact that he has with clients. Up to the Light is the leading provider of Client Surveys to the UK design industry and publishes the annual 'What Clients Think' report, supported by the DBA. This year's report is based on 420 client interviews conducted on behalf of design agencies.
The consultancy also partners with agencies to provide brand positioning and brand strategy for end clients. Jonathan is continually involved at the sharp end presenting, pitching and delivering high profile strategic work for major brands. This is of huge benefit to all his clients.
His senior roles have included New Business Director of Fitch, the global brand design group, and Business Development Director of Havas EHS, one of Europe’s largest direct response agencies. He is a member of the DBA's Experts Register and is a frequent conference speaker and trade press contributor.
Prices include VAT.
*DBA member traveller rate:
To make our workshops more accessible to those based outside London, we are offering a discount to individuals whose offices are located more than 60 miles from the DBA office (EC1V 9HX). If this includes you, please book using the rates above. We will then contact you to verify your postcode.
To see if your office is located more than 60 miles please click here.
When booking please provide the name of the person who will be attending the event - we will use this for their delegate badge and materials.
All DBA events and training courses are subject to standard terms and conditions which can be read in full here.
If you have any queries please email us at firstname.lastname@example.org or call 020 7251 9229.
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