Client development is more subtle. It’s about selling without appearing to sell. It also requires a systematic, focussed approach.
This workshop will explore the most meaningful ways to communicate with clients and how these can be developed into a joined up plan. It will look at how client development can be integrated into your client service approach, rather than used as a bolt on. From the evidence of hundreds of client interviews, the workshop will also 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 where and how you should put your efforts for best effect.
What you will learn:
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How important effective client development is to growing your business and the huge difference it can make.
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Ideas for how to conduct client development in an empathetic, added value manner, rather than as an obtrusive sales process.
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How to develop a defined approach to client development, as well as action plans that are specific to particular clients.
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How to make client development part and parcel of client service.
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Practical tips and techniques, do’s and don’ts.
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From a client perspective, what works and what can misfire.
Speaker
Jonathan Kirk
Jonathan Kirk is the founder of Up to the Light (www.uptothelight.co.uk). The consultancy helps agencies to develop their businesses through an approach that challenges ingrained assumptions and offers more effective, insight-led thinking. His previous senior roles have included Business Development Director of Fitch, the global brand design group, and New Business Director of EHS Brann, one of Europe's largest direct marketing/direct response agencies. Jonathan is a frequent conference speaker and contributor to the creative industry trade press, and is a member of the DBA’s Experts Register.
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Venue: |
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Coolpink - Morningwood, Bramley Grange, Skeltons Lane, Off Thorner Lane, Thorner, Leeds, West Yorkshire, LS14 3DW |
