Calendar

Price £370.00 excl. VAT
Member Price £305.00 excl. VAT

This is the second part of a two-day training event that gives directors, potential directors and senior account handlers the essential commercial and business management skills.

This second day helps delegates to understand the key factors involved in winning, managing and growing client accounts profitably.  It examines the factors affecting client profitability and how to monitor and control them.  The session aims to provide senior account handlers with the skills necessary to ensure that their agency is properly paid for the work that it does.

How will attendees benefit

• Attendees will be able to optimise their firm's financial performance and maintain profitability even when the unpredictable happens
• Attendees will understand the different ways of managing time and fees to ensure that over-servicing is reduced (or eliminated entirely) and that better time management always leads to greater staff satisfaction and improved morale
• Attendees will be able to manage their clients and accounts effectively to ensure that they optimise profitability and growth opportunities
• Attendees' teams will enjoy greater clarity of purpose and higher satisfaction and their firms will grow faster and enjoy greater profitability

Who should attend

This course is aimed at senior management level who would like to gain commerical and business management skills.

What attendees will learn

• Growing existing clients/accounts - the 9 things we all forget to do!
• Winning new business - establishing a profitable basis
• Client contracts - what's important and what's not
• Negotiating the deal - a simple method to ensure optimum profitability
• Dealing with difficult client contract demands
• Maintaining a client service/profitability balance

Materials attendees will receive

Attendees will receive a copy of the full presentation.

About the trainer

Neil Backwith is a highly experienced business manager. He is a specialist in agency/consultancy management having spent 10 years as a client and then 22 years with Porter Novelli, rising from Account Manager to European CEO and Global Board Director. His focus on commercial skills is one which is rare in PR, directly linking agency profitability to strong time management. He is also a trained psychologist, author of the highly acclaimed book ‘Managing Professional Communications Agencies' and a Fellow of the Royal Society of Arts.