55 min listen
What agencies can learn from management consultancies about account growth
What agencies can learn from management consultancies about account growth
ratings:
Length:
50 minutes
Released:
Aug 27, 2021
Format:
Podcast episode
Description
Welcome to Episode 45. Today's chat with Richard Long, Director of Strategy & Communications at earthware will be particularly interesting for you if you're curious to understand how management consultancies operate versus agencies, and why they could potentially be posing a threat to your agency business.
This is going to be particularly relevant if you're working in healthcare communications, because Richard currently works for an independent healthcare digital agency, but was also working for a management consultancy where he was setting up the life science arm.
Richard shares insight into:
- how management consulting consultancies operate
- what a land and expand approach looks like
- and how you can differentiate yourself from any management consultancy that might be posing a threat to your client business.
He also shared some top tips from his many years working in account management. I hope you enjoy this chat with Richard.
If you're working in an agency account management role at any level, and you'd like a non salesy approach, to add more value to your clients and grow those existing accounts, then check out my Account Accelerator programme, starting again on 23rd September. If you'd like more details, drop me a line at jenny@accountmanagementskills.com and we can see whether it's right for you.
This is going to be particularly relevant if you're working in healthcare communications, because Richard currently works for an independent healthcare digital agency, but was also working for a management consultancy where he was setting up the life science arm.
Richard shares insight into:
- how management consulting consultancies operate
- what a land and expand approach looks like
- and how you can differentiate yourself from any management consultancy that might be posing a threat to your client business.
He also shared some top tips from his many years working in account management. I hope you enjoy this chat with Richard.
If you're working in an agency account management role at any level, and you'd like a non salesy approach, to add more value to your clients and grow those existing accounts, then check out my Account Accelerator programme, starting again on 23rd September. If you'd like more details, drop me a line at jenny@accountmanagementskills.com and we can see whether it's right for you.
Released:
Aug 27, 2021
Format:
Podcast episode
Titles in the series (100)
How to sell to existing and prospective clients, with Marcus Cauchi: Marcus Cauchi is probably one of the most well known salesman and sales trainers in the UK. I was fortunate enough to be trained by Marcus in the Sandler selling methodology and meeting him changed the course of my career as I suddenly realised selling skills could have been hugely beneficial when I started out in advertising in the 1990s. In this episode, Marcus shares with us: * What agencies need to do to win new business * The metrics he uses to evaluate a new business team's effectiveness * Why asking questions to gather information is a waste of yours and your client's time * How agencies can manage the handover from their new business to account management team * How understanding human psychology can aid us in selling * The most overlooked area of account expansion agencies miss * The three myths agencies have bought into about selling.... ....and so many more nuggets of selling wisdom, you'll want to grab by Creative Agency Account Manager Podcast