Account Management & Strategy Training

Which training program are you registered for?
	Organic Growth
What is your name?
	Matt Marion
What is your role?
	Client Services/Account Management
What accounts do you work on?
	PIMCO
What is the primary function of your agency?
	Advertising
What is your staff size nationally?
	26-75
What is your agency ownership structure?
	Owned by a holding company
What are the top 5 services your agency most often provides its clients?
	Account, Creative, Strategy, Production, Media
On a scale of 1 - 10, how well does your agency consistently use a refined and methodical strategic process for all your work with clients? (10 = we are consistently strong here)
	8
On a scale of 1 - 10, how well are your presentations driven by a new and unexpected strategic consumer insight vs. a predictable consumer insight? In other words, how well do you always have something brand new to share about the client's target audience? (10 = we are consistently strong here)
	6
How would you define a Consumer Insight?
	A universal truth about consumers (that should be highlighted in messaging to reach the them).
On a scale of 1 - 10, how well does the logic of a typical client presentation set up the program with an irrefutable logic trail? (10 = we are consistently strong here)
	8
On a scale of 1 - 10, how well do your presentations provide a new and unexpected creative/concept/program/tactical idea? (10 = we are consistently strong here)
	7
On a scale of 1 - 10, how well does your team understand and communicate the business impact of your recommendations? (10 = we are consistently strong here)
	9
Overall (and as you consider the questions above), what most holds back the effectiveness of your client presentations?
	Limitations for what clients can achieve internally.
When you consider your clients, what do they need but are not getting from your agency? In other words, do you see any missed opportunities in terms of fulfilling unmet client needs? This is not meant to be negative, but instead to have you consider the agency from a "client need" perspective.
	Clients have unrealistic timing expectations for media planning,
What are the biggest challenges your agency experiences with Organic Growth?
	Limitations regarding what clients can achieve internally.
In the year ahead, what are the three most significant trends you expect to see in terms of how clients will be working with agencies?
What are the three biggest mistakes clients make in getting the best work from agencies on a day-to-day basis and competitive reviews/RFPs?
In the year ahead, what are the top three reasons clients will fire an agency?
What is the biggest mistake agencies make in servicing their clients?
	Too reactive, don't get out ahead enough and lead the client
Any final thoughts for us as we complete the planning for your upcoming training?
	I hope to gain some insight/new ideas on how to effectively build relationships/trust with client accounts (particularly large corporations that face a lot of red tape and internal bureaucracy) in a way that positions us for growth within that account...i.e. our day to day contact is not threatened with us wanting to talk to their boss to expand our work...and they are more willing to trust us to do strategic work vs. supporting them from an executional standpoint.