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DESCRIPTION:\n\n\nAll agencies depend on building strong client relationsh
 ips but in practice this is often quite challenging.  Some relationships 
 click\, some don’t.  This 3.5 hour workshop offers a very rigorous analys
 is of all the ingredients that build a robust\, deep\, long-term connecti
 on with clients.\n\nWho is the course for?\nClient-facing staff in any ty
 pe of communications agency or consultancy.\n\nWhat’s covered?\nDevelopin
 g your antennae – doing an audit\nOne of the key themes of the workshop i
 s around developing your ‘antennae’.  Successful client-service managers 
 may have different styles\, but they all have antennae\, sharply tuned to
  any little detail that could affect the relationship.\n\nDuring the work
 shop\, participants audit the strengths and weaknesses in specific client
  relationships and develop a plan to strengthen them.\n\nBreaking down th
 e elements of the relationships\nThe workshop uses the Trust Equation\, w
 hich was developed by David Maister\, to analyse all the ingredients of t
 he relationship.\n\n\n\nPROCEDURAL RELIABILITY – Delivering when you say 
 you will. The processes and admin.\n\nPROFESSIONAL CREDIBILITY – The qual
 ity of the services you provide (strategy\, medical writing\, creative\, 
 digital thinking etc).  Your knowledge of the client’s world and business
 .\n\nINTIMACY – The connection you make with the client.  This is the mos
 t complex of the ingredients and the one I spend most time on.  It covers
  the importance of ‘active listening’ plus insights and behaviours that c
 an build trust to help the agency become a partner rather than a supplier
 \, and ensure the relationship is collaborative and not transactional.  I
  also cover mapping the client organisation\; building intimacy at all le
 vels.\n\nSELF-ORIENTATION – All of the above are undermined if the client
  feels the agency’s work is for its own benefit\, so here it is about not
 ing any watchouts e.g.\, forcing a process or approach on a client\, not 
 listening\, not following feedback etc.  Self-orientation is the exact op
 posite of intimacy.\n\n\n\n\n\n\n\nTestimonials\nThe course has been run 
 with staff from agencies in both the consumer and healthcare sectors – in
 cl. Page &amp\; Page\, Ovid Health\, Havas\, TBWA\, 11 London\, VCCP\, Mo
 ther\, Abbott Mead Vickers\, Carat\, MediaCom.\n\n“We’ve had very positiv
 e feedback about the training from everyone who attended.  It’s been very
  helpful”.\n\nStephen Page\, Founder\, Page &amp\; Page\n\n“We run it sev
 eral times a year because it gets great feedback”.\n\nLouise Mossman\, He
 ad of L&amp\;D\, Havas\n\n“Thank you so much for the session yesterday.  
 We had a little team pub outing afterwards and everyone was really raving
  about it – really appreciated your perspective and style.  We’re all set
  to apply this methodology to the other clients on our roster – lots of w
 ork still to be done”.\n\nJasmine Portman\, Account Director\, Creature\n
 \n“The structure of the audit has already pinpointed areas for improvemen
 t that my colleagues and I are discussing”.\n\nAccount Director\, Wunderm
 an Thompson\, via IPA Training\n\n“Really informative and useful with lot
 s of takeaways\, which I’m looking forward to implementing”.\n\nAccount M
 anager\, Mother via IPA Training\n\n“Thanks for the very inspirational se
 ssion. It kick-started many thoughts and ideas on how to approach the way
  we work with our clients internally\, and how we can use it to utilise o
 ur client potential.  I will definitely start to implement some of the to
 ols from the ‘Antennae audit’ into my work”.\n\nClient Director\, Everlan
 d Copenhagen\n\nAll of our courses can be run virtually or face-to-face. 
 We also offer bespoke prices for in-house or larger groups\, as well as l
 unch and learns. To find out more on this and get a quote\, please get in
  touch with alexandra.moore@pmsociety.org.uk\n\n\n
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SUMMARY:\n\n\nAll agencies depend on building strong client relationships 
 but in practice this is often quite challenging.  Some relationships clic
 k\, some...
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