MANAGING CLIENT RELATIONSHIPS A Modus Operandi for Sales, Marketing and Advertising Managers. Truly taking into consideration the needs of your clients is increasingly a competitive advantage. This is why client relationships management is so important to service industry companies. This is especially true for advertising agencies. But how do you establish strong relationships with your clients? How do you go about building on those relationships? This book first defines the major underlying concept of relationship management central to understanding clients: the Goodwill Reserve. From this concept, advices on managing client relationships, based on the advertising industry, are proposed: • The 15 rules of client relationship management; • Maintaining on-going client relationships; • Dealing with internal relationships; • Beginning new client relationships. And last, the 7 Deadly Sins of advertising agencies, the most common errors that destroy business relationships are unveiled.

MANAGING CLIENT RELATIONSHIPS A Modus Operandi for Sales, Marketing and Advertising Managers. Truly taking into consideration the needs of your clients is increasingly a competitive advantage. This is why client relationships management is so important to service industry companies. This is especially true for advertising agencies. But how do you establish strong relationships with your clients? How do you go about building on those relationships? This book first defines the major underlying concept of relationship management central to understanding clients: the Goodwill Reserve. From this concept, advices on managing client relationships, based on the advertising industry, are proposed: • The 15 rules of client relationship management; • Maintaining on-going client relationships; • Dealing with internal relationships; • Beginning new client relationships. And last, the 7 Deadly Sins of advertising agencies, the most common errors that destroy business relationships are unveiled.