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Account Service

Put the Client at the Center

Put the Client at the Center

Second Wind
3/21/2019

Many agencies run afoul of clients by failing to put the client at the center of agency interactions. The most successful agency-client relationships reflect a ...

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The Client Feedback Meeting

The Client Feedback Meeting

Tony Mikes
3/13/2019

Conducting regular client feedback meetings can help your agency maintain good relations with clients. Do this at least once a year, or more often for ...

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Feel, Felt, Found

Feel, Felt, Found: The Simplicity of Selling

Deborah Budd
2/20/2019

Pitching and making presentations can be the most intimidating part of working in the ad agency and design business. You can have great confidence in ...

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Taking the Pulse of Your Client Relationships

Taking the Pulse of Your Client Relationships

Deborah Budd
2/20/2019

Talking with agencies every day, we sometimes see a singular focus on one particular agency strength over all others. Some agencies focus on the creative ...

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Why Ghosting Is a Terrible Business Practice

Why Ghosting Is a Terrible Business Practice

Deborah Budd
1/21/2019

I despair of the lack of basic etiquette in today’s business world. It’s not just that people are so screen-obsessed that they no ...

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How Much Teamwork is Too Much?

How Much Teamwork Is Too Much?

Deborah Budd
1/8/2019

Delivering excellent client service is a critical commitment for successful ad agencies and marketing firms. But we heard recently from an agency principal that his ...

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Most Read of 2018

The Most Read Second Wind Articles of 2018

Second Wind
12/31/2018

In our end-of-year review, we checked to see which articles attracted the most readers last year. Here are the topics that received the most clicks ...

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Blocking Great Creative

Are Your Account Executives Blocking Great Creative?

Beth James
12/18/2018

Agency creative people are in a never-ending quest to make the work more enticing, more appealing, and, well, more creative. Each client job or project ...

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Clients from hell?

Clients from Hell? We Got ‘Em

Deborah Budd
11/15/2018

Do all industries include at least some “clients from hell”? Apparently so. The Twitter feed Clients From Hell (@clientsfh) asked followers if any specific industries ...

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AEs Spread Too Thin

Are Your Account Executives Spread Too Thin?

Deborah Budd
10/24/2018

We have a question for all account supervisors, directors of account service and agency principals: Do you know what your account service people must do ...

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E-Danger

E-Danger: The Risks of Relying Solely on Email for Client Contact

Second Wind
10/1/2018

It’s an email world. Once upon a time, we wrote letters to clients, or held lengthy phone conversations, or sat in regular meetings to ...

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Do AEs Know How to Measure Their Productivity?

Do AEs Know How to Measure Their Productivity?

Deborah Budd
7/26/2018

At a recent Certified Account Executive College meeting, Second Wind COO and seminar moderator Laurie Mikes asked attendees how many knew how “billable” they were ...

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Stronger Client Relationships

Nine Tactics for Building Stronger Client-Ad Agency Relationships

Deborah Budd
7/12/2018

Thirty years ago, our founder Tony Mikes started Second Wind with the goal of helping small ad agency owners gain valuable skills to help them ...

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Billing Standards and Practices

Why You Need an Agency Billing Standards and Practices Guide

Deborah Budd
6/7/2018

Many of you are married or in long-term relationships. Think about the last big fight you had with your spouse. We’d bet even money ...

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B2B Sales Cycle Longer, More Touches Between Lead and Sale

Second Wind
5/30/2018

Ad agencies assisting companies in the business-to-business category may be aware that their clients are fighting to close sales. New data suggests that the purchase ...

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Woo Your Clients Like New Business Prospects

Woo Your Clients Like New Business Prospects

Deborah Budd
4/12/2018

Be honest. If I ask you to quantify your relationship with your longest-held client account, which of the following would best describe your working relationship ...

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Ten Steps to Onboarding a New Client

Ten Steps to Onboarding a New Client

Tony Mikes
3/29/2018

One of the most important things an agency can do is to onboard a new client properly.  In our opinion, client longevity increases dramatically in ...

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