{"product_id":"the-art-of-client-service-the-classic-guide-updated-for-todays-marketers-and-advertisers-hardback-9781119227823","title":"The Art of Client Service; The Classic Guide, Updated for Today's Marketers and Advertisers (Hardback) 9781119227823","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Art of Client Service\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eThe Classic Guide, Updated for Today's Marketers and Advertisers\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eRobert Solomon (Author), Ian Schafer (Foreword by)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119227823, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 22 April 2016\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e288 pages\u003cbr\u003e21.8 x 14.7 x 3 cm, 0.408 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003eA practical guide for providing exceptional client service\u003c\/b\u003e \u003cp\u003eMost advertising and marketing people would claim great client service is an elusive, ephemeral pursuit, not easily characterized by a precise skill set or inventory of responsibilities; this book and its author argue otherwise, claiming there are definable, actionable methods to the role, and provide guidance designed to achieve more effective work. \u003c\/p\u003e\n\u003cp\u003eWritten by one of the industry's most knowledgeable client services executives, the book begins with a definition, then follows a path from an initial new business win to beginning, building, losing, then regaining trust with clients. \u003c\/p\u003e\n\u003cp\u003eIt is a powerful source of counsel for those new to the business, for industry veterans who want to refresh or validate what they know, and for anyone in the middle of the journey to get better at what they do.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword xix\u003c\/p\u003e \u003cp\u003eIntroduction xxiii\u003c\/p\u003e \u003cp\u003eChapter 1 What Makes Great Client Service? 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One How To Be Great With Clients\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 Account Management’s Role 9\u003c\/p\u003e \u003cp\u003eChapter 3 Achieving the Next Level 13\u003c\/p\u003e \u003cp\u003eChapter 4 Transforming a Career into a Calling 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two Winning New Business For Your Agency\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 New Business: What It Is, Why It Is Important, and Why You Should Give a Damn 19\u003c\/p\u003e \u003cp\u003eChapter 6 How to Contribute Before, During, and After Pitch Day 25\u003c\/p\u003e \u003cp\u003eChapter 7 Getting to Yes 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Beginning A Client Relationship \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 In a High Tech World, Be Low Tech 47\u003c\/p\u003e \u003cp\u003eChapter 9 What Success Looks Like 51\u003c\/p\u003e \u003cp\u003eChapter 10 Always Manage Client Expectations from the Outset 53\u003c\/p\u003e \u003cp\u003eChapter 11 Be Multilingual 57\u003c\/p\u003e \u003cp\u003eChapter 12 Live the Client’s Brand 59\u003c\/p\u003e \u003cp\u003eChapter 13 Ask, “What Do My Colleagues Need to Create Great Advertising?” Then Deliver It 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four How To … \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 14 Run a Meeting 65\u003c\/p\u003e \u003cp\u003eChapter 15 Brief a Colleague 71\u003c\/p\u003e \u003cp\u003eChapter 16 Write a Conference Report 73\u003c\/p\u003e \u003cp\u003eChapter 17 Perfect the Perfect Scope of Work 77\u003c\/p\u003e \u003cp\u003eChapter 18 Craft That Schedule You Need to Create 89\u003c\/p\u003e \u003cp\u003eChapter 19 Build a Better Budget 93\u003c\/p\u003e \u003cp\u003eChapter 20 Draft a Letter of Proposal 101\u003c\/p\u003e \u003cp\u003eChapter 21 Create a PowerPoint Presentation 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Five Formulating the Brief That Drives Great Creative \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 22 Take the Word Brief Seriously 119\u003c\/p\u003e \u003cp\u003eChapter 23 What Makes a Brilliant Brief? 125\u003c\/p\u003e \u003cp\u003eChapter 24 In Writing the Brief, Provide the Client’s Perspective 133\u003c\/p\u003e \u003cp\u003eChapter 25 Know When to Look It Up; Know When to Make It Up 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Six Establishing Trust With Clients\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 26 Great Work Wins Business; a Great Relationship Keeps It 143\u003c\/p\u003e \u003cp\u003eChapter 27 Client Presentations Are as Important as New Business Presentations 145\u003c\/p\u003e \u003cp\u003eChapter 28 Always Ask, “Does This Advertising Pass the ‘So What’ Test?” 149\u003c\/p\u003e \u003cp\u003eChapter 29 Don’t Fall in Love with Good Work; Don’t Fall for Bad Work 151\u003c\/p\u003e \u003cp\u003eChapter 30 Choice Is Good 155\u003c\/p\u003e \u003cp\u003eChapter 31 Fight About the Work with Colleagues; Fight for It with Clients 157\u003c\/p\u003e \u003cp\u003eChapter 32 Do Not Sell 161\u003c\/p\u003e \u003cp\u003eChapter 33 Bring Your Clients into the Process Early and Often 163\u003c\/p\u003e \u003cp\u003eChapter 34 Respect What It Takes to Do Great Creative 165\u003c\/p\u003e \u003cp\u003eChapter 35 Credit Is for Creative Directors 169\u003c\/p\u003e \u003cp\u003eChapter 36 We Are Smarter Together Than We Are Alone 171\u003c\/p\u003e \u003cp\u003eChapter 37 Judgment Overrides Any Rule 173\u003c\/p\u003e \u003cp\u003eChapter 38 Ideas Are the Currency We Trade in 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Seven Building Long-Term Client Relationships \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 39 Make No Commitment without Consultation 193\u003c\/p\u003e \u003cp\u003eChapter 40 Take on the Coloration of Your Clients; Do Not Compromise Your Character 197\u003c\/p\u003e \u003cp\u003eChapter 41 Never Forget It’s a Business 199\u003c\/p\u003e \u003cp\u003eChapter 42 Once a Client, Always a Client 201\u003c\/p\u003e \u003cp\u003eChapter 43 Going Rogue 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Eight How To Deal With Unhappy Clients  \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 44 Always Think Endgame 207\u003c\/p\u003e \u003cp\u003eChapter 45 No Surprises about Money or Time 209\u003c\/p\u003e \u003cp\u003eChapter 46 Deal with Problems Head-On 211\u003c\/p\u003e \u003cp\u003eChapter 47 If Things Go Wrong, Take the Blame 213\u003c\/p\u003e \u003cp\u003eChapter 48 What Happens When I Screw Up? 215\u003c\/p\u003e \u003cp\u003eChapter 49 Getting Fired 219\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Nine Regaining Client Trust \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 50 How Happy Clients Help You Gain New Ones 223\u003c\/p\u003e \u003cp\u003eChapter 51 Five Client Challenges to Agencies 225\u003c\/p\u003e \u003cp\u003eChapter 52 Five Client Service Principles to Believe In 233\u003c\/p\u003e \u003cp\u003eAcknowledgments: Remember To Say “Thank You” 243\u003c\/p\u003e \u003cp\u003ePostscript 245\u003c\/p\u003e \u003cp\u003eA Bunch of Books to Make You Better At What You Do 249\u003c\/p\u003e \u003cp\u003eAbout The Author 253\u003c\/p\u003e \u003cp\u003eIndex 255\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453453267224,"sku":"9781119227823","price":17.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119227823_197777.jpg?v=1785284651","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-art-of-client-service-the-classic-guide-updated-for-todays-marketers-and-advertisers-hardback-9781119227823","provider":"Freshly Printed Books","version":"1.0","type":"link"}