Eight Ways to Get More Billings from Current Accounts:

Turning Projects into Programs

Second WindUniversity of Advertising

© 2010 Second Wind University of Advertising2

Course Description

This course presents eight specific methods to enable your agency to grow billings with current clients. Methods include meeting regularly with clients; beyond meetings - being a better listener; the importance of competitive information; integrating recommendations - turning projects into programs; integrating socially responsible and green marketing strategies; integrating social media; moving deeper into their sales process; and “minding the store” - keeping an eye on internal operations.

© 2010 Second Wind University of Advertising3

Why are current clients your most valuable… and profitable?

Fact: More business from a current client is about 20% more profitable than the first year of any new, new business.

© 2010 Second Wind University of Advertising4

Meet Regularly to Get Closer to Your Clients

© 2010 Second Wind University of Advertising5

Listen (Really Listen) to the Customers

Agency power lies in understanding the client’s customer

© 2010 Second Wind University of Advertising6

Know the Competition

© 2010 Second Wind University of Advertising7

Integrate Your Recommendations:Turning Projects into Programs

© 2010 Second Wind University of Advertising8

Greener Marketing…

Guiding Clients Toward Corporate Social Responsibility

© 2010 Second Wind University of Advertising9

Social Media Integration:

Entering the Conversation

© 2010 Second Wind University of Advertising10

Move Deeper into theClient’s Sales Process

© 2010 Second Wind University of Advertising11

Agency Operations:Make Sure You“Mind the Store”

© 2010 Second Wind University of Advertising12

Want to learn more?

Review a complete course description or enroll at:

www.univofadvertising.com

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About University of Advertising

Second Wind created the University of Advertising to provide on-demand training for agency professionals seeking to advance their advertising careers and become more valuable to their agencies. Since 1988, Second Wind has trained over 20,000 agency professionals and certified thousands through its highly recognized Certified Seminar series. Now, Second Wind is delivering this training right to your desktop.

© 2010 Second Wind University of Advertising13

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