The Art of Client Service: The Classic Guide, Updated for Today’s Marketers and Advertisers

291 Pages·2016·1.23 MB·English

by  Robert Solomon

“Asayoungstrategicclientserviceprofessionalwho’sworkedinboth
theUnitedStatesandAustralia,thisbookismyadvertisingbible.It’s
the real deal—if you are working in advertising and want to know
howitallworks,thisisallyouneedtoread.”
JessNorton
IntegratedAccountManager
TheMarkAgency
Canberra,Australia
“As a manager of a young client services team, this book is key. At
IMPACT, we’ve made it a must-read for all of our new hires and it
feelslikewereferenceitdaily.”
BobRuffolo
FounderandCEO
IMPACTBranding&Design
\Wallingford,CT
“TheArtofClientServiceisthefirstbookwegivetonewemploy-
ees on how to approach account management. Robert takes what
has become increasingly complex and translates it into actionable
stepsthathelpagenciesgetbetteratservingclients.
DrewHimel
FounderandCEO
PCR
Jacksonville,FL
“Over the years, I have handed out Robert’s book as encourage-
menttoaccountpeoplewhoneededabitofcoaching.Theyalways
thanked me for taking an interest in their careers. Creative people
found it equally insightful and wanted their own copies. With this
newedition,I’llbeadvancingalotmorecareers.”
RichardEber
CreativeGuy
O2kl
NewYork,NY
FormerExecutiveCreativeDirector
MRM
“Over the past decade, the discipline of account management has
comeunderfireasneverbefore.Externally,clientssometimesques-
tionitsvalue,andinternally,accountmanagersfighttoovercomethe
perception being order takers. The Art of Client Service shows
how this critically important function can become more valuable
thaneverbefore,andhowclientserviceprofessionalscaneffectively
evolve beyond the roleof agency–client liaison to become proactive
leaders of marketing initiatives. For years Robert Solomon’s book
has set the standard for developing a successful career in engage-
mentmanagement,andthisneweditionaddscrucialnewskillsand
principlesneededtosucceedinthetwenty-first-centuryagencyenvi-
ronment.”
TimWilliams
Founder,IgnitionConsultingGroup
Author,PositioningforProfessionals
SaltLakeCity,UT
“Robert explains simply the complex issues of client relationship
management with insight, practical advice, and humor—making it
a must-read for all in the marketing communication profession and
foranyoneaspiringtodemonstrateleadership.It’swhyitisrequired
readingforallofmyuniversitystudents.”
SallyWebster
SeniorLecturer
PublicRelationsandOrganizationalCommunication
VictoriaUniversity
Melbourne,Australia
“The Art of Client Service is the first thing that people receive
uponjoiningmyteam;it’stheclosestthingweaccountpeoplehave
toaBible.”
JamieBryan
ExecutiveDirector,ClientServices
DeepFocus
NewYork,NY
“Asanagencyowner,Icontinuallyseekinspiring,relevantresources
tohelpmotivate,train,andguidemyteam.Roberthasamasteryof
clientservice,andpresentsideasnotjusttheoretically,butinmean-
ingful,actionablewaysthatdirectlyimpactourday-to-daybusiness.
TheArtofClientServiceisforanyonewhovaluestheoftenover-
looked skill of developing, growing, and sustaining successful client
relationshipsregardlessofagencysizeorlocation.”
ToniO’Berry
Principal
O’Berry|Collaborative
Bozeman,MT
“Thereareonlyahandfulofbooksinmybusinesslibrarythatseem
togetbetterwithage.RobertSolomon’sTheArtofClientService
isoneofthem.Aninstantclassicwhenitwasfirstreleased,Solomon
continuestobuildonTheArtofClientService’susefulness,time-
liness,andimportancewitheachpassingedition.It’sa“must-read”
for anyone involved in a client-facing business … and let’s face it,
we all are. If you are an advertising agency account manager or
account executive, I highly recommend not only reading, but also
living,everythinginthisbook.”
KenOhlemeyer
SeniorAccountManager
BrightonAgency
St.Louis,MO
“For ad agency account managers, Solomon’s book defines what
it takes to be really great at the job. Great stories combined with
relevantexamplesthatgototheabsoluteheartofclientservice.”
RoderickEnglish
MarketingCommunicationsConsultant
AdjunctProfessor
CanisiusCollege
Buffalo,NY
“Robert has crystallized for our industry a fundamental truth: that
relationships of trust allow great work to flourish, but great work
aloneisneverenough.”
DavidHerrick
President,U.S.
Cohn&Wolfe
NewYork,NY
“The one constant in the constantly changing agency business,
including digital, is client service. Robert Solomon has been the
authority on client service for many years and The Art of Client
Service has become a must-read for both newbies and veterans.
Hislatesteditionevenincludesatacticalprimerthatwillmakeany
agencyprofessionaljustthatmuchbetter.”
DavidVining
VicePresident,CorporatePartnerships
CoreNetGlobal
Atlanta,GA
“This edition of The Art of Client Service provides an essential,
detailed roadmap to successfully manage accounts, ensuring that
clientsandagenciesprosper.”
MikeSlosberg
Co-founder,ChiefCreativeOfficerEmeritus
Digitas
NewYork,NY
“The Art of Client Service helped us figure out how to transi-
tion from one-off, project engagements to long-term, stable client
relationships. The book helped us understand what such relations
should feel like, and I used it as a guide to build our client services
practiceandcastleadershipfortheagency.”
IvanTodorov
ChiefExecutiveOfficer
BLITZ
LosAngeles,CA
“A timely treatise of timeless wisdom. Robert Solomon writes with
inspiringclarity.”
TomSebok
ExecutiveVicePresident
BBDOWorldwide
NewYork,NY
“TheArtofClientServiceintroducedmetoclientservicewhenI
was in school, guides me now as I learn my craft, and continues to
serveasanessentialsourceofcounselasIprogressinmycareer.”
DerekHickey
SeniorAccountExecutive
Area23
NewYork,NY
ART
E
H
T
OF CLIENT SERVICE
THE CLASSIC GUIDE
THIRD EDITION
ROBERT SOLOMON
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