Strategic Advisor Mastery for Account Directors
Master Client Success: Equip Account Directors with Tools to Excel and Drive Client Growth
Any of this sound familiar?
Lack of Accountability: Are you noticing a reluctance among your team members to fully own client outcomes, resulting in a lack of proactive decision-making?
Poor Client Retention: Do you see your team struggling to maintain strong relationships with clients, leading to an increasing rate of client turnover?
Struggling with Strategic Conversations: Is your team finding it challenging to shift from operational day-to-day tasks to engaging in strategic discussions that drive long-term client success?
No Account Growth: Have you observed a stagnation in account growth, with your team missing opportunities for upselling or cross-selling that could benefit both the client and the agency?
Lack of Commercial Awareness: Are your team members struggling to understand broader market conditions and the business implications that these insights should have on their strategies?
No Managerial Experience: Are newer managers in your team lacking essential management skills, impacting their ability to lead effectively?
If these challenges sound familiar then our Strategic Advisor Mastery for Account Directors is the programme for your agency!
The programme is tailored specifically for Account Directors that are looking to take their skills and career to the next level.
Each workshop is hands on, with breakout sessions to work on putting what you have learnt into practical application. You will be expected to come prepared for each workshop and will be given optional (preferred) homework to complete by the end of the programme which will be reviewed and fed back by the trainers.
This ensures that you walk away with tangible outputs that you can implement straight away into your agency.
Numbers are limited to ensure plenty of opportunities to ask questions, and you will be paired with an accountability partner for each session. Each group will have a dedicated Slack channel providing opportunities to speak to fellow participants throughout the programme as well as having direct access to both trainers.
Programme Outline
Workshop 1: Setting Solid AD Foundations
Commercial Accumen
Gain clarity on how agency commercials drive profitability and growth.
Learn to forecast, scope, and manage resources effectively to maximise account profitability.
Client Services Processes
Discover practical frameworks to manage client services processes with precision.
Build a consistent and impactful onboarding process to set up clients for success.
Leverage best practices for scoping, estimating, and revenue recognition to enhance delivery and profitability.
Workshop 3: Building Strategic, Value-Driven Relationships
Elevate to a Strategic Partner
Learn how to move from tactical execution to value-driven strategic partnerships.
Develop a deep understanding of client needs through structured research and insights.
Strengthen Client Engagement
Expand your influence across senior stakeholders and decision-makers.
Conduct impactful QBRs and use client feedback to drive improvement and uncover opportunities.
Workshop 2: Selling with Confidence
Identify and Qualify Opportunities
Understand how to map stakeholders to tailor engagement and uncover decision-makers.
Gain strategies to spot upsell and cross-sell opportunities aligned with client needs.
Master the BANT framework to effectively qualify and prioritise opportunities.
Win New Work
Learn how to create compelling proposals that address client objectives.
Build confidence in pitches and discovery conversations to secure new business.
Workshop 4: Mastering Leadership Communication
Master Meaningful Client Conversations
Learn to actively listen, ask open-ended questions, and uncover explicit and implicit client needs.
Build rapport and adapt to different communication styles for deeper client connections.
Enhance Negotiation and Objection Handling
Gain strategies to confidently handle objections and turn them into opportunities.
Develop negotiation skills to create win-win scenarios and close deals effectively.
Workshop 5: Becoming a Growth Specialist
Create Strategic Growth Plans
Learn to build comprehensive account plans that identify, prioritise, and realise growth opportunities.
Conduct stakeholder mapping, SWOT analysis, and service opportunity reviews to uncover growth potential.
Turn Insights into Action
Develop actionable growth timelines and strategies tailored to client needs.
Use lifecycle marketing and referrals to strengthen relationships and drive sustainable account growth.
Workshop 6: Leadership Strategies for People Management
Enhance Leadership and Team Development
Understand and adapt to different personality styles to enable collaboration and trust.
Develop your team through effective feedback, SMART objectives, and empowerment strategies.
Strengthen Internal and External Relationships
Master managing up, down, and across to align teams and achieve goals.
Build collaborative, trust-based partnerships with external stakeholders.
I highly recommend CSM’s Strategic Advisor Mastery course for Account Directors.
I have absolutely loved this programme; it doesn’t just tell you how to be more strategic but shows you through workshops, breakout sessions, practical work and real-life examples. The tangible outputs mean I have been able to implement the learnings straight away into my agency.
Annabel Lander, Account Director, OneBite
What will I gain from attending?
Not only will you learn how to become a first class Account Director you will also come away with:
Comprehensive Skills Development - Master the key areas of account management, from building strong client relationships to strategic account growth.
Proven Frameworks and Templates - Gain access to practical tools, templates, and frameworks to streamline processes, enhance communication, and drive results.
Client-Centric Strategies - Learn how to anticipate client needs, uncover opportunities, and deliver value that strengthens partnerships and loyalty.
Leadership and Team Empowerment - Develop skills to effectively manage up, down, and across teams, while empowering your team to perform at their best.
Confidence to Drive Growth - Build confidence in handling objections, negotiating effectively, and developing actionable growth plans for sustainable success.
What’s the cost?
The total cost of the workshop is just £950pp for 6 Workshops, that’s just £140 per workshop!
Discounts are available for multiple Account Directors from one agency, with a cap.
*Bespoke training for one agency is also available upon request.
What are the next available dates?
Every other Friday
25th April 2025 - 4th July 2025
Meet the Trainers
Jo Rogers - Founder, Consultant and Trainer
Meet Jo, an accomplished trainer with over twenty years of experience in agency and client-side roles. Having led significant expansions at two major agencies and pioneered a client services department, Jo brings a wealth of expertise in client retention and agency growth. Her client-centric approach and deep understanding of client relationship management, account growth and operational excellence make her an invaluable asset to our training program. Join Jo to elevate your strategic capabilities and drive sustainable growth in your agency.
Jessica Benfield - Consultant and Coach
Meet Jess, with over 18 years of experience in both large and small agencies. Jess has a robust track record of growing and leading multi-million-pound client service teams, deeply understanding the dynamics required for client service success at any agency size. Jess skillfully supports teams in adapting to new working methods and technologies, always placing client growth at the forefront. A trained coach passionate about soft skills development, Jess is dedicated to enhancing the competencies necessary for building enduring client relationships that drive solid agency growth.
Join Jo and Jess to elevate your strategic capabilities and drive sustainable growth in your agency.
FAQ
Who should attend this workshop? This workshop is specifically designed for Account Directors who are looking to elevate their careers to the next level by transforming into strategic advisors within their agencies.
What will they learn in the Strategic Advisor Mastery for Account Directors workshop? Participants will gain advanced skills in strategic account management, client relationship building, and commercial acumen. They’ll learn how to conduct meaningful strategic conversations, identify growth opportunities, and implement high-impact account plans.
Do they need to prepare anything prior to the programme? We will send a pre-workshop questionnaire to all participants to fill in prior to the start and one after to ascertain levels of competency pre and post programme.
How interactive are the sessions? Each session is highly interactive, featuring case studies, group discussions, and Q&A opportunities. The limited class size ensures personalised attention, providing ample opportunity to engage with peers and trainers.
Will they choose who they are partnered with? We change partners for each session to maximise networking opportunities and exposure to diverse perspectives and strategies from other professionals.
What outcomes can they expect after completing this workshop? Upon completion, they will be equipped with the tools and knowledge to act as a strategic advisor, enhancing client relationships, driving account growth, and significantly improving your agency’s strategic impact. They'll leave with actionable strategies that can be immediately implemented.
How long does the workshop last and what is the format? The workshop spans 6 weeks with each session lasting approximately 2 hours. Sessions are conducted online, allowing participants to join from anywhere.
What is the cost of the workshop, and what does it include? The cost of the workshop is £950, which includes all 6 sessions, a bespoke portal with comprehensive workshop materials mentioned above, access to our dedicated Slack channel for ongoing support, and opportunities to network with industry peers.
Is there support available after the workshop ends? Yes, all participants will have continued access to the dedicated Slack channel to keep the conversation going with peers and trainers, ensuring ongoing support and community engagement. The trainers will also assess all homework and feedback post programme.
What will they need to participate in the workshop? They will need a computer with internet access, an email account, and a readiness to actively participate. All necessary materials, including session notes and access to our exclusive Slack channel, will be provided.
Are there any prerequisites or required knowledge? No specific prerequisites are required. However, participants will benefit most if they have a foundational understanding of client management and agency operations.
How are the workshops delivered? The workshops are delivered online through live sessions, designed to facilitate interactive discussions and provide real-time feedback, allowing you to apply concepts directly to your daily work.
What if they miss a session? Recordings of each session will be available to any participant that misses a session, ensuring they can catch up on any missed content.
How can they register for the workshop? To register your interest, please email Jo@clientsuccessmatters.co.uk or book a call here. We recommend registering early, as spots are limited to ensure a personalised and high-quality experience for all participants.