How To Win And Keep A Client

Winning clients is hard. Keeping them over time is even harder. Many of you might read this blog in order to do just that – win and keep clients. Then let me share my point of view on the subject.

How to hit your target

Innovation is what awards you with new accounts.

This is key. If your in a pitch situation you will not win by simply telling the client about your process, thoughts on strategy etc. The client have decided to try new blood and that means he/she wants just that – new blood. You will win clients by showing your ideas innovates their business. If you truly make a difference for your clients you’ll see that they’ll award you with more budgets, more projects and more freedom than they themselves thought was possible. Process is nice but it’s just a need to have.

Strategy and process keeps you on track

Keeping them is more about making sure you deliver on strategy and on time. Never forget to make sure your on track. Are you making a different for your client or for yourselves. Never stop pushing the limits but push the right ones! Make sure you got your processes (and of course the people) wired to do just that.

Heaven or hell – relation is the shit!

Ultimately however relation is key. Nurture your relations and your future is bright – just like any old marriage. Wine and dine. Play and have fun. Smile a lot. Open doors and pull out chairs. Finally remember – You and the client both want great results  – you might as well have fun while doing it!

Go win – but remember the ‘keep’!

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Curiosity. My greatest asset. Born 1971 and Raised in the suburbs of style city Stockholm, creativity was always a part of growing up. With a background as a former snowboard professional (with among others Greger Hagelin from WE and Per Holknekt from Odd Molly as sponsors) and one of the few in the world who nailed a 1440° spin, I started my career on the buyer side. Marketing exclusive golf brands such as Mizuno, King Cobra and Goldwin gave me insight into the demands of advertisers and consumers but foremost the complexity behind how products actually make it into the stores. Always full of ideas, I felt I needed to move on to the creative side of the business. Internet, on the rise in Sweden drew me into the digital revolution already in 1994. In 1998 however I joined Framfab, one of the late 90’s fast-moving companies. As a concept developer and key account manager I parted in creating award winning projects for clients like Vattenfall , Bredbandsbolaget, Nike Europe and Volvo Cars. I also held a position within Framfab Innovation. The incubator of new ideas within Framfab. After Framfab had grown in just two years from 130 employees to 3400, I felt I needed to move to a smaller organization. Abel & Baker - in 2001 the worlds most awarded digital advertising company attracted me. At A&B I tool part in winning the global account for adidas, but I also worked with MTV, Nokia, Toyota, Årets Kock, ICA and the Red Cross. In 2002 I left Abel & Baker to found something of my own - Foreign. Foreign - an ideas creator with focus on the communication of tomorrow - based in Stockholm, Sweden. Foreign quickly grew to 27 employees and was awarded in the Cannes Lions, D&AD, New York Festivals, London International Advertising Awards, Epica, Clio, Cresta and other award shows every year since start up. Foreign launched both digital and integrated global campaigns for BMW Motorrad, MTV, H&M, IKEA, Omega, Beckers, Com Hem, Intersport, Kosta Boda, adidas International and many more. In September 2008 I took the decision to close Foreign down after almost 7 years. I’m now consulting within the same business on my own. Apart from Foreign I’ve also founded WhiskyGrotto.com and Co-Founded PremierGoals.com. Thru the years, leadership and success has been important, but enjoying life, loyalty and sincerity is what drives me further. I consider my part in motivating adidas to let fairly small Foreign handle adidas global digital World Cup campaigns my proudest moment in business. The birth of my two daughters Ebba & Linn is my proudest moment in life.

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  • http://twitter.com/ByMemo Mehmet Akif AKTA?
  • http://www.ingbase.com Bladematrix2005

    Very useful for business owners, often trust and quality is more needed to win and keep a client.

  • http://artslocblog.blogspot.com/ Shapla Amin

    ya! but seems to me it is still a general idea, nobody can set any general rule for it.