1. An Account Handler’s Guide to Prioritising Clients & Focussing Time Company Place Date: XX/XX/20XX

2. Agenda 1.Why prioritise time? 2.Categorising existing accounts – Exercise 1: Categorising accounts 3.How the account team spends & captures time – Exercise 2: Time % targets 4.How much time should each account handler spend on each client? – Exercise 3: How much time? 5.Who should do what on each account? – Exercise 4: Roles & responsibilities

3. 1. Why prioritise time?

4. Why prioritise your time? Our time is our company’s ‘product’ therefore where we spend every hour impacts the bottom line – Ensures we align with the agency’s business goal – Ensures we operate as one efficient, profitable and cohesive team – Helps us manage our day-to-day tasks When our ‘to do’ list is overwhelming When we get caught up in ‘urgent’ but ‘unimportant’ When we decide who needs to be involved in meetings

5. What do time priorities depend on? Agency’s business goals – What’s important to the business right now? Client – Existing clients: What’s the growth potential and size of wallet? – Prospective clients: Size of potential wallet and likelihood of winning the business Job function – Each team member has a different role to play on each account Task – A task maybe urgent but ultimately unimportant?

6. Important It’s NOT an exact science – There will always be exceptions to any rules The nature of agency life is dynamic, clients/personnel/priorities change frequently Once a strategy is agreed, each individual team member is able to decide at every minute of every day whether the task they are carrying out (or are about to carry out) aligns with the strategy

7. 2. Categorising existing accounts

8. Exercise 1: Categorising clients Categorise current clients on prioritisation matrix

9. Prioritisation matrix for existing clients Growth Potential High Low Gold Platinum BronzeSilver De-prioritise Ensure service but de-prioritise Good service. Actively look for opportunities to cross-sell Top priority for service & opportunities Current spend Existing Clients

10. 3. How the account team spends & captures time

11. General progression line of a project Direction & strategy Account Director and senior management heavily involved; establish relationship, ways of working, strategy etc Management Account Manager manages day-to-day relationship supported by Account Exec to implement strategy. Account Director sets direction & ensures team set up for success. Often checks in with client and follows the account progression with frequent team status meetings. Implementation Account Manager & Executive manage projects with oversight from Account Director AD spends most time AM spends most time AE spends most time

12. The importance of time sheets Agency management receives a report every month for % time spent in each area: – Existing business (Billable time) – New business; pitches, RFIs etc (non-billable) – Admin time (non-client related) If % billable time is low, management is unable to identify or justify need for additional resource

13. Exercise 2: Time % targets What is the agency % target time for each role (CSD, AD, AM & AE) for existing business, new business and admin? Complete the template on the next slide

14. % target time by role RoleExisting business & growth in existing accounts Identified new business, pitching & prospecting AdminTotal CSDX% 100% ADX% 100% AMX% 100% AEX% 100%

15. % target time by role (Answer sheet template guide only) RoleExisting business & growth in existing accounts Identified new business, pitching* & prospecting Admin CSD50%30%*20% AD75%20%*5% AM90%5%*5% AE90%5%*5% * Varies during pitches

16. 4. How much time should each account handler spend on each client?

17. Exercise 3: How much time? Estimate % time each role should spend on Platinum, Gold, Silver & Bronze clients

18. % overall time spent by client category Existing Clients Growth Potential High Low Gold Platinum BronzeSilver Current spend CSD x% AD x% AM x% AE x% CSD x% AD x% AM x% AE x% CSD x% AD x% AM x% AE x% CSD x% AD x% AM x% AE x%

19. % overall time spent by client category (answer sheet template) Existing Clients Growth Potential High Low Gold Platinum BronzeSilver Current spend CSD 10% AD 25% AM 25% AE 25% CSD 40% AD 45% AM 50% AE 35% CSD 0% AD 0% AM 0% AE 10% CSD 0% AD 5% AM 15% AE 20%

20. 5. Who should do what on each account?

21. Deciding who does what Every account is slightly different and therefore should be discussed together as a team so everyone is clear on the strategic approach Once everyone is in agreement, the team holds regular status meetings to ensure all team members are aware of any issues and any changes required

22. Exercise 4: Roles & responsibilities Decide who does what for each client category (Platinum, Gold, Silver & Bronze)

23. Platinum service levels Top priority for service & opportunities PlatinumTask CSD AD AM AE

24. Gold service levels Good service. Actively look for opportunities to cross-sell PlatinumTask CSD AD AM AE

25. Silver service levels Ensure service but de-prioritise PlatinumTask CSD AD AM AE

26. Bronze service levels De-prioritise PlatinumTask CSD AD AM AE

27. Service level answer guides (Template guide only)

28. Platinum service levels Top priority for service & opportunities PlatinumTask CSDSupports AD in the strategic direction and running of the account e.g. involvement in the development of relationship building strategy and planning meetings. Develops relationship with the most senior client and holds agency review meetings. Trouble-shoots. ADDirects the team and drives the account forward. Anticipates client needs. Pro-actively provides solutions before client asks. Seeks new business opportunities (within the account and client company) and develops and implements action plan to close these opportunities. Creates, follows and updates a client development plan. ‘Walks the halls’. AMManages client on day-to-day basis. Manages client expectations. Ensures all projects managed through the agency, keeps internal team informed of progress. Anticipates resourcing needs for projects. Keeps status report up to day with Account Exec. AESupports team in smooth running of account. Ensures client is always receiving relevant information from the agency e.g. Google Alerts

29. Gold service levels Good service. Actively look for opportunities to cross-sell PlatinumTask CSDHelps AD identify prospects and new potential areas of growth for the agency in the client’s business. Develops action plan with AD. ADAD identifies potential areas of growth for agency within account and client company overall. Creates and implements new business action plan with CSD. Regularly contacts client and anticipates any changes in account/relationship issues. Provides direction for team. AMDecides with Runs day-to-day account AEEnsures client receives regular contact from agency eg. Regular status reports, Google Alerts with relevant information. Always on alert for new business opportunities within existing projects.

30. Silver service levels Ensure service but de-prioritise PlatinumTask CSDLittle to no involvement in account. Provides counsel as and when required. ADProvides overall direction but little day-to-day management. Checks in with client on regular basis. Oversees the team. Ensures team is set up for success, everyone understands roles & responsibilities. Receives status reports. AMLeads account and seeks direction from AD when required. Anticipates and flags any issues to AD. Decides where AE better placed to lead projects/manages client. Develops and circulates status reports with AE. AERuns day-to-day account with AM. Ensures status report and budgets closely followed and circulated to the client and internal team. Flags any relationship issues to AM/AD.

31. Bronze service levels De-prioritise PlatinumTask CSDNo time spent on account ADLittle to no time spent on account. AMMinimal time spent managing client. Supports AE with any issues, provides direction where required. AEFocus on leveraging resource within the agency to push projects through e.g. can Project Manager run majority of account needs? Ensure all basic administration is followed.

32. An Account Handler’s Guide to Prioritising Clients & Focussing Time Company Place Date: XX/XX/20XX