Managing the Development of Your Account Managers
About This Webinar
Managing the Development of Your Account Managers
This training session will introduce you to 2 models you can use to better assess and improve the performance of your account managers.
First, we’ll outline Mirren’s Talent Assessment Model, based on the 5 critical skills and motivators of greatest importance to clients. In other...
Managing the Development of Your Account Managers
This training session will introduce you to 2 models you can use to better assess and improve the performance of your account managers.
First, we’ll outline Mirren’s Talent Assessment Model, based on the 5 critical skills and motivators of greatest importance to clients. In other words, you’ll consider the performance of your account teams – but from the perspective of your clients.
Then, we’ll look at “The 9 Box Grid,” developed by McKinsey. This is a powerful talent management model in which people are divided into 9 groups – based on their current and potential performance (growth potential). Based on this assessment, you can pinpoint your high and weak performers and deploy more effective development strategies. Your strongest team members with the greatest potential require an approach that is much different from low-performers with low potential.
In this session, you’ll take away 2 models that provide practical insight to help improve the performance of your account teams.
Training Materials
Following the session, you will be provided with 2 weeks of recording access.
Who Should Attend
This training is designed for those who manage any client services team members, particularly those at an account supervisor level or higher. HR will also find the session insightful.
Instructors
Brent Hodgins
Mirren | Managing Director
Brent Hodgins is the Managing Director at Mirren, a firm that specializes in organic growth and new business training for agencies in digital, PR, advertising, media, experiential and more. Each year, more than 900 agencies now participate in Mirren’s annual conference, training programs and webinars (www.mirren.com). Their team has now trained CEOs and their senior management teams in every major region around the world.
Brent is highly competitive as he rallies his agency clients to build the infrastructure necessary for consistent growth – applying methods that are far more innovative and efficient. He believes that growing an agency is not about throwing more money at it. Rather, it’s how you organize the resources you already have in place. He can also be heard encouraging agency teams to stop submissively bowing down to their clients. “As soon as you put the client up on a pedestal, you lower your position in their mind. It’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve as a peer.”
His approach to converting organic growth and new business is down to a science – strategic and methodical – but often contrarian. Too many agencies are using the same old dated methods. And, often with no consistency whatsoever. If no one breaks from this sea of sameness, nothing will change.
Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy.
After 10 years in New York, Mirren moved its offices to Seattle. Brent resides in the Ballard area with his wife and son.
Other webinars you might like
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The New Role of Account Leadership
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