Ted Leonhardt is a consultant to design firms and one of the topics he often discusses with them is building stronger client relationships -- the exact same topic as his SVC workshop.

2. Making Your Clients Love You

3. Making Your Clients Love You
A good, trusting relationship with your
clients—whether in-house or external—can
inspire higher quality work, defuse arguments
about costs, and overcome problems when
something goes awry.
Together we’ll look at ways firm leaders,
project managers, and creative staffers can
strengthen their client relationships, including:
Communicating the value of what your group
brings to your client
How to define success for a project
Living the brand and getting to know the end
customer
Building a personal relationship with your
clients
How to listen.

4. Making Your Clients Love You

5. Learn the secrets of creating
long-term, trusting client
relationships. Whether
you're a freelancer or
running a design firm or ad
agency, you'll pick up
practical advice on how to
defuse conflicts,
communicate the value of
your services, and pave the
way for better work.

6. Client love

7. Assignment

8. Introduce your selves

9. Interview notes

10. Preparation

11. Best chapter

12. The professionals

13. Client panel

14. Disappointment

16. Clients

17. Clients Negotiation

18. Clients Negotiation Strategy

20. “Triple Check” and “No Check”

21. Subtle signals

22. Ad agency
Design agency

23. Taking notes?

24. Those little nuggets

25. Research Strategy Design Production Printing

26. Research Strategy Design Production Printing

27. Trust

28. Rehearsals

29. Smoothing out the bumps

30. Client panel

31. “Don’t try to sell
me anything”

32. “Give me an
overview so I
can get up to
speed quickly”

33. “Manage the
meeting”

34. “How about something positive?”

35. “We changed
agencies
because the
new guys knew
more about us
than we knew
our selves”

36. “I had an AE
once that was a
master
organizer”

37. “He was at his
best when
problems
happened”

38. Mr. Insider

39. Dangerous distraction

40. From project to sales

41. Agency circle of life

42. What am I selling?

43. What am I selling? Myself

44. The New Business Team
The heartbeat of the agency is new business.
Targeting, planning the chase, the win. The
power of it can be intoxicating.
The best, the brightest, the most experienced
are on the team. They work as a group at the
fastest pace in the agency addressing client
marketing problems on the fly in a life and
death competitive environment.
They know how to translate the agencies past
experience into relevant stories that captivate
prospective clients. And the winners are very,
very good indeed.
Those who get ahead fastest in the agency do
so by attaching themselves to the new
business team.
I recommend doing anything to get on the team
and learning from the best.

45. Exercise 1
List your findings