Many years ago there was a prestige shampoo Brand marketed by a major company in Asia. The Marketer had purchased the Brand from a famous hairstylist and had kept his name on the Brand. The Advertising often featured the famous stylist who used to close out the commercial with the line, “If they look good, we look good”. This line holds a deep truth for anyone working in Account Management.
A good Account Manager knows the importance of making his Client look good. If through your great advertising you help build the Brand, nine times out of ten the Client will reward you with a good performance review and he’ll be happy to pay the bonus you’ve built into the compensation agreement.
If you help your Client achieve the success that propels his career, he’ll reward you with additional assignments that build your own business.
If he looks good because of you he will certainly recommend the Agency to business colleagues and this will help you win other accounts.
Next time you have a tough discussion with your Client, remember you’re on the same team. Remember that his success will lead to your success.
And, vice versa.