Track Sessions // APRIL 9


In this track, delegates will explore the practices, challenges and opportunities for the account management function to thrive in a digital agency environment. Broad session themes and topics will include:

Leading the Engagement

  • Organic Client Growth Mapping (Account Planning)
  • Scalable Relationship Building (Communication Strategy & Accountability Levels)

Solution Selling

  • Setting Sales Goals for the Account Management Team
  • Data-based Influencing & Decision Making
  • Presentation Structures for Solution Selling

Skills Gap Development

  • Know Your Role (The Consultancy Approach)
  • Account Management vs. Project Management
  • Translating Industry Knowledge into Action (Teaching the Teacher)
  • Soft Skills Are Hard (But Essential)

Measuring Account Management Success

  • NPS & Other Client Satisfaction Methodologies
  • Value-Based & Performance-Based Pricing Engagements
  • Playing Nice in the Agency Sandbox

Faculty Leaders


Dean Elissat

Vice President, Client Engagement, Engine Digital

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Pauline Ploquin

Chief Relationship Officer & Partner, Struck

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