Summary of The Art of Client Service

54 Things Every Advertising & Marketing Professional Should Know

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The Art of Client Service book summary
Client service executives are advertising’s unsung heroes. Generate a little song and dance by being the best.


6 Overall

7 Applicability

4 Innovation

6 Style


Following Robert Solomon’s 54 rules will turn your staff members into better account executives. Perhaps think of this list as making up a course on how to teach people to become better service representatives and build effective client relationships. Although some of the rules may seem arbitrary and redundant, others have plenty of merit. The rules suggest that account reps improve by becoming better informed about clients’ sales, communications and customer goals; learning how to recommend the best media to accomplish clients’ strategies; doing homework to gain insight into clients’ industries and discovering new ways for clients to build their businesses. The rules go on to advise on precise skills, such as outlining successful client creative briefs. This short book suffers from its forced structure, but getAbstract says those who want to build their account rep skills will find it a handy checklist for helping clients in marketing, public relations, sales promotion, special events or advertising.

In this summary, you will learn

  • How to follow 54 rules that will make you a better account executive
  • Why developing a personal style matters
  • How to build client relationships


Be Exceptional
The days when account people were merely messengers between a client and an agency handling advertising, marketing or public relations are long gone. Today, account executives are supposed to help agencies and clients become more prosperous. Account executives need good ...
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About the Author

Robert Solomon was CEO and top executive at several leading marketing consultancies including Ammirati Puris Lintas and Rapp Collins New York.

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