I have received feedback that I’m focusing too much on my own goals for my clients and need to help them focus on their goals instead. What are your best tips for coaching your clients to help them to achieve their goals?

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Kinda feels like weird feedback to receive at the Account Executive level. While I think every account person should strive to understand their clients’ business, at the AE level you should be mastering flawless execution and managing up while your Director/GAD talks about the bigger picture stuff like business goals with your clients. Do you have these roles above you on your account team?

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I do, so are these things that should be taken care of by my managers?

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Do you ask your client what their goals are and work with management to align your goals to these?

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I think working with management is one of the tricky parts of my agency. Communication is tricky, so maybe I'm a little more hands-on with my clients than I should be. But, if I leave it up to my managers, I feel like they aren't getting things done like they need to. But then it comes back to... is that just me setting goals and ignoring the client's goals? I'm not really sure.

I used to be guilty of this exact problem of yours. I suggest, well ask them what are their ultimate goals and slowly build upon that. Hope this helps!

Make it your goals to see their goals get accomplished. Separate yourself from the problem, and only view yourself as an advisor to them. Good luck!

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