Quality Service: 10 Steps for Winning and Keeping Clients

January 4, 2016

[sarah jones/ikon images/corbis]
[sarah jones/ikon images/corbis]

One of the most common questions that new PR and lobbying professionals ask me is: “How do you find clients and how do you keep them?

I have been in this profession for more than 25 years and am blessed with some fantastic clients whom I love to work with. You have to love what you do and give 100 percent, every hour of every day.

During the first few years, when I worked for a PR/government relations agency, I serviced the clients that my boss sold. All of the pressure was on the back end, as I sought to exceed expectations in achieving each client’s objectives. As the firm grew and more senior executives joined our team, I had to build my own book of business on which I would be judged and compensated.

Although I am a hard worker, I had never been the lead dog on the sled, so to speak. I was anxious and apprehensive. However, I soon learned that business development is more of an art than a science.

Through the years, I have learned many lessons that led to some solid professional guidelines. Here are some highlights:

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