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Controlling Over-Servicing: The principles of billable and non-billable time


15 Jan 2019







This session asks why it is that PR firms generally spend far more time on their clients and accounts then they are being paid for. It looks at the causes and the cures as well as how to monitor and control staff utilisation, account by account.

Event Type: Classroom

Address: PRCA, London, SE1 0BE

Places available: 7

Places remaining: 5

Trainer: Neil Backwith FPRCA

Image of trainer

Event Overview

How attendees will benefit
This session aims to provide delegates with a clear understanding of:

  • The principles of selling ‘time'
  • How to monitor it and how to minimise over-servicing
  • It also demonstrates graphically how very small changes in ‘billed' time can have a dramatic impact on profitability.

Who Should Attend
It is aimed an Agency/Consultancy MDs (or future MDs).

What attendees will learn
It focuses on the concept of selling time and how best to ensure that this precious commodity is used effectively and not ‘given away'.

Neil Backwith is a highly experienced business manager. He is a specialist in agency/consultancy management having spent 10 years as a client and then 22 years with Porter Novelli, rising from Account Manager to European CEO and Global Board Director. His focus on commercial skills is one which is rare in PR, directly linking agency profitability to strong time management. He is also a trained psychologist, author of the highly acclaimed book ‘Managing Professional Communications Agencies' and a Fellow of the Royal Society of Arts. He received the CIPR ‘Norman Manners' Award for PR Professional of the Year in 2007.