Create Opportunities by Understanding Clients Business

Create Opportunities by Understanding Clients Business

Only by our people fully understanding our clients business and asking the right questions, rather than answering the wrong ones can we hope to create initiatives to build our client’s businesses, brands and reputations and put clients business back on top of the agenda.

Instructor:Paul Burns



Delivery:In person or online (sync.)

Course type:Course


Price:Starting at £600.00

What are the objectives of this course?

The key objective is to give delegates confidence in asking more questions and recognise the power of curiosity, appreciating why clients love nothing more than an agency really caring about their business. We want every delegate to walk away with a vigour and mission to know more about their clients business.

Who is this course for?

This course is for Account Handlers and Junior Planners with 2-5 years experience. People who are brilliant at execution and may well have a good rapport with clients but are struggling to go beyond a good relationship and are becoming frustrated that they are not seen by clients as true business partners.

About Paul Burns

Paul spent 25 very successful and exciting years at Saatchi & Saatchi in London looking after client business. He became their Training Director and first Director of Knowledge Practices, sitting on the main Management Board of the Agency.

He is recognised to have passion and skill in developing people and has won several industry awards for Learning and Development.

He has run accounts across a wide variety of businesses, from the hugely successful bid and launch of the National Lottery, to fast turnaround business on News International. He has led teams on large and complex financial brands, run countless Blue Chip fmcg brands and led many new business pitch winning teams.

Paul launched The Burns Unit tlc in 2010 and has built up an enviable client list. The Burns Unit tlc works with many of our key trade bodies; EACA, IPA, AIA, ISBA, the 4A’s and also with over 60 leading agencies from traditional above the line agencies, to large and small media agencies, specialist digital and search agencies as well as a number of blue chip client organisations including Google, Petronas, Revlon and General Mills.


  • Full day (face to face) £2,400.00 (GBP)
  • Half day (face to face) £1,200.00 (GBP)
  • 90 min Zoom course £600.00 (GBP)


These prices include a 20% discount for all EACA members! Prices include all development work, electronic copies of all content to delegates and any attendee can contact Paul Burns with follow up questions after the courses. Prices exclude travel, accommodation and subsistence. These additional costs would be a pre agreed fixed price based on location.