For years and continuing today, clients have generally expected to hold their first face-to-face agency meetings at their own offices, not at the agency. That's what we hear when we speak with clients about their plans for subsequent actions.
Maybe it's natural to think that way. Clients ask "What Have You Done for Others & What Can You Do for Us." They expect something like the traditional "Dog & Pony" show. Can we blame them?
Agencies that practice some form of ongoing "new business outreach" generally request an audience so they can "Show What We Can Do for You, with No Obligation!" Seldom does the agency suggest meeting at their place, for that would entail an investment (and something of a commitment) by the client. Admittedly a harder sell.
But think about it - if you (the client) want to learn all about the agency (including seeing their place of business, evaluating their creative work, their clients, their ability to think strategically, the range and quality of their staff experience, and their personalities), what better place to meet than AT THE AGENCY!
This important visit by the client should include an agency tour and "capabilities" presentation (best
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done in that order), and is a magnificent opportunity for everything to unfold naturally without pretense. The tour reveals a house-in-order and work-in-progress. You meet agency staffers in their own work environment, where they're most comfortable and most at home.
The concluding capabilities presentation usually takes place in the agency conference room, but since it follows the tour, much of what would otherwise have to be "Power-Pointed" has already been seen first-hand. Individual presentations by agency principals are now done in a relaxed fashion, in an "agency-and-client" rather than "agency-and-prospect" atmosphere.
The agency visit is one of the best selling/buying interactions. Score that visit using our Agency Visit Check List.
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UK & Europe 
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