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A lesson in client-interaction from a 1983 guide to consulting!

October 10th 2011

Jasper Ditton

Head of Digital at Marketecture, helping clients to achieve their business and marketing objectives using digital marketing channels. Starting as a developer, Jasper moved to strategic and operational client services roles 5 years ago and has worked with some of the UK's largest brands and a huge variety of public sector, B2B and B2C clients.

Here at Marketecture, we like to learn lessons from the past, particularly where they may be useful to our B2B clients. During a recent visit to my parents, my Dad - who worked as a management consultant during the '80s - produced this 1983 Staff Consulting Skills Guide. It struck me that the flowchart for "Navigating the Contracting Meeting" could easily provide a useful roadmap through the meetings we have with our clients, or for them in their B2B relationships and that the key concepts still apply.

Having said that, clearly business practices were slightly different then as I've not thought "Will you still remember me in the morning?" at the end of a client meeting in my 6 years of agency life!

With the marvels of model technology, I was able to track down the company who produced this guide and it is with thanks to Designed Learning (www.designedlearning.com) that we are able to reproduce the image above and the download below.

Make sure you download the full guide to see how you should use "indirect expressions of concern" to hide "harsh reality" from your clients!!



 Download the full Staff Consulting Skills Guide [818KB]