Agency account people work with all types of client personalities, from the affable fun-lover to the know-it-all bore to the torturous sadist.

The adaptable account person can deal with every one of them seamlessly and sustainably. That’s why the best account people are not just smart, interesting and insightful – they are fantastic people people, as well.

But emotional intelligence, empathy and endurance aren’t enough to succeed with everyone. So here, I’m going to share with you how to work with the most common and challenging client type: The Executive.

For starters, I ask you not to fall into a trap. Don’t think of The Executive as a generic title, because it’s not. Many managers and contacts don’t fit The Executive mold. At your average corporation, you’ll also find these other common types in the management jobs:

• The Thinker, who likes clarity and certainty, and gets there through dogged research and examination of options.
• The Socializer, who brings energy to groups for collaborative outcomes, and enjoys sharing thoughts, ideas and results.
• The Relator, who works best in small, intimate groups and succeeds internally applying structure, process and proven methods.

The Executive, however, is among the most common and, dare I say, the most important for the agency. The Executive possess the talents and traits that make them successful in the near term and stars over the horizon. These Executives are critical to the account team for three key reasons:

• They can power big ideas through an organization. They (and you) can accomplish great things together.
• They have the attention of senior managers. They can help or impede client relationships with those who matter most.
• They get promoted most often to roles of greater responsibility and authority. They can anchor a long-term partnership for the agency and team.

Every account executive will encounter The Executive eventually in a corporate client. The Executive could be a man or a woman, but you’ll recognize them from these truths:

• They have a plan. They are organized and single-minded against a thought-out plan; hence, they appear sometimes stubborn or impatient with derailments.
• They are decisive. They know what fits their plan or doesn’t, and they’ll decided quickly from their perspective.
• They appear tough. They’ll share their opinion with you on their decisions and they won’t shy from public opinion. They’ll make it known they stopped an initiative or went around some uncooperative player to get what they want.
• They wield authority well. When they approve something, it moves forward – even if they have to ‘run it past’ their boss. Most everyone recognizes them for this power.
• They are ambitious and competitive. They like individual sports or to play the star position in a team sport, and they see competitors internally and externally in their business world.

Some people might label them “control freaks,” and that’s not entirely correct. They need to control both business and social situations to be comfortable, but it’s more important to them that things are “under control.” The Executive will gladly delegate to others and allow them to do their thing, so long as they deliver the goods. Everything – creative, research, innovation, media, execution – needs to meet The Executives’ standards, but unlike the “control freak,” The Executive won’t take over the job if it doesn’t. They’ll just find someone who will.

So how do you work with The Executive type? How do you build a relationship with someone who puts their own achievements first and the value of a relationship somewhere down the line?

First, recognize, a great relationship with The Executive is quite possible and quite valuable. Recognize that it will have to be both earned as a professional and nurtured as a professional. But once it’s achieved, it can be one of the most loyal relationships you’ll find in all of business. A strong relationship with The Executive, because it is so challenging to get, becomes an impenetrable trusting partnership over time.

So here are the ways to earn and nurture that trust:

• Grasp their plan firmly. Digest the essence, the exact content and the desired intent of the plan and apply yourself to it.
• Always think practically. Avoid any emotional reasoning or rationale.
• Focus on the task. Keep interactions about the job and little else.
• Be brief. Headline thoughts, get to the point and move on.
• Listen closely. Miscues won’t be tolerated and over time learn to anticipate their thinking.
• Act quickly. Respond fast and accurately to requests or changes.
• Show control. Document progress against the plan, including timing and costs.
• Uplift the ego. Note accomplishments, successes and insights with sincerity.
• Downplay your personal relationship. Avoid discussing feelings.

The Executive won’t be your drinking buddy and you won’t be The Executive’s confidante. The Executive will not appreciate funny story and won’t enjoy a brainstorming session.   But The Executive can be a great business partner for an agency and an account person for years to come.