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Advanced AE Bootcamp
Advanced AE Bootcamp

Advanced AE Bootcamp

Send your AEs to Advanced AE Bootcamp! “Your advanced training for account executives was exactly what my senior team needed. They came back ready to demonstrate ROI for our clients and the agency! With the methods you taught, we just scored the biggest AGI win we’ve had in two years!” Over the years, many Account Executive Bootcamp attendees and their agency owners requested that we establish a second level of training for them. As a result, our Account Executive Advanced Bootcamp Workshop was created. While our AE Bootcamp provides an overview of the role of an account manager, the AE Advanced Bootcamp is a training program focused on developing strategies based on the marketing mix and the client’s business goals. We will focus on improving your account executives' skills to meet your unique business needs and objectives, giving them the tools to be the best at their position. The workshop is an opportunity to advance your account executives to the next level, polish their skills, and make them experts! Note: Attending an AE Bootcamp is not a requirement for enrolling in the AE Advanced Bootcamp workshop. The requirements for attending our advanced workshop is four+ years experience in account management; a competitive approach to developing strategic solutions to clients’ business problems; curiosity and a drive to solve problems; a professional attitude and the willingness to do the work to get the job done and help drive the client’s business. What AEs learn during our 2-day Advanced workshop: Agency math How your agency makes (or doesn’t) money The AEs’ role in new business The AEs’ role in profitability Running your accounts like a small business Maximizing profitability Five ways to grow existing clients every year Creative ways to bring the end-users into the mix [...]

April 28th, 2012|

Advanced AE Bootcamp — Attendee Details

Thanks for registering for the Advanced AE Bootcamp Workshop June 16 & 17! I’m looking forward to spending a couple of days with you, talking about ways to fine-tune your account service skills to help grow the success and profitability of both your agency and your clients. We will definitely be adopting the AMI philosophy of — "you will gain in proportion to what you share" - so I’m hoping that everyone will come to the workshop ready to learn from each other and hopefully from us as well. We will also be honoring the AMI commitment to confidentiality so please come ready to get to know each other’s agencies — warts and all. Please fill out this brief questionnaire before coming! The sooner you do it, the better job we can do to make sure you get the most out of this class. Here’s everything you need to know for the workshop. LOCATION: Conference Chicago (2nd floor) 525 South State Street Chicago, IL 60605 Nearby hotel suggestions can be found here: http://agencymanagementinstitute.com/chicago-workshop-hotel-options/ SCHEDULE: We’ll start both mornings at 8:30 am with breakfast in the meeting room. We will start the actual workshop at 9 am both mornings. We’ll shut down on day one at 5 pm and day two at 3 pm. Many people will fly out that second night. But please plan on staying through the end of the workshop. You need to allow at least 60 minutes travel time to get to either Chicago airport in the afternoons. ATTIRE: Please come to both day’s meetings in casual clothes. Shorts, polos, jeans — whatever makes you comfortable. However — meeting rooms tend to be chilly and I tend to set them to chilly [...]

August 31st, 2017|

Why Your Agency Should Implement a Value Added Marketing Strategy with Sam Mallikarjunan
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Why Your Agency Should Implement a Value Added Marketing Strategy with Sam Mallikarjunan

Agency Operations, Evergreen, Industry Trends

Why Your Agency Should Implement a Value Added Marketing Strategy with Sam Mallikarjunan

Our job as an agency is to provide value to our clients and help them woo and win their best potential customers. After all, marketing, according to Peter Drucker, is about understanding the customer so well that the product or service fits him and sells itself. Value added marketing is one way to do exactly that. Agencies are under the same gun – we have to be able to demonstrate value. But the game has changed and many agency owners are trying to re-tool their shop in today’s new selling environment. That’s why I knew I wanted to interview Sam Mallikarjunan, Marketing Fellow and Head of Growth at Hubspot Labs. Sam teaches advanced digital marketing at Harvard and has insight into how successful agencies are selling today and keeping clients by defining and delivering value. Sam will encourage you to roll up your sleeves and really dig into your client’s business so you can help them make sense of all the information that is out there today, understand what needs to be done with and how to measure that information and be a driving force to get it all done. Join Sam and I as we discover all the ways you can provide value to your clients and your own shop with: The way the internet has changed selling so that there’s almost too much information How salespeople can help consumers sift through the breadth of information out there Structuring sales calls so they’re all about asking the buyers questions about their business The power of inbound: competition where no one else is competing Learning to say no to bad revenue Why you need to build buyer personas -- both for your ideal customers and [...]

November 23rd, 2017|

Teaching AEs how to grow your existing client base with Mark Riggs

With new client acquisition at an all-time low, it’s more important than ever to focus on growing your existing client base. In fact, 60 to 70 percent of your net new revenue should now come from existing clients to continue being profitable. […]

September 25th, 2023|

The peaks and pitfalls of AI innovation with Paul Roetzer

AI has been at the top of everyone’s minds this year, particularly with the birth of ChatGPT in November 2022. We’re currently in a renaissance where AI innovation and creativity are fusing to push the limits of what we ever thought was previously possible. […]

July 17th, 2023|

How are you controlling scope creep?
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How are you controlling scope creep?

Agency Smarts, Employees, Lifelong Learning

How are you controlling scope creep?

One of the biggest threats to your agency’s profitability and long-term existence is giving away the farm by over servicing clients, bad estimates, not issuing change orders and allowing clients to change the rules mid-game without any penalty or cost. Don’t get me wrong - I think it’s okay and smart to over-service certain clients on certain projects. I’m not suggesting you put military order into your agency. But conservatively — I believe most agencies can put another 10% to their bottom line if they rein in scope creep. The good news is — it’s easier to fix than you might think. I explored how scope creep happens and how agencies can contain it in a recent article for Hubspot. Take a look and see if you can find a strategy or two that you can implement in your shop to help you slow down the bleed. The article contains several concepts that I teach in the Advanced AE bootcamp as well. Your account executives should be managing their clients’ budgets and profitability. That means they need two things — the financial data to know how they’re doing AND the tools/knowledge of how to manage both the clients and your internal team so that they aren’t writing time and money off every job. Our next Advanced AE bootcamp is in September (September 9 & 10 in Chicago) and you can register your AEs here.

July 8th, 2019|

Account Executive Training
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Account Executive Training

Account Team

Account Executive Training

We just wrapped up one of our account executive training workshops -- we call it the Advanced Account Executive Bootcamp. A great group of dedicated account executives who all want to lead their team to even greater success. Whether I'm doing the advanced training or the Bootcamp for more entry level AEs -- we spend quite a bit of time talking about being a strategic thinker. Why? Because that seems to be agency owners #1 complaint about their account executive team -- great at following directions and taking orders but not so great at leading the client and growing that business. Are your AEs asking the right questions? I'm guessing not. Luckily for you and your agency, account executive training can fix that. I think there's a simple reason why your account executives are not performing as well as you'd like. They don't ask enough or the right questions. When a client calls and tells an AE they need to open a new project, the AE automatically goes into order taker mode. If they ask any questions at all, they're tactical questions about the deliverables the client is asking for. Most AEs have not been trained on how to step back and ask the why questions. They aren't comfortable suggesting that what the client is asking for might not be the right call. And they rarely know how to take that tactical request all the way back to the client's goals and objectives. Truth be told, depending on the sophistication of the client -- they might not know the answers if your AE did push back. But that's where the opportunities are buried. The sophisticated client will elevate your AE's status from vendor to thinking partner [...]

December 19th, 2013|

Workshops and Bootcamps
Workshops and Bootcamps

Workshops and Bootcamps

Advanced AE Bootcamp March 6 - 7, 2017 in Chicago Learn more and Register TODAY (click here) AE Bootcamp September 19 - 20, 2017 in Chicago Learn more and Register TODAY (click here) Best Management Practices of Agency Owners September 21 - 22, 2017 in Chicago Learn more and Register TODAY (click here) Money Matters for Agency Owners (CFO types welcome too) December 5 - 6, 2017 in Orlando (On Disney property) Learn more and Register TODAY (click here) Turn your thought leadership into a revenue stream (podcasts, writing a book and speaking) January 16-17, 2018 in Orlando (On Disney property) Learn more and Register TODAY (click here) Win More New Business (Proven Strategies that Work) January 25-26, 2018 in Orlando (On Disney property) Learn more and Register TODAY (click here)

February 26th, 2014|

What Does An Account Executive Do?
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What Does An Account Executive Do?

Advertising Agency Training, Agency Management, Employees

What Does An Account Executive Do?

If you're wondering what does an account executive do all day in a successful agency management system -- you've come to the right place. At Agency Management Institute (AMI), we've trained hundreds of account executives, helping them understand their role with their clients and within the agency. To be able to perform the myriad of account executive tasks, a person must have proven or quickly demonstrable analytical, organizing, leadership, interpersonal, and oral and written communications skills, plus a solid understanding of marketing and advertising. Oh yeah...and your account executives need to understand how your agency works and how your agency makes money. This is certainly no job for the average beginner or for some lightweight, glib glad-hander who thinks that he or she can con his/her way through your world on a smile, a shoeshine, a few buzzwords, and a dazzling first impression. A good account executive is hard to find but is a huge benefit to your clients and your agency. Here's a quick overview of what I think an Account Executive should do in within an agency management system: Big picture for an Account Executive's clients: Understand each client's business goals and help them get there Prepare an annual marketing plan for each client and individual campaign plans as needed throughout the year (with SMART goals) Manage and strengthen (not merely maintain) client relationships Propose, sell to the client, and oversee market, media, and other research studies as required Continuously offer unsolicited ideas to increase the effectiveness of the client’s company and marketing activities Big picture for your agency: Understand how the agency makes money and how the account executive's work contributes to the agency's profitability through good management Be an advocate for [...]

May 16th, 2013|

Agency Owner/Leader webinar: 3 ways your AEs can build your bottom line

This webinar was originally given in spring of 2018 (so the workshop dates of the AE bootcamp that I mention are accurate for 2018 and this page will always have the most current date for our AE Bootcamp and Advanced AE bootcamp) to talk about how you can help your AEs understand how to drive revenue for your agency AND help your clients grow their business. https://www.youtube.com/watch?v=4W4omJ5A5tg

June 29th, 2018|

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