Tag teaming with prospects
We all know it’s easier to sell to someone who knows and trusts us. In fact, it’s essential. We can either try to create that sense of connection and trust during the sales process or it can already exist long [...]
How A Singular Focus On Revenue Limits Your Agency’s Success
As an agency management consultant, I frequently ask agency owners what goals they’ve set for their businesses. Without exception, the first — and often only — goal they cite is more revenue. Unfortunately, revenue is a vanity metric. Bringing in more [...]
Is it really thought leadership?
In case you haven’t heard, you are supposed to be a thought leader and your clients are as well. Thought leadership goes by many names — authority, expertise, having a niche, being an expert, etc. But at the end of [...]
RE:Think Innovation is the book you need to read right now!
I'm not that definitive about a specific book as a general rule, so you know this one is special. But if there’s anything I know about 2021 and beyond — the agencies and organizations who consistently deliver big and bold [...]
Cultivating a Workplace Environment That Excels in Strategic Thinking
What if I told you that strategic thinking is a mindset that any workplace can nurture and regularly deploy? Your agency is likely brimming with big-picture thinkers, so don’t try to do it by yourself. In this piece I recently [...]
Your Biggest Roadblock
Last week’s newsletter about many agency owners needing a break and using the summer lull to replenish yourself so you’re ready to push seemed to strike a nerve. I heard back from many of you that you’re pretty sure I [...]
Vulnerability Gets a Bad Rap: How to Open Up in 2021
By welcoming fear and feedback, you can become a more vulnerable and gracious leader. Here are a few great ways to embrace vulnerability. In this piece I recently contributed to Real-Leaders.com I discuss how leaders can earn their stripes by [...]
Why automation is your greatest ally – if you use it right
Marketing automation encompasses many different applications, including automated lead nurturing campaigns and personalised touchpoints, among others. The key is to determine what makes the most sense for your company initiatives and follow these three steps to build rapport and provide [...]
Building Trust When Faced with Ambiguity
Navigating ambiguity is a primary concern for any leader. When the world is changing around us at an unprecedented rate, even the best leaders may struggle to set priorities, communicate clearly, and drive the vision. Nothing splinters clarity like the [...]
Are you tired?
We’re about to round second base on the year and kick off towards home plate. Does the idea of pushing yourself to accelerate and notching it up a gear seems daunting right now? Are you tired? You’ve been pushing hard [...]
