5 Ways to Prep for an Agency Sale
"Even if you’ve done everything possible to maximize your agency’s valuation, there will likely be surprises throughout the selling process." In this piece I recently contributed to Spinsucks.com I discuss how to maximize your company’s value to prep for the [...]
The Benefits of Niching Your Agency in 2021
"Successful agencies understand who their target clients are. Every other aspect of business — sales, operations, marketing, etc. — becomes infinitely easier once you know what market you’re working in." In this piece I recently contributed to MediaPost I discuss [...]
How stressed are you?
We manage our people, we manage client expectations and we manage our finances. And then there’s email management, biz dev management and a host of other things that are under our watch. But all of that focus on making sure [...]
How Brands Take a Stand
Let’s look at some different ways organizations have taken a firm stand.
What Agency Edge Research Can Tell You About Your Clients
"The first step to adequately serving your clients during an economic downturn is understanding who they are and how they will handle uncertainty. Do you know which categories your clients fit in?" In this piece I recently contributed to Business [...]
Not Finding Your Ideal Clients? Maybe You’re Looking for the Wrong Things.
At the beginning of most of my engagements, I start by sending the client team a questionnaire that helps me establish a baseline understanding of how the agency approaches business development—strengths, weaknesses, skills, and areas of resistance. In it, I [...]
How To Shore Up Your 2021 Business Plan
"By prioritizing your people and striking a balance between strong core operations and flexibility, you can set your team up for success, no matter what the new year brings." In this piece I recently contributed to Forbes.com I discuss how [...]
Who are you learning from?
Agency people are lifelong learners. If you aren’t — odds are you will be “counseled” out of your role if you don’t own the joint and pushed out of the day to day, if you do. We can’t afford to [...]
Virtual Events Good Business For You and Your Clients
As an agency owner that serves the travel, tourism and hospitality industry exclusively, I have been tracking the data on when face-to-face group meetings and conventions will return. My clients depend on it! The good news is face-to-face events will [...]
A bad fit pinches
We have all bought clothes that weren’t quite the right fit. Whether too tight, too big or whatever the issue — they are uncomfortable and when you are wearing that misfit of clothes — you are very aware that something [...]