Why can’t I find a successful salesperson for my agency?
Almost every agency owner I know wishes they didn’t have to do sales and wants to hire it out to an employee. I hear this every day because what we do is hard to sell. 99 out of 100 salespeople [...]
What College Didn’t Teach You About Successfully Running An Agency
Start by embracing the fact that agency life isn’t static. Marketing isn’t like math, where two plus two always equals four. The factors that lead to success are always changing. General business practices might not apply, and competitors won’t share [...]
Why Keeping Top Talent Should Be Your Top Priority in 2021
Employees want to feel appreciated and like they belong -- show your employees that you care about them and that you're invested in their development. In this article I recently published to Entrepreneur.com, I discuss how to show your top [...]
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 [...]
