How Agencies Can Execute on Strategic Selling
“I hate selling.” I hear that so often from agency owners and agency leaders. I especially hear it from junior agency staffers. I think the key to solving this problem is moving away from “I hate selling” and moving toward [...]
Be Wary of the New Business Development Director With the Legendary Prospecting Network
There is a great dilemma many agency owners face time and time again: Do you hire an internal new business development person for your agency with solid sales experience (and a price tag to match), or an inexperienced individual that’s [...]
Understanding Client Satisfaction: It Depends On Who’s Asking The Questions
How often have you recommended to a client that they conduct research among their own customers to gauge overall satisfaction and uncover what they value about the relationship to your client’s company or brand? You’re astute enough to know that [...]
The Specialist Agency: An Argument For and Against
Earlier this year I had the honor of serving as the morning keynote speaker for PRGN’s semi-annual member summit in Toronto. My topic was on the five indicators of new business success that I consistently see in the agencies I [...]
How Do Digital Marketing Agencies Find Clients
Vetting new clients is a lot like choosing who you’re going to marry. No one gets married after a handful of dates, and no company makes a strong client connection after one meeting. Just like jumping into a marriage can [...]
3 Steps to Stop Inflicting Help On Your Agency Team
The aroma of vegetable soup wafted up the stairs to my office. Moments later, my wife called, “Dinner’s ready!” “Mmmmm … I love homemade soup,” I thought. Rushing down the stairs and past the pantry, I spied a tube of [...]
Speaking Engagements: Every Agency Owner’s Ace in the Hole
Stereotypically, speaking engagements may seem reserved for high-profile authors, nationally recognized experts, and former presidents. And while not as obvious, marketing professionals should seriously consider how securing the right speaking opportunities will not only elevate brands but they also hold [...]
Hey agency owner — are you noticing the signs?
I’m writing this note from South Africa, where I am on a photo safari vacation with my daughter. We’ve spent the better part of a week in the bush, coming face to face with prides of lions, serene giraffe, wild [...]
The Most Important Principle of New Business Pitching
I learned the most important lesson about new business pitching from an unlikely source for a man in my business: record producer Jimmy Iovine. In 2013 I was a proud dad sitting in the audience at the University of Southern [...]
4 Questions to Ask Before Calling Your Talent Recruiter
Planning for growth or adding new services to your agency inevitably leads to “we need more people!” Of course, having a dependable, hard-working staff at your business is key. A talent recruiter can be a great asset in the new [...]
