How to End the ‘Feast or Famine’ New Business Cycle
Making mistakes is completely normal and expected. However, the issue becomes more serious when the source of those mistakes is the agency's overarching strategy. If this is flawed, then the business is at risk. One of these common issues is what I [...]
How Do Advertising Agencies Get New Business with John Heenan
If there’s any one “system or process” that agencies really struggle to put into place and consistently execute on – it’s agency new business development. You know you need to do it. You know your business literally depends on it. [...]
Embrace the 50-20-30 Rule
What would happen to your agency if you were abducted by aliens? It seems like a silly question, but bear with me. If you were captive on another planet with no way to reach your team, would your company survive? [...]
Do You Know Your Prospect’s Secret Process for Choosing an Agency?
All prospects have a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners. Surprised by this? So were we. We just completed a study in which we talked to 500 CMOs and [...]
Are Stale Employees Dragging Your Business Down?
Almost every business owner has dealt with stale employees who refuse to change with the times. These employees have decided that they've learned everything they need to, and now coast by on their tenure without contributing their share to the [...]
How to Create Content that Plays to Your Unique Strengths with C.C. Chapman
“They've got to feel like they're getting something out of it so they keep coming back.” “If you give them something on a regular basis, create something to give back to them, that's when a community starts building.” “You've got [...]
Building Loyalty Within An Agency
In May 2016, the New York attorney general filed a lawsuit against Domino’s for underpaying workers at least $565,000 at 10 of its New York stores. The pizza chain urged franchisees to use its PULSE computer system — even though executives [...]
Hey agency owner – how do you recharge?
How do you recharge? I worry about you. I hang out with a lot of agency owners and I know that one of the biggest risks to your agency is owner burnout. It's that wearing fatigue that comes with 60+ [...]
How to Deal with the Nice Guy Client
Most agencies seek out the nice guy client to work with. They’re easygoing and don’t have many criticisms, which bolsters your ego. Plus, they’re often a steady source of income. But the “nice guys” aren’t always the best clients. I’ve seen [...]
7 Ways to Handle Unresponsive Clients
It’s inevitable: at some point, your client will give you the silent treatment. They probably don’t mean to make you blow steam from your ears -- it just happens -- and getting over the communication slump starts with walking a [...]