The One-Time-Only Rule (OTO)
I have never met an agency owner who believes they don't leave money on the table when it comes to a change order request. No agency is great at change orders and most -- are abismal. You have to get [...]
Do your AEs bristle at the word sales?
Be honest agency owner, you know that your account executive team is great. But sometimes they struggle when it comes to actual sales. Enter our account executive sales training workshop. 67% of an agency's new business revenue comes from existing [...]
Do you know your agency’s sales life cycle?
Every business has a sales life cycle and communications agencies (whether you're an ad agency, digital, PR, etc.) are no exception. It used to be pretty straightforward -- you either chased after a prospect or met them at some networking [...]
Advertising agency non-compete agreements
A non-compete agreement form is like fire insurance. It's a sickening feeling to see the smoldering ruins of your just-burned house, and wish you'd bought the insurance policy. The time to create your non-compete agreement is before you get burned. [...]
Are agency AEs underperforming because of their boss (yes, you agency owner)?
A couple weeks ago, I spent two days leading a workshop for account executives. In AMR's AE Bootcamps -- we talk a lot about how an AE is basically running a division of the agency and is responsible for the [...]
Social media/content marketing workshop just for agencies – grab a seat quick!
The odds of winning new clients is significantly higher if they're the ones who call us. Learn how to "do" social media so it drive leads to your door. It's time for your social media efforts to result in real, [...]
How many hours should ad agency employees work?
How do you track billable time in an agency, and how many hours should ad agency employees work? This is a question that comes up all the time in my work with agencies. The expectation in terms of a work [...]
Dear Agency Owner – no one reads your agency blog because it sucks
There have been a lot of articles, blog posts, tweets and speeches of late that are all lamenting that many agencies are closing their blogs because no one reads them. Most tiptoe around the "why" suggesting that people are getting [...]
Managing in a renewing economy (part two)
Agency management can be a challenge as the economy teeters back and forth between recovery and residual crud. Things feel like they're getting better and according to all the agencies we're talking to -- they are. But it's not all blue [...]
Where do you get your intelligence?
One of the biggest challenges for agency leaders today is stay on top of the trends, shifts and ever-shifting landscape so they can help their clients stay plugged in. It's tough to find reliable sources that aren't either so well [...]
