What clients want from their advertising agency
This article discusses client retention strategies, and explains what clients are truly looking for from their ad agency. In our AE training (both the bootcamp and the Account Service Advanced Training) we ask the participants to make a list of [...]
How Much Money do Marketing Agencies Make?
How much money do marketing agencies make? Learning how to move your advertising agency to value based pricing means you’ll need to talk a little differently to both your internal staff and your clients. It’s going to take some effort [...]
Value Pricing Strategy for Advertising Agencies – It’s Time
Value pricing strategy for advertising agencies? Yes -- the time has come. At several of our AMR network meetings, we've had Ron Baker, author of Implementing Value Pricing come speak. Agency owners are fired up after being exposed to Ron's [...]
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 [...]