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 work with (and, likewise, the corresponding indicators of agencies that stay stuck in a feast-or-famine [...]

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 the key to developing successful business opportunities. A common misconception about speaking engagements is they only serve [...]

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 dogs right after a kill and even some mating leopards! (And yes...that elephant is THAT [...]

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 California’s commencement ceremony. The keynote speaker was famous music producer and co-founder of Beats headphones, [...]

Can You Keep A Secret? Nondisclosure Agreements in the Agency-Client Relationship

Creative agencies such as marketing firms, website developers, and advertising and design groups can often be reluctant to approach the issues of confidentiality and intellectual property rights ownership with prospective business clients. Those who set agency policies may feel that asking for a nondisclosure agreement (NDA) is too off-putting during business development discussions – as [...]

8 Lessons For Entrepreneurs (That I May Have Learned the Hard Way)

Happy Anniversary to me. Yep, eight years and two months ago  (May 1, 2010) I re-entered the world of entrepreneurship by starting Converse Digital with a mere two weeks notice, no money in the bank, no investors, no credit line, a wife, four kids, a big mortgage payment and lots of private school tuitions. I’ve [...]

How to Scale Your Agency — Overcome the Wizard Complex

At UGURUS, a business school for digital agencies, my team and I spend thousands of hours a year consulting and coaching owners in groups or one on one. Our aim is simple: To help you achieve freedom in your business and life. One of the ways we do that is by helping digital agency owners [...]

The 5 Most Common Legal Mistakes in Agency New Business – and How to Fix Them

The agency new business process is, for most agencies, exciting and stressful at the same time. While your team is focused on the thrill of a potential “win,” and what that could mean for the agency’s fortunes, it’s probably equally under stress about meeting deadlines, putting forth your best efforts for the prospect, and keeping [...]

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