"It all begins and ends on chemistry. Everything else in between is absolutely vital, there's no doubt about it, but it begins and ends on chemistry.” My podcast guest, Lisa Colantuono isn’t telling us anything we don’t already know. Chemistry is key to winning any new business opportunity. But how do you influence that chemistry? [...]
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. And yet, you let client work and other fires steal your attention from this mission [...]
“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 to make me feel welcome, give me a reason to come in and sit down, [...]
Working with 250+ agencies a year gives us a great perspective on the top agency trends that impact (or are going to impact) us all. With that in mind, I hope you were able to listen to podcast episode 85 where I covered the half of the trends that I expect will have the biggest [...]
We all know how important content is for our own agencies and for our clients. And yet, most agencies struggle to actually get it done and done well. We know how to do it in theory. We understand the audience and the key messaging we need to deliver. But somehow there is a huge chasm [...]
Agencies should get 70%+ of their new net revenue from referrals but that does not mean you shouldn’t have a concerted new business effort as well. When you count on referrals and referrals alone, you are beholden to accept whatever client walks in the door. They might be too small, too big, out of your [...]
The cornerstone of AMI is our agency owner peer networks. As an agency owner, there aren’t a lot of people you can be 100% candid with, when it comes to how things are going, what you’re working on and the struggles along the way. That’s why network membership is so valuable. The owners get the [...]
I know I sound like a broken record but I can’t emphasize enough how vital it is to your agency that business development activity is a daily occurrence. You’ve got to plant seeds while the business is strong and the clients are happy. The day your biggest client hints that they might be leaving is [...]
Every year, we’re blessed to work with 250+ agencies and that gives us a chance to develop a serious micro and macro view of the business. While every agency is unique – there are certainly some trends that impact (or are going to impact) us all. Every year, I identify the top agency trends that [...]
I know very few agency owners who love that the burden of sales sits squarely on their shoulders. Many of you don’t enjoy sales and would rather be back in the shop, creating or strategizing. Well, here’s some good news. You don’t and shouldn’t do it alone. My podcast guest and best-selling author (Love is [...]
