The talent we hire is often one of our greatest assets as agencies. Building our talent pool and promoting connectedness is integral to agency culture, and we spend a lot of time finding the perfect fit for our team. […]
When running an agency, efficiency is key. While we would probably prefer to focus on any other task, establishing effective systems and processes is imperative to our agency operations. The systems we create and teach our team members will ultimately define our day-to-day, client satisfaction, and employee retention. This week, Marquis Murray of Ditto will share his knowledge on implementing agency operations adjustments into our team culture. Whether it’s project management software, a well-organized Excel sheet, or simply improving team communication across the board, Marquis knows exactly how to work with agencies to identify where they have the most room for improvement. When everyone gets on the same page and knows exactly where they belong and what is expected of them, the whole team can focus less on who’s doing what and more on what’s important to their specific role. It doesn’t need to be complicated or high-tech, but it does need to be sustainable, scalable, and repeatable so your team members can do what they do best, effectively. […]
Build an agency management system to do more of what you love. Learn to stop leaving money on the table with an agency management system. Now that we’ve discussed what systems and processes are, the tools we can use to implement them, and how to integrate them into team culture, let’s talk about what happens when we start to use these processes as we scale our agencies. […]
What is an account executive in marketing? What does account executive training consist of? In most agencies, an AE's first day consists of: A "fill out all the paperwork" meeting with your HR/accounting person A quick tour of the office, introducing the new account executive to the team as you walk through A lecture about protecting passwords from your IT staffer And a reminder that their first client meeting is at 10:30 am. That morning. No worries -- you'll train them later, right? Unfortunately, many an agency has incredible intentions of starting a training program for their account executives but usually client work trumps training and it doesn't happen. One of the reasons it doesn't happen is because usually the agency owner is the one who is supposed to develop the training. Enough said. But let's say you really are serious about developing an internal account executive training program. What does it need to include? What to Expect of an Account Executive in Marketing Understanding the big picture: Why does a client hire an agency? What does an agency owner look for in an account executive How does an agency work and make money Agency accounting (AGI, etc.) How does an account executive influence AGI for better or worse Getting the work done: Work flow/process inside agencies Serving as the client advocate inside the agency and the agency advocate with the client Helping clients be a better client Helping the agency become invaluable to the client The money pits and how to avoid them The business of business: How businesses make money Business metrics/KPIs The different levels within a company and what each of them can do for/with the agency Identifying business problems and delivering [...]
Let’s face it, having a nice client who doesn’t complain and just chugs along is a relief, now and then. But what if that nice client is simply non-confrontational and is actually unhappy? Where are they venting that frustration and will their silence precede you being surprised to learn that you’ve lost the business? It’s important that your account people (and you) understand how to get those clients talking, draw out the feedback that you need and actually build more honest rapport in the relationship. Chief Marketer asked me to explore how to recognize a Nice Guy client and how to get them to open up so you really know where you stand and how you can strengthen the relationship. Check it out and let me know what you think. Our September workshops, AE Bootcamp and our Advanced AE Bootcamp are getting close to maxing out. If you want to grab a spot — do it quick!
“I don’t know how you did it, but the two people who returned from your advertising agency account executive training are not the same two people I sent. They’re ready to take on the world. Both have delivered incredible results in the last few weeks, getting stalled clients off the dime and bringing new revenue into the agency. Thank you!” AE Bootcamp: Turn Your Account Executives into Confident, Profit-Driving Client Leaders A two-day, roll‑up‑your‑sleeves workshop that teaches account managers and AEs how to lead clients, grow accounts, and protect margins—without burning out the team or themselves. Who This Is For AE Bootcamp is designed for: Account coordinators, account executives, and account managers who are ready to step up from “order taker” to strategic partner. Senior AEs and account supervisors who need a reset on expectations, profitability, and leadership. Agency owners who want a stronger, more proactive account team that can grow existing clients by at least 10% a year. If they touch clients and budgets, they belong in this room. The Problems This Solves Let’s be honest: most AEs were great at relationship-building long before anyone taught them agency math, scope control, or how to have tough conversations. Send your team if any of this sounds familiar: Clients love them, but they give away strategy, time, and profit in every email. Projects are delivered, but scope creep, write‑offs, and “we’ll eat it this time” are the norm. Your AEs are stuck in traffic-cop mode instead of acting like business advisors. The creative team is frustrated, your AEs are fried, and everyone is blaming “unrealistic clients.” Bottom line: you’re spending a lot of payroll on people who are not yet running their book of business like owners. AE Bootcamp fixes that. [...]
As agencies, we tend to overlook certain platforms and channels when it comes to their perceived relevance to our audiences or bottom-line ad potential. That bias is one that Lindsay Shearer overcame to help her clients win new business and earn 2-3 times their initial ad spend on what most of us would consider an unlikely platform — Pinterest. […]
The market right now for attracting and retaining the best employees is insane. It feels like only three people on the planet are looking for work, and they all want $3 million, plus a signing bonus. Owners are in panic mode when they think about attracting and retaining the best employees. They’re struggling to find good candidates. Or, by the time they get a candidate through their 12-step process, they miss out because they accepted a different position. […]
This week on Build a Better Agency, we’re jumping right back into our breakdown of 2022 Marketing Trends. Last time, we talked about noticeable trends in agency spending, shifting client expectations, and not missing out on opportunities for business development. This time, we’re taking things a bit closer to home by talking about trends we’re seeing in our own marketing tactics, in our employees, and in ourselves as agency owners. […]
We all wish we had more time in our schedules, right? We long for a day without interruptions so we can just focus and do our best work. Or, even worse, we’ve finished all of our work, and now we don’t know what to do with ourselves. These are two different problems, but, according to today’s guest, both have the same solution that starts in our agency operations. […]
If you didn't find what you were looking for, try a new search!
