We all want to do good in the world. Agencies have a strong tradition of taking on pro bono work for nonprofits -- this sometimes means designing a logo or creating a brochure; other times it's sponsoring an event, or even just simply offering advice. Those things serve an immediate need, but they don't necessarily make [...]
Back in the "Mad Men" days, only writers and artists were held accountable for driving an agency’s creativity. Today, that dynamic has expanded to include just about everyone. Whether it’s the account services team bringing fresh ideas to clients, the business development team finding new ways to engage with prospects, or creative services producing content, [...]
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 [...]
Today's post is a guest article by David J. P. Fisher. When thinking about how to sell their services, most agency owners think that they either have to pound relentlessly or wait patiently. Either they send out tons of emails, make lots of calls, and attend every networking event in their area in an attempt [...]
During a recent trip to San Diego, I was reminded of the importance of deliberately chasing your dream life. On an early morning stroll on the beach, I walked past a surfer and said, Gosh, it’s early to be out here. He replied, I have to get it in early because I have to be [...]
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 [...]
My podcast guest Jake Jorgovan from Outbound Creative made a provocative statement. He said: “Block out at least an hour a day, typically in the morning, as a way to put time in working on your own business before you dive into client work.” I can feel many of you twitching already. Not look at [...]
Are you protecting your partnership? No one buys homeowners insurance because they actually expect to have a fire at their house. But they know if they want until there’s a fire, it’s too late. So, on the very first day they buy their house — they buy the insurance as well, hoping they never have [...]
Thought leadership. Content creation. Owning a topic and being the authentic expert in that space. These elements are critical components of an agency’s business development plan today. As you have heard from me many times, it’s all about moving your prospects through the know-like-trust model so that when they are ready to buy, they already [...]
