From the dawn of time, agencies have worked hand in glove with their media partners. They are a vital part of how we serve our clients and the relationship we have with them is one we absolutely need to protect. When you/your client has a strong relationship with your media partners, you get: Added value [...]
“We are used to thinking about change in an incremental fashion when in reality, change is happening at an exponential rate.” So says my podcast guest Greg Verdino and he should know. He’s been at the forefront of most of the changes in our industry and is one of the best at solving business challenges [...]
Why is communication important in leadership? If you’ve been struggling to work with some of your team members, odds are you have not embraced the idea that employees need clarity. Truth be told — most agency leaders struggle with this, especially if they are offering constructive criticism or even tougher — disciplinary action. Agency owners [...]
What is your agency worth? How do you know? What’s involved in an agency valuation? Once you understand your agency’s value, you can decide what tactics you need to take to improve that number. Staffing, technology, training, expansion and compensation. These are just a few of the elements that play a role in the valuation [...]
Podcasting has been around for a while but it is really becoming very mainstream. It’s a wonderfully effective way to connect with your audience on a personal level in a format that has gotten very easy to access and consume. There’s nothing wrong with blogging or creating video content but podcasts are so easy – [...]
New business, new business, new business. It’s something that I find myself talking to agency owners about every single day. Unfortunately most agencies are so busy retooling their business development program to chase new prospects that they forget their most important new business target – their current clients. 70% of your new revenue should be [...]
Almost every agency owner I know wants to write a book. How about you? Is this the year? If so, where do you start? Where do you go? How do you do it? How do you stay disciplined enough to get it done? There’s a huge difference between wanting to write a book and actually [...]
One of the questions I get from agency owners all the time is "how many clients can an account executive manage?" On smaller accounts or where you don’t have multiple levels of AEs working on the same client, it’s pretty easy. There are two different ways of looking at it. The first one is an [...]
Clients rarely fire an agency over something big. It’s actually a build up of little things that erode trust and begin to wear on the relationship. Over time, the relationship is so damaged, no one inside the client organization is willing to fight to keep you. Are your account service teams focusing on the little [...]
Every agency owner believes that they’ll sell their agency some day. But the truth is, most agency owners are not doing anything to make their business sellable. 90% of all agencies just close the doors one day. There’s nothing wrong with that. You can make a good living and pull extra money out every year [...]
