Agency Management Institute has partnered with Audience Audit (a firm that does custom attitudinal segmentation research) and Luth Research (Provided the audience research panel) to talk to CMOs and business owners across the US about how they feel about and make decisions about their work with agencies. This research provided great data on new business trends that are prevalent [...]
Most agencies believe they don’t have an agency new business program. They say that they their business development strategy just relies on referrals and growing their current clients. And it’s working great. But they’re wrong. They do have one. Here’s how it works. Big client either fires them or notifies them that the account is going [...]
I work with over 200 agencies a year and the ones who are really crushing their AGI goals are the ones who have blended digital and PR into their shops. The addition of PR into a traditional ad shop (even one who has made the leap to digital) brings all kinds of new revenue opportunities [...]
As the marketing world changes, so does what the client thinks they need. It used to be that agencies could handle print, broadcast and PR of even a big brand easily. Now, those brands are turning to several agencies to handle specific parts of their business. These agency teams break down areas like mobile, digital, [...]
Do you find yourself looking for that perfect staff addition after there is already a crises in motion? Do you feel rushed to fill a position, only to be frustrated by the shallow depth of the prospect pool? Does everyone who comes through the door for an interview want to make more than you do? [...]
Hiring the right employee is always the goal -- but so often -- not the reality. Many agency owners particularly suck at hiring. Worse than not hiring the right employee -- agency owners suck at firing the wrong ones. If there's one universal flaw among agency owners it's that they hang onto bad employees much longer [...]
Looking for tips on advertising agency management? Look no further. I just attended a Disney Institute event where I was reminded of Walt Disney's business philosophy. I am paraphrasing here, but basically Walt said, "If you take good care of your employees, they'll take good care of your customers. And that takes good care of [...]
There are a small handful of advertising agency consultants out there and each of us serves our clients a little differently. I thought it might be helpful for you to see our ad agency structure and how we define the role in our work with small to mid-sized agencies. An advertising agency consultant is: 1) [...]
If you’re like most business owners, you focus on your accounts and clients. The bottom line, after all, is important. But have you considered the impact your agency’s culture has on that bottom line? What kind of culture do you think you have? What would your clients say? Your employees? Entrepreneur asked me to write [...]
Looking for the silver bullet for agency new business efforts? I could sell a great new business person to agency owners all day long. They don't just want one -- they hunger for one. In fact, they're so hungry for that killer salesperson that they'll gladly pay a premium salary and perks to 8-10 losers [...]
