I believe (I even wrote a book about it -- Sell with Authority) that every agency owner should step into a position of authority and from that position -- sell what the agency knows and does best. An agency cannot be an authority. Only a person (or people) can be an authority. How are you stepping into your subject matter expertise?
What I admire about surfers is their tenacity. Rain, shine, cold or scorching hot -- they are out here every day, practicing their craft. That's how agency owners need to approach sales.
This is one of the most common mistakes agency owners make is how they classify the people who work with/for them. But should they be a 1099 or are they really an employee?
What has the greatest impact on your profitability? It's not your lack of new clients. It's how much money you leave on the table when serving your existing clients. It's money that should be yours but you give it away.
First -- I'm game to meet any agency owner in the pub of their choice in London! I love hanging out in those authentic holes in the wall, imagining all of the conversations that have taken place there. But...this is about more than meeting you in a pub. It's about the language we use and how it helps or hurts us deliver clarity.
Here's a reality every agency owner needs to keep in mind. This is how Parkinson's Law impacts agency work.
Wishes aren't enough. How should agency owners shift their wishes to actually making them a reality? Why not start with a one page business plan?
Many agency owners and leaders ask me about the AMI networks so I thought I would explain them here in my weekly note to all of you. Very few people in your life truly understand the unique challenges and potential of running a small to mid-sized agency. If you’ve got a partner or two — you can kick ideas back and forth, but you’re all inside the same bottle. And just like we tell our clients — you can’t objectively see or describe the outside of the bottle from inside. This is why our agency owner peer networks are the cornerstone of AMI. By joining a network you get the best of both worlds. You get that outside perspective you really need but from someone who walks in your shoes every day. Each one has a mix of advertising agencies, PR firms, marketing shops, digital marketing, and design firms with the desire and drive to grow their business to the next level. Only one company from any specific geographic market or niche specialty is admitted to a network. This allows you to collaborate with people outside your bottle – to gain new perspectives and share ideas with other driven and passionate agency owners. The network is truly a safe and open harbor where valuable business connections and lifelong friendships develop. The networks meet in person twice a year (for 2 full days + dinner on the night before we start) and stay in touch throughout the year. They share resources, partner on business, seek counsel and enjoy each other’s support, and when needed, a kick in the pants. Your network becomes your advisory team, sounding board, and a group of great friends. At the in-person [...]
One of the oldest plagues of agencies and one of the toughest concepts for agency owners to wrap their heads around -- is the idea that we cannot be everything to everyone. We have to find our one thing.
Every agency owner dreads when a valued employee gives notice. But it's an inevitable part of our business model. What is a reasonable tenure you should hope to get from each employee?
If you didn't find what you were looking for, try a new search!
