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Episode 334: New year insights for agency relationships with Lee McKnight

The last few years have thrown a lot at us — both professionally and personally. While we’ve done our best to navigate all of that unpredictability, many have struggled to not only react to these changes but adapt. As agencies continue to reframe and take stock of where we’re at in this “new normal,” I can’t think of a better time to dive into some impressive research just released in RSW/US’s 2022 New Year Outlook report.

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Episode 333: Rethinking your agency’s sales model with Kevin Snow

For an industry that is heavily dependent on effective sales practices, many agency owners are intimidated by the “s” word. It conjures horrible imagery of vacuum salesmen trying to trick people into making purchases they don’t actually want or need. Hiring sales teams might seem like the right step but the results are often disappointing and it’s difficult to pinpoint exactly why. This can turn one of the most important aspects of building a successful agency into the most strenuous aspect.

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Episode 332: Rethinking agency biz dev part 6: Play to win with Drew McLellan

Business development is a complicated and challenging aspect of agency life for many owners. The same rules that applied when the agency was new no longer apply once it starts to settle into its identity. But what is that identity, and how can it best be leveraged for business growth? And what if you want to shift that identity to better define how you want to be seen and known?

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Episode 331: Rethinking agency biz dev part 5: Focus your agency’s POV with Drew McLellan

Agency life has evolved dramatically since the era portrayed in shows like Mad Men. We used to be the keepers of the “secret sauce” for making the magic happen, and now we’re the keepers of the secret knowledge for using that magic to its greatest potential. Agencies used to be expected to be generalists, but now clients and prospects are looking for specialists with a depth of strategic expertise. And part of that specialty is having a clear point of view. But you can’t just whisper it; you have to shout it from the mountaintops.

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Episode 329: Rethinking agency biz dev part 3: The 6 kisses of death to avoid with Drew McLellan

Agencies often pose important questions to our clients in order to help steer them into good decision-making. We talk to them about the need to be findable, to understand the customer’s buying journey, to be helpful to clients instead of selling to them, and being aware of how far prospects are into the buying decision by the time the client is actually aware the prospect exists. We are great at teaching this to our clients, but many agencies aren’t so great at taking their own advice.

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Episode 328: Rethinking agency biz dev part 2: How things evolve with Drew McLellan

During the lifetime of an agency, how that agency/agency owner approaches business development evolves. In the beginning, an agency’s first clients are people the agency owner knows personally. From there, as the agency matures and grows, it morphs into working with people who have been referred to the agency by happy clients. Many agencies never evolve past this level of business development. It can be challenging to see options for the continuum of business development beyond the normal routine.

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Episode 327: Rethinking agency biz dev part 1: Find a niche with Drew McLellan

As we start to dip our toes into 2022, many agencies have been pretty quiet on the biz dev front for the last 4-6 weeks. By the time we emerge from the holiday hibernation, we’re approaching February and our pipeline is feeling a little weak. I decided to help you jump-start your agency biz dev efforts with a series of podcast conversations just between you and me.

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Episode 326: A ground level look at marketing AI with Cathy McPhillips

There’s no denying that artificial intelligence isn’t just part of the future, it’s here today. But the concept is overwhelming for many agency owners. It’s hard to know where to begin when you don’t even know what questions to ask or how to find answers, especially when you are already pulled in so many directions every day. Who has time to add learning something as complex as AI to their TO-DO list?

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Episode 325: Stop running your agency based on fear with Drew McLellan

In response to the changes brought about by the pandemic, many agency owners have turned to fear-based decision-making. Employee turnover and demands coupled with an erratic market and global uncertainty can make things feel out of control. Trying to steer an agency with a vision requires decision-making that might put you at odds with your team so it might feel wise to placate rather than push. But it’s not.

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