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Dealstorming Methodology: The Combination of Deal-Making and Brainstorming & How to Use it to Grow Your Business with Tim Sanders
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Dealstorming Methodology: The Combination of Deal-Making and Brainstorming & How to Use it to Grow Your Business with Tim Sanders

Agency Smarts, Evergreen, New Business

Dealstorming Methodology: The Combination of Deal-Making and Brainstorming & How to Use it to Grow Your Business with Tim Sanders

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 the Killer App, Saving the World at Work and his new book Dealstorming) Tim Sanders believes that sales is a team sport which requires bringing together different perspectives from every corner of your agency and beyond. Tim has held the position of Chief Solutions Officer at Yahoo! and is now the CEO of Deeper Media, an online advice-content company. As a veteran sales, marketing and HR leader, he has some unconventional ideas for these unconventional times. His take on the combination of brainstorming and deal-making or “Dealstorming” will challenge your thinking about how to get sales done and may be just what you need to land that next big client. Follow Tim’s thinking as he and I explore: Tim’s start in sales working for a radio station Dealstorming methodology: how Tim took dealmaking and brainstorming and put them together The difference between collaboration and cooperation How to strategically build your dealstorm team Turning your peer group into “competimates” that you can collaborate with to make each other stronger Why you absolutely need diverse perspectives in the room (and why you should have an external voice on your dealstorm team) The secrets to making your dealstorm meeting a magic meeting with results New business through rapid problem solving The hacker, the chef, and the artist: the three personas for solving different problems How leaders lead culture Tim Sanders is a veteran [...]

May 19th, 2017|

The Top Agency Trends of 2017 (Part 1)
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The Top Agency Trends of 2017 (Part 1)

Evergreen, Industry Trends

The Top Agency Trends of 2017 (Part 1)

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 expect will have the biggest influence on our business and in this podcast, I walk you through the first half (9 of 19). I’ll pick up the back half in my solocast for June. Grab your notebook and see what your agency can do to get ahead of these trends to make the most of them: Why agency owners are confident again and why new business is easier to come by right now The trend where talent inside agencies has become a scarce resource What to do about having to hire under-skilled employees The challenge of providing clients with the right data Having an answer when clients ask agencies about diversity Opportunities for agencies with old school media Why you have to be great at marketing automation And a few more! Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on site consulting Offering online courses in agency new business and account service Because [...]

May 26th, 2017|

Getting it all done
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Getting it all done

Agency Operations, Agency Smarts, Lifelong Learning, Uncategorized

Getting it all done

I can remember early in my career I was bemoaning the fact that I couldn’t seem to get it all done. My boss started laughing. Like belly, starting to cry laughing. At me. When he finally caught his breath, he said, “Drew, it’s never all done. This isn’t a 9-5, leave when the work is complete sort of job. You need to learn how to work smart but also not let the inbox (back then it was a literal inbox) get in your head. When you can get it all done, there’s a problem.” I’ve spent my entire career, as I imagine you have, trying to define and refine my own work habits to be as effective as possible. I have a much better sense of how I work, when I am most effective at certain tasks, and how to cleanse my palette so I stay fresh throughout the day. But, there are some days, like when I’m on planes all day (pre-COVID), that work has to get done and the time is now. Much of my job requires writing and I can’t wait for quiet, a muse, or inspiration. It’s due and it’s due now. Thrive Global asked me to share how I pack my plane trips with productivity and while my specific circumstance is probably not yours — I’m hoping these tricks and tools will be helpful in your quest to make the most of your workday. Being more effective and efficient is a key component (among many) in our Advanced AE and AE bootcamps (Sept 1-2, 3-4) as well. An AE needs to get the most not only from their own day but in how they frame up the work for the [...]

August 31st, 2020|

What clients want from their advertising agency
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What clients want from their advertising agency

Account Team, Client Relationships

What clients want from their advertising agency

This article discusses client retention strategies, and explains what clients are truly looking for from their ad agency. In our AE training (both the bootcamp and the Account Service Advanced Training) we ask the participants to make a list of what they think their clients want from their advertising agency. It's a rare AE that thinks to actually ask their clients what they're looking for from their agency or agency liaison. But the answers often reveal that disconnect. When we asked CMOs, business owners and Directors of Marketing what they were looking for from their agencies, here's what they said: Industry knowledge Clients expect their advertising agencies to either come to them with a deep level of expertise in the client's business/industry or else, get up to speed in a hurry. Even more so -- they expect the agency to stay current and to make sure the client does too. It's pretty difficult to bring proactive ideas and solutions to the table if you don't know the game that's being played. Business Acumen In today's world, marketing touches every aspect of a client's business. Clients expect their agency to understand their entire business model from R&D to distribution. They need someone at the table who can recognize and solve business problems. Accountability Clients need their agency to do what they say they're going to do. That means bringing projects in on time and on budget. It means owning a problem until it gets resolved. It also means the flip side -- clients want an agency to hold them accountable too. They need to be nudged now and then to keep their eye on the ball and do their part in making the work a success. Accessibility [...]

November 5th, 2012|

The 4 Most Common Financial Mistakes that are Costing Your Agency Money
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The 4 Most Common Financial Mistakes that are Costing Your Agency Money

Agency Management, Evergreen, Money Issues

The 4 Most Common Financial Mistakes that are Costing Your Agency Money

Whether you like it or not, there are several financial mistakes being made in your agency today that are costing you money. You’re in business to make money, so every step you can take to prevent these mistakes is worth it’s weight in gold, literally. Most of these mistakes happen slowly over time and just eat away at your profits little by little. This solocast is all about these money draining mistakes and what you can do to plug any holes you may have. In this solocast I will cover: Gross Billings vs. Adjusted Gross Income How agencies lose money when pricing Why scope creep leads to little or no profit Why your agency needs to issue change orders and how to turn this into a process Why you need to use the one page business plan How to know if you need a better new business plan (hint: you probably do) Why you need a tax advisor not a tax preparer Drew McLellan is the Top Dog at Agency Management Institute. He has also owned and operated his own agency over the last 20-years. And all through the year, he straddles the fence of working in his agency and working with 250+ small- to mid-size agencies in a variety of ways. He works with agency owners in peer network groups, teaches workshops for owners and their leadership teams, teaches AE bootcamps, and does a lot of consulting. Because he works with a lot of agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York [...]

July 11th, 2016|

AE Bootcamp
AE Bootcamp

AE Bootcamp

“I don’t know how you did it, but the two people who returned from your advertising agency account executive training are not the same two people I sent. They’re ready to take on the world. Both have delivered incredible results in the last few weeks, getting stalled clients off the dime and bringing new revenue into the agency. Thank you!” Do you want to improve your agency’s client service and maximize your profitability? Then improve your AEs with Account Executive Training! Account Management is a multifaceted obligation to build client relationships and company profitability. The Account Executive is a liaison between the company and the client. They’re a salesperson, a relationship builder, a business mentor, and a psychologist all at the same time! It is essential to your growth and profitability as a business that your account executives are the best of the best. ACCOUNT MANAGEMENT BOOTCAMP Training Account Executives to Manage for Profit, Client Retention, and Efficiency in a Changing World. Account Management Bootcamp is a 2-day workshop for agency account executives that will teach them both the tactical and strategic sides of working with clients and the agency. This is an “in the trenches” boot camp where your account executives will work hard and be given the opportunity to engage with experts who are eager to pass on their extensive knowledge. Attendees will participate in discussions and work as a team to solve difficult case studies, allowing them to apply what they’re learning to real situations. Participants will also have the chance to get all their questions answered through a great dialogue session. They will leave anxious to apply what they’ve learned to help you grow and improve your business through an outstanding relationship with your clients. The two-day training boot camp with AMI has high ratings for significantly improving [...]

April 28th, 2012|

How do you train your account executives?
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How do you train your account executives?

Account Team, Employees

How do you train your account executives?

If you were being truthful about account executive training in your agency -- you just said, baptism by fire. We hired them and on their first day...took them to a client meeting and it was off to the races. The good ones thrive and survive and the ones who can't cut it, fade away. But we're lousy at training new people. That's an ugly truth about our business. And it's not done out of disregard or cruelty. It's just the reality for small and medium sized advertising (marketing, PR, digital, interactive) agencies. There's no training program in place and we're hiring them because we need their boots on the ground. Now. In our two-day Account Executive Training Bootcamps (check our AE Bootcamp schedule here) we ask the participants to create a list of the top things a client expects of them and the top things the agency owner expects of them. Guess what -- they get it wrong. No big surprise considering we throw them into client work and usually, if they're new to the business, they begin managing project details, taking orders and creating a good relationship with the client. So they think that's at the core of their job responsibilities. Those things are certainly part of the job -- but would they be on your list of the top five things you want from your account executive? I get that you don't have a developed in-house training program and can't take the time to create one, let alone implement it. But, if you're not going to do that -- at the very least, take some of these steps. Send your new/young AE to account executive training: Whether it's our AE Bootcamp (we've been conducting this course for [...]

July 27th, 2012|

Who are your inside confidants?
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Who are your inside confidants?

Uncategorized

Who are your inside confidants?

I’ve never met an agency owner who doesn’t find the job a bit lonely sometimes. Most of us grew up in the agency business and we’re used to having at least a portion of our social life stem from our co-workers. As our careers advanced, we were probably in the inner circle but it was definitely a circle so you had people to talk to, confide in, and bounce ideas off of when the &^%# hits the fan. But now that you own the joint, it’s not quite the same. You know and think about things that really shouldn’t be shared with anyone (or too many someones) and who your confidants are can have huge consequences — good or bad. In our work with agencies, we sit around the table with a lot of leadership teams. Here are some of the skills/traits that I think are mandatory if you’re going to give someone the privilege/responsibility of one of those seats: They can keep their mouth shut (you’d think this was a given but we all know better) They can step outside their departmental or day-to-day role to care about the agency as a whole They have mastered the ability to be “kind but clearly candid” with you, the boss and don’t pull punches They’re comfortable not knowing or with uncertainty (if they are fretters — you have trouble) They’re hungry to keep learning Naturally, there are more but those are some biggies. Miss one or more of them and, next thing you know, you’re confiding in the wrong people. By the way — hopefully, it goes without saying that age, title or years in the business don’t always guarantee that those traits are present. I [...]

December 9th, 2019|

AI and the future of agency tools with Paul Roetzer

Whether we realize it or not, artificial intelligence (AI) has already impacted countless aspects of our everyday lives. And as the technology we rely on continues to adapt and change, those changes will inevitably shape the future of our businesses, our industry, and our society. As agency owners, it’s our job to stay ahead of those changes — even if the thought of an AI-driven agency is, understandably, a little intimidating. […]

May 2nd, 2022|

Kelsey Wright

Kelsey Wright | Director of Client Delight Kelsey Wright is a seasoned professional who has spent her career making people feel better. Her undergraduate degree is in social services, and her advanced degree is in nursing — so her early career was all about improving the health and well-being of her clients. This makes her the perfect candidate to ensure that AMI members and clients get the care and attention they deserve. (She can also give you a shot if you need one!) As AMI’s Director of Client Delight, she ensures the smooth operation of the organization and helps make Drew and Danyel’s lives a little easier, freeing up their time and allowing them to ensure AMI is always your go-to for support in running your agency. In addition to her duties at AMI, Kelsey is very active in her community, participates in several book clubs, and loves a good Comic-Con. When she is not working, she spends time with her husband and their two incredibly pampered cats!

September 17th, 2024|

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