Search results for: advanced ae bootcamp

On Demand Agency Training

On Demand Agency Training Agency Management Institute offers an on demand version of some of its more popular courses.  When you purchase a seat license -- you have access to the course for one year. On Demand Agency Training We're sorry, our on demand agency training courses are currently unavailable as they are being revamped. You may be interested in our other learning opportunities, which you can find here. Agency New Business Blueprint Do you want more predictable, sustainable new business efforts in your shop? Currently Unavailable AE Bootcamp 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. Currently Unavailable Money Matters Would you like to have a better handle on what your numbers are telling you? Currently Unavailable

February 15th, 2017|

The 3 Must-Have Workplace Meetings Every Organization Should Be Having

Humorist Dave Barry once said, “If you had to identify, in a single word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be “meetings.”   Most of you feel the same way. The last thing you need is another meeting but I am here to tell you that there are some meetings you absolutely need. They’re an investment. An investment in making your agency better, an investment in your people, an investment in your culture, and an investment in building the best team possible. Join me for this solocast as I lay out the must-have workplace meetings every agency should be having: The daily traffic / huddle meeting for discussing daily vital priorities and how to make this meeting work regardless of agency size The monthly all-staff meeting for informing and inspiring your team The twice a year to quarterly meeting for team building and planning 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 Times, Entrepreneur Magazine, and Fortune Small [...]

August 19th, 2016|

What Clients Really Want from the Agencies they Hire with Chantell Glenville

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 things, the details, the things that can make it easier to work with you rather than more difficult?   My podcast guest, Chantell Glenville has been on both sides of the agency/client coin and can tell you without a doubt that it is the little things that drive clients nuts and lead to them beginning to shop around for another agency. Listen in on my conversation with Chantell as we make sure you’re doing everything you can to build relationships that last. Here are some of the things we cover: Things agencies do over and over that drive clients crazy The small behaviors that break apart relationships What agencies don’t know about the world clients live in The complexity of the structure of clients’ systems How agencies can help clients manage the revision process Why you need to know more than one person inside your client’s company (and get to know them face-to-face) The working hour differences between agencies and clients Why you should never overpromise and underdeliver The two things that create great agency-client relationships Why attention to detail is so important for agencies How to get to the top of a client’s to-do list Reasons clients will fire agencies (and why they never want to do that) Things agency owners can do right now to help their account executives improve agency-client relationships Chantell Glenville is the author of [...]

September 9th, 2016|

Effective New Business Strategies and The Four Most Vital Areas of the Sales Funnel

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 coming from your existing clients … 70%! What new business strategies do you have in place to make sure that happens? New business opportunities aimed at new prospects always have to be a part of the plan but you also need to be courting your current roster of clients. In this podcast, I give you a path to follow to address both your 70% and your 30%:     Why about 70% of your new revenue should come from existing clients How to teach your AEs to grow the business that they’re serving The new business strategies for you, the business owner, to focus on new business The four areas of the sales funnel and how to work with all four The system for reaching out to your 25 best prospects 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 he works with [...]

September 23rd, 2016|

How to Embrace Change as a Small Business Owner in Today’s World

The only constant in life is change, and man, does that apply to our world and agency life. The truth is – it’s not going to suddenly get easier, slower or less jarring.  If anything, it’s just going to get a little quicker. So buckle up. I have been in a unique position, because of my work with hundreds of agencies, to see these changes firsthand and want to share with you where I think our industry is headed. Our customers today aren’t just looking for someone to manage an ad campaign or make a media buy, they are looking for partners. Strategic partners who get business. While most of the “stuff” that we create can be commoditized, what makes us different and what can’t be commoditized is our ability to think strategically. The game has changed and agencies that are able to successfully partner with their customers beyond marketing and delve into the sales and customer service arenas are the ones that are succeeding. Learn how your agency can embrace change and succeed in these arenas by answering: Why the speed of change is the new normal and why you have to embrace that How what agencies sell has changed from the Mad Men days to today Why you need to tie marketing, sales, and customer service together to be a great agency today Why data analysis is more important than it ever has been Leads, sales, and retention: why you need to focus on these at a much higher level if you want to keep charging a premium price The importance of making real time decisions and adapting based on data Why we need to work with clients who may be resistant to [...]

October 28th, 2016|

How to Streamline Business Processes and Improve Workflow Efficiency with Chris Wilson

A lot of agencies want to grow and scale but it really gets to be a problem when they lack the proper workflow and systems and are unsure how to streamline business processes. Agency owners can sometimes need help learning how to manage workflow in office. Many agency owners bristle when they hear these words but without a shared workflow process, it is impossible to deliver quality or consistency throughout your entire agency.   This often shows up as: A constant cash flow crunch and you don't know why Not knowing if a project is profitable or worse, if a client is profitable A stressed staff who keeps re-inventing the wheel Everyone has their own way of getting work through the agency These can all be warning signs that perhaps your workflow could use some improvement. Chris Wilson helps agencies of all sizes address their workflow issues so they can move forward, scale and grow. He has an extensive understanding of the operation, management and workflow processes of agencies.   Chris joins me on Build A Better Agency and we talk systems and workflow.  I promise, it’s better than it sounds! We cover: The typical reasons that agencies decide they need to get better systems in place What Chris’ company Function Point does Mistakes that agencies make when it comes to starting to think about workflow and using a tool like Function Point How to figure out if your workflow process needs improving How to streamline business processes and workflow within your agency Why workflow allows people to put their brain flow in the right place Why systems have to be easy to use Why timesheets are absolutely necessary and why agency owners can’t be exempt from [...]

November 11th, 2016|

Why Who You Spend Time with is Critical to Your Success

"We are the average of the five people that we hang out with the most." Jim Rohn is famous for making that statement and I believe he was absolutely right. But most business leaders won’t take the time to be thoughtful about the people they surround themselves with and I think that’s short-sighted. Who are you hanging out with? What does your average look like? Determining who your posse is says a lot about you but it also says a lot about where you’re going. The people that inspire you, challenge you, teach you, celebrate you, call you out, push you and fill you with joy are the people we’re going to be talking about in this solocast, so join me and discover: Why I absolutely believe Jim Rohn’s famous adage that we are the average of the five people we spend the most time with Why you should go back and take a look at the one page life plan I outlined in episode 10 Spending time with the people who inspire you to commit to excellence in every aspect of your life Spending time with the people you learn from that challenge you to think in different ways Spending time with people that you can teach Hanging out with people who see you more clearly than you see yourself Spending time with people who will call you out when you need to be called out Having people in your life that make you push harder than you would on your own Spending time with the people that fill you with joy Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own [...]

December 2nd, 2016|

5 Key Agency Metrics Every Organization Should Be Tracking & Why They Matter

You know my drill – you’ve taken a huge risk in starting or buying an agency. I want to make sure you get the rewards that should accompany those risks. Most agencies have a few KPI (key performance indicators) or agency metrics they track. Unfortunately, most agencies track the wrong ones, like gross billings. I want to make sure you're measuring what actually matters -- the agency metrics that really give you insight into your agency and help you run a more profitable business. In this solocast, I walk you through the five agency metrics that every agency owner should be tracking and why they matter. Why you have to measure inside your agency The AGI/FTE ratio: why you should be aiming for this to be $150,000 (and why many agencies struggle to reach this goal) Measuring over/under on projects: how often are you over, how often are you under, and by how much? Why you need to look at profitability on a client by client basis (and how to know when to fire a client due to profitability) Why you need a minimum standard AGI for all your clients Why you absolutely need to use timesheets inside your agency (and why this doesn’t mean you should bill by the hour) 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 [...]

January 6th, 2017|

How to Make a Profit Doing Website Development with Brent Weaver

Most agencies offer some level of web development – whether you do it in house or outsource it. Unfortunately, most agencies are still having to ask ‘what is a reasonable profit margin?’ when it comes to website development. Scope creep, unexpected technical snags and constant client changes make it tough to build a profitable web department. But it doesn’t have to be that way. My podcast guest Brent Weaver from uGurus is dedicated to helping agencies and web dev shops actually build a sustainable and profitable business focused on creating websites for clients. Brent and I will help you learn what it takes to make money in web development by explaining: Why agencies have a hard time making money creating websites for clients How to make a profit doing website development and design Why bad discovery leads to scope creep Why you should spread discovery over multiple meetings rather than one long meeting Why you need to niche down to find the quality and quantity of clients that you need Why you need to treat your website (and your clients’ websites) like a kid Working with your clients to develop a web strategy that fits their budget Establishing a communication pattern with your clients Not letting clients delay because a website isn’t perfect How to focus on the right platforms How to know whether to bring web-dev in-house or use a partnership What agencies need to know about the web to capitalize on the opportunities out there Brent Weaver became obsessed with creating websites when he was 15 years old. He realized he could create and share information with anyone in the world with the click of a button. His first business was a web [...]

January 13th, 2017|

How Partnering with a Nonprofit Can Create an Impact for Your Business

Want to leave a lasting legacy in your community, engage your employees, thrill your vendors and be able to serve and help those who really need it? It’s possible, practical, profitable and probably the last place you would look for a business opportunity – pro bono work for the nonprofits in your community.     As an agency you are inevitably going to be asked by a nonprofit for free work. Make that inevitability a win-win for everyone involved by serving the nonprofits in your community in a way that is bigger and better both in the short-term and the long-term.    Join me in this solocast as I walk you through: Why short term nonprofit projects don’t do much good for your agency or a nonprofit Creating a contest for nonprofits where the winner will become your client for a year How this contest and resulting year-long relationship will bring in a ton of PR How this lengthy commitment with a single nonprofit allows you to gracefully turn down other nonprofits that you don’t have time to work with What to ask for in applications to find the right nonprofit to work with How your relationship with a nonprofit can be a great business development opportunity Why you need to get in front of the nonprofit’s board of directors How this relationship will dramatically change the impact that the nonprofits you adopt can make What your process for setting up this yearly project should look like Why your team will love doing work with a nonprofit 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 [...]

February 10th, 2017|

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