How are agencies making money these days?

I get asked some variation of this question every single day. Successful, profitable agency owners ask it. Agency owners that are struggling with having their work commoditized ask it. What they’re really asking me is “what are agencies selling that is profitable” but of course the answer is much more complicated than that. The answer [...]

Why can’t I find a successful salesperson for my agency?

Almost every agency owner I know wishes they didn’t have to do sales and wants to hire it out to an employee. I hear this every day because what we do is hard to sell.  99 out of 100 salespeople that an agency hires will not sell more than their initial salary and are usually [...]

Why Keeping Top Talent Should Be Your Top Priority in 2021

Employees want to feel appreciated and like they belong -- show your employees that you care about them and that you're invested in their development. In this article I recently published to Entrepreneur.com, I discuss how to show your top performers that they are at the top of your list and why you should invest [...]

Not Finding Your Ideal Clients? Maybe You’re Looking for the Wrong Things.

At the beginning of most of my engagements, I start by sending the client team a questionnaire that helps me establish a baseline understanding of how the agency approaches business development—strengths, weaknesses, skills, and areas of resistance. In it, I ask them to describe their ideal client. Here’s a sampling of what I hear more [...]

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