Your company might think they’re building relationships with clients, but until they sink multiple hooks into an organization, the relationship is volatile. The deeper the connection with your customer, the longer it is likely to last. And, of course, losing existing relationships is costly, considering the second dollar you earn from a client is always more profitable [...]
Yes, you heard me right. I am talking to you, the agency owner. And I want you to fire someone today. In doing so, you'll improve employee morale. You're thinking I must be the Scrooge of agency life -- suggesting you fire someone during the holiday season. It will ruin their Thanksgiving and the rest [...]
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 [...]
Be honest agency owner, you know that your account executive team is great. But sometimes they struggle when it comes to actual sales. Enter our account executive sales training workshop. 67% of an agency's new business revenue comes from existing clients (on average). The people who are (or sadly -- are not) going to bring [...]
Earlier this week, we kicked off a conversation about why agencies find themselves relegated to vendor status. If you remember, we identified 3 causes. The economy -- workforce reductions, budget cuts and overall fear (out of your control) Agencies willingness to behave like a vendor just to get the project (within your control) Agencies hiring "nice" [...]
