At Agency Management Roundtable (AMR) we've been preaching this for years. Agencies need to get out of the "making stuff" business and get into the business problem solving business. Agencies need to behave like consultancies. We need to shift from doing to thinking. Our clients expect us to help them hit their goals and dodge their challenges. We don't do that by just making a brochure or video. We do it by sitting at the strategy table with them and digging into their business, asking smarter questions and helping them think bigger, better and faster. Business consultant Amber Naslund wrote an insightful blog post that outlines how to build a strong consulting practice. Interestingly -- she could have been writing about how to build a successful agency in the 21st century. Her points about not billing by the hour, value pricing, asking better questions etc. are right out of the AMR handbook! Read her post and heed her words. Whether she knows it or not my agency owner friends -- she is talking to you.