Should agencies only have full-time employees?
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Cultivating relationships beyond your AE
As agencies, we don't do a good job of talking to our entire team about the importance of really recognizing that it's part of their job to create a relationship with the client, whether that's by email, whether that's by phone, or whether that's in meetings. We have to make our clients feel like they are surrounded by a team. And for anyone and everyone on the team, it's their goal is to take care of the client and their needs. When our clients only know and like our AE, we are setting ourselves up for risk and failure. Watch »
Do you love your clients?
It's a huge privilege to do work that you love in the service of people that you love. As agency owners we get to decide who our agency serves. Why would you work for anyone you don't genuinely love? Watch »
How Clients Choose Their Agencies
Wouldn't it be amazing to understand how and why clients choose their agency? That's to our annual Agency Edge research series -- you can find out! For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
Your Value Ladder
This is a topic that many agency owners have with clients but rarely have with themselves or their team when it comes to the agency itself. Do you have a value ladder and how easy is it to access? For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
Who Owns Your Native Files?
As agency owners, we need to be very aware of how we handle any intellectual property we create on behalf of clients. If a client asks for the native files for something you created for them -- are they really within their rights to do so? For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
Billability vs. Utilization
When I speak with agency owners there is always a lot of confusion around the related topics of billability versus utilization. I take a couple minutes in this video to help you understand both concepts. Watch »
Growing your existing clients
Every agency should be focused on growing their existing clients. How are you, as the agency owner, teaching and encouraging your AEs to focus on this growth, setting goals for this growth and measuring against those goals? For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
Look for new clients among your old clients
One of the best places to find a new client is....an old client. Nurturing those past relationships can be fertile ground as you work to grow your AGI and your agency. For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
A new danger that gorilla clients pose to agencies
There's a new trend on the horizon that is punching agencies right where it hurts. If you have a gorilla client -- beware. They seem to be willing to sever ties in a blink these days. Watch »
