In the January 2021 episode of Agency Office Hours, we discuss time management, business development, account management, team structure, and more. TIME MANAGEMENT: What should you do when your time feels maxed-out as an agency leader? [starting at 2:19] LEAD-GEN:...
Upselling is well-known as a sales technique—but does it translate to business development at agencies? And should you upsell at your agency? The answer to both is “yes”—but how you upsell is critical. First, a definition… Definition of...
A client reached out because he’s doing a strategic planning session with employees to plan for the coming year. He has run planning sessions as an employee in the past, but now it’s his own agency. If you have the same question, I recommend...
Seeking to grow her agency, an Executive Advisory client asked me: “When is it time to hire a salesperson to bring in new clients?” Sales hiring rarely goes smoothly at agencies. In my work as an agency consultant, I keep hearing a version of this:...
In the December 2020 episode of Agency Office Hours, we discuss agency strategy, business development, and more. LEADERSHIP: Can an agency grow if the owner keeps doing client strategy? (starting at 2:30) AGENCY ROLES: What team roles should change as we grow?...
