It can be frustrating when prospective clients demand case studies of your agency doing exact certain work for an exact type of client. You should certainly specialize by client-vertical, but prospects’ insistence on precise experience is annoying. This is...
If you or your sales team are tired of wasting time on unqualified “tire-kickers,” it’s time to overhaul your sales qualifying process. Adding a pre-sales intake form that prospects must fill out before you’ll do a phone call with them could...
At this week’s ADWKDC 2016 conference, I asked Ad Age editor-in-chief Rance Crain what agencies should be doing to succeed in the future of our industry. He shared: Client-agency relationships today are at their lowest ebb ever. Agencies are frustrated because...
Hiring is one of the most important decisions you make as an agency owner. The right hires make your life 10X easier—and the wrong hires make it 10X harder. You determine much of the outcome long before the first interview—it starts when you define the role. If...
Are you thinking about promoting one of your employees to become a manager at your agency? Be sure to read this article before you move forward! Many of my clients ask for help as they consider promoting a long-time employee to become a first-time manager. I...
