Why You Lost the Pitch – What Prospects are not Telling You About Your Presentation

You did your homework, created a deck and rehearsed the pitch time and time again only to get the dreaded… “You came in second place” phone call.  As we all know, by some mystery of math…everyone came in second place. When it comes down to it, the prospect has two goals for that phone call…. Read more »

Using Metrics to Win – and Keep – Clients: Applying Metrics to Your Advantage

Digital Marketing has added new layers of complexity, an explosion of data, AND new ways to track and measure success to the marketing strategies of every agency’s clients.  Yet most agencies are afraid to track and review key metrics with clients despite clear demand in the marketplace for ROI driven solutions. On September 26 join… Read more »

How To Evaluate Creative Ideas and Make Them Better with Tracy Wong

We’re in a business driven by creative ideas. And we succeed and fail based on the quality of those ideas. But has anyone ever told you how to evaluate an idea? Or explained to you what makes a good one, what makes a bad one, and how to tell the difference? Better yet, how to… Read more »

Everything Is A Negotiation

Negotiation is a part of any agency staff’s daily experience.   Whether we are talking about timelines, logo size, strategic ideas, internal resources, media spends…everything is negotiable.  The challenge is that these negotiations, whether with colleagues or clients, happen so frequently that often our first impulse is to resolve them quickly. However these daily negotiations can… Read more »

A Creative Writes The Brief with Luke Sullivan

The brief is the single most-complained about thing in most creative industries. “What are we supposed to do with this??” Every client, every agency, every planner, and every strategist has a different idea of what makes a great creative brief. So do creatives – and this is one creative’s answer. On October 6, join author,… Read more »

Writing an Annual Plan for New Business: Why It’s Important, Where to Start and What to Include

“You can’t manage what you can’t measure.”–Peter Drucker The new business function at many ad agencies is more about blocking and tackling than thoughtful planning. But by taking the time to create a plan that sets expectations for your new business team (as well as the agency as a whole), you’ll shift from reactive, scattershot pitching to… Read more »

Knockout Networking — Getting More Prospects, More Referrals, More Business — Oct. 11

Financial advisors, brokers, agents, associates, planners and other sales people are notoriously bad at talking to people at networking events. Real bad! I know because I’ve met them, spoken with them, listened to them. Some talk products and services, others simply look to set sales appointments so they can, well, talk products and services. Here’s… Read more »

Selling Creative Work to Clients and Prospects

The challenge with getting clients to accept great creative work is that the client often cannot see what makes the creative great. On October 12, join Mark Schnurman as he provides you with the tools and language necessary to generate enthusiasm for your ideas and, most importantly, help you get clients to willingly and enthusiastically… Read more »

HR Hiring Tips for non-HR People: Avoiding Costly Hiring Mistakes — Oct. 13 — 1:00 – 2:00 ET

While technology may reduce the need for physical labor, it has also made each new hire more critical to fulfilling the needs of an organization.  This, coupled with a decline in the working population and a more mobile talent pool, has increased pressure to attract and retain value-added talent in an increasing competitive market.   It… Read more »

Engaging Procurement and Revamping the Agency-Client Compensation Dialogue

The significant involvement of the procurement function in shaping the business relationship between clients and their marketing service providers is a relatively recent phenomenon, emerging as a common factor in marketing service negotiations in just the last twenty years. Today’s agencies typically face imposing challenges and questions in understanding the role of procurement in the… Read more »

401(k) Sales Opportunities & Process for Financial Advisors — Oct. 18 — 1:00 – 2:00 ET

Qualified retirement plans represent a massive opportunity for Financial Advisors to provide value to investors and grow their practices. Yet, many professionals choose to stay away from this area of the business…why is that?  With increased scrutiny and regulation, along with decreased profit margins for financial professionals and service providers, retirement plans have changed a… Read more »

Women in Finance: Succeeding in a Male Dominated Field — Oct. 20 — 1:00 – 2:00 ET

Let’s face it, women managing and working in a male dominated industry can be challenging. It’s not as simple as emulating your male boss’s style, since if you do, you might be labeled as “abrasive” or “aggressive” or worse. During this webinar we will discuss how to find the proper tone of voice and approach… Read more »

Turning Data Into Brand Stories

These days we have more data than ever, but to make that data worth anything, you have to know how to discern the signal from the noise. Most important to remember, it’s not how much you know, but what you do with it. In short, it’s never been more critical to hone your skills for… Read more »

The Changing Role of Account Management

“Change”…As if the rapid change in media and technology and leadership wasn’t enough, throw in the efficiency demands of procurement on an agency’s Scope Of Work (SOW); the “stretch” target goals of brand managers; the utilization and bottom-line requirements of agency CFOs; and the day-to-day/quarter-to-quarter rigors of an “integrated” service platform and you enter the… Read more »

Why Niche Marketing Greatly Expands Your Assets Under Management and How to Position Yourself as “The Expert Financial Advisor” in Your Desired Niche — Nov. 2 — 1:00 – 2:00 ET

Why Niche Marketing Greatly Expands Your Assets Under Management and How to Position Yourself as “The Expert Financial Advisor” in Your Desired Niche Most financial advisors tend to work with anybody that has investable assets above a certain threshold and they tend to market themselves with that mindset.  They are “generalists” that inevitably become subject… Read more »

Defending Creative Work Without Getting Defensive

Getting a client excited about an idea is an important step in getting a concept accepted.  But nearly all creative work will elicit some observations or “suggestions” from a client or prospect.  How a creative or account person handles that suggestion goes a long way toward whether that concept will be accepted or not by… Read more »

Optimizing Creative Output: How to Manage Creatives with Luke Sullivan

“My brother, he’s crazy. He thinks he’s a chicken. We’d take him to a psychiatrist, but we need the eggs.” –Woody Allen. And that’s pretty much the problem with managing creatives. Yes, they’re kind of crazy, but we need the eggs. The question is how do we manage people who don’t like to be managed?… Read more »

Confessions of a Hypercritical Client: What Your Clients Are Not Telling You

Clients can be frustrating with unreal expectations, last minute rushes, endless direction changes and redo’s. But too often, they feel pushback and wonder if their agency partner really gets it. Agency says “We’ll think about it,” clients hear “Not doing it”.  Agency says “We’re working on it,” client hears “They are not going to make… Read more »

Project Management for Account Managers

Every agency has its own process for managing workflow. In some agencies, account managers are responsible for both managing projects as well as client relationships. In others, separate project management teams move the work through the agency. But no matter how the agency’s workflow process is structured, project management proficiency can mean the difference between… Read more »

Make Your Practice Stand Out From the Crowd: Stop Being Just Another, Me Too, Advisor — Nov. 29 — 1:00 – 2:00 ET

Most financial professionals struggle because they get lost among all their competitors. Successful practitioners, those that thrive, differentiate themselves. They showcase themselves as being special. They stand out from the crowd and so can you Differentiating your financial advisory practice from your competitors is essential for your success. If you don’t, you’re just a commodity,… Read more »

Managing Nerves during Presentations, Meetings and Q&A for Finance Professionals — Dec. 1 — 1:00 – 2:00 ET

Nervous reactions can sabotage even the most highly skilled presenter.  The result can be career limiting, since clients often get the impression that the presenter is either not smart, is under prepared  or lacks knowledge – which couldn’t  be further from the truth.  Since nervous reactions vary by individual, this webinar covers tactics for managing… Read more »

Prospect smAARt and Avoid the Pitch – Tips from AAR Agency Search Consultants — Dec. 5 — 1:00 – 2:00 ET

Avoid the pitch??  But that’s the backbone of new business? Nope. It’s the hole inside your pocket where your agency spends multiples of thousands of dollars every year.  You only have a one in three or more typically, a one in four chance of winning the account! At the end of the year, a 50%… Read more »

Stopping the Endless Cycle of Long, Unproductive Meetings

At nearly every agency, meetings that go on too long and accomplish too little are a huge issue. Whether the meeting was derailed by a lack of planning, a speaker who did not know when to stop talking or a simple lack of clarity…it is time for agencies to put an end to the huge… Read more »

The Art of Prospecting for New Business

The Most Common Agency New Business Strategy: “Lying in the middle of the road and waiting to get run over.” Why prospecting is an insurance policy for a healthy agency. Almost all agencies occasionally send out examples of their work or promotional emails explaining how amazing they are to a list of 30-40 prospects.  But… Read more »

Would you like to view a previous WebClinic?

If you would like to view a webclinic that has already been conducted, we keep videos of the webclinic up for a short time (few weeks) after the webclinic has been conducted.  Email Bob Linden at bob.linden@filamentinc.com with the name of the webclinic you would like to view. Then purchase single user, small conference room… Read more »