How To Build A Major Agency (in 3 not so easy steps) with Jon Bond

When it comes to building a major, successful agency, Jon Bond has been there, done that. At the age of 29, Jon Co-founded Kirshenbaum Bond + Partners, a New York City advertising agency that pioneered guerilla marketing techniques including sidewalk advertising, pop up stores, and other forms of what would eventually come to be known as viral… Read more »

Optimizing Client Relationships: Collaborating Effectively with Client Procurement

The “Procurement Phenomenon” at the dawn of the new millennium has morphed squarely into the Procurement Era for Marketing and Communications Services.  Agency executives can no longer ignore this new marketplace reality and must now embrace, educate, and in some instances, emulate this very influential Client stakeholder. Client Marketing Procurement and Strategic Sourcing professionals are… Read more »

Growing and Profiting from Project Work

It’s no secret that project work is increasing while predictable AOR relationships are on the decline. And the decline is likely to continue, especially among small and mid-sized agencies.   Accepting this trend can mean the difference between agency survival and failure.  But… embracing it and learning to love it can lead to thriving success.  It… Read more »

Your agency’s positioning in 30 seconds: Positioning your agency for new business success

Quick, can you describe your agency in an interesting, relevant, and differentiating way in 30 seconds? If not, you haven’t devoted the necessary time and energy in defining your agency’s positioning strategy. A clear, differentiating positioning strategy is the foundation of success because it answers the critical questions of what you do (the answer can’t… Read more »

Why Agencies Win Pitches

New business is the engine that drives agency growth and frequently the difference between winning a pitch and coming in “second” is very small.  Having a few new tools in your new business toolbox can be just what is needed to raise your agency’s win rate. This session reviews the most typical mistakes that agencies… Read more »

Digital Strategy for Creative Agencies

An understanding of digital strategy isn’t just for strategists.  It’s good for the whole agency.Business development, account management and creative teams all benefit from knowing the basic principles and simple frameworks of digital strategy. Unlock ideas with human centric frameworks that capture processes you can build ideas around. Learn principles of strategy that explain how… Read more »

Negotiation Skills for Account Staff

Negotiation is a part of any account person’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 happen so frequently that often our first impulse is to resolve them quickly. However, these daily negotiations can set the tone for the entire… Read more »

Building the Future of Agency Management

The global talent war is on. To successfully combat it requires a steady stream of emerging leaders at every level.  Cultivating the next generation of agency management is one of the most critical tasks at hand. It takes deliberate effort and, done right, can help build a powerful pipeline of qualified internal leaders. Done wrong… Read more »

Competing Against Larger Agencies with Michael Farmer

Smaller agencies, particularly independently owned smaller agencies, have been used to thinking that they are the “poor cousins” of the advertising industry, operating in the shadow of the larger, famous branded advertising agencies whose reputations were established during the Mad Men era. Smaller agencies often believe that they are at a disadvantage when pitching for… Read more »

17 New Business Mistakes Agencies Make; And How To Avoid Them

Nearly all agencies approach new business development the same way . . . the way they’ve always done it. As a result they have fallen victim to mistaken beliefs like: We don’t need a prospect list; we get referrals Prospecting is just about “cold calling” so why bother You have to sell hard if you… Read more »

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