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 »

The Changing Role of Account Management

“Change” …As if the rapid change in media, 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 »

FREE WEBINAR — File chaos is overwhelming — Finding the files that you need

Great agency work comes from great teams collaborating to produce great content.  But instead of effective teamwork, we often waste time searching for files, finding the latest version, or tracking down whoever has the file on their laptop.  The impact is real – lost effectiveness… poor efficiency… frustration… re-creating the wheel.  Rapid turnover, freelance talent,… 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 »

The 11 Agency/Client Warning Signs: How to Change the Outcome

Losing clients not only impedes growth, it’s bad for agency morale. Yet agencies frequently miss the warning signs of a client relationship in distress. In 2015, after a series of client losses, TBWA\WorldHealth took a radical approach. They set the goal of 100% client retention. The agency identified 11 early warning signs of a troubled… Read more »

Building Brand Storytelling Platforms with Luke Sullivan

To understand the difference between an ad campaign and a brand platform, consider the difference between a movie and a movie franchise. Any movie that’s franchisable is more than just a story, but an entire world. Successful movie franchises start with the creation of a world that obeys its own set of rules. The richer… Read more »

Confessions of a Hypercritical Client: What Your Clients Don’t Say, But Should

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,” clients hear “Not going to be done on… Read more »

Turning Customer and Consumer Insights into New Business Gold with Laurie Coots — NEW DATE Feb. 14 — 1:00 – 2:00 ET

67% of CEOs and Client Decision Makers say that unearthing and leveraging genuine consumer and customer insights is one of top three challenges in their job. Sadly, those same Decision Makers also say that while they want and expect their agencies to provide these insights – they usually cannot.  This gap is a major opportunity for… Read more »

A Successful Succession: An Agency Guide For Getting Ready

Have you discussed with your senior managers options and requirements for transitioning your “small to midsize” independent agency to new leadership and ownership? Do you want to learn more about the current Merger and Acquisition landscape, employee purchase plans and how to determine the value of your agency? Per Harry Paster, former EVP, 4As, “Looking… Read more »

Employee Onboarding: Design and personalize an onboarding process that helps new employees succeed

22% of staff turnover occurs in the first 45 days of new employment.   As HR professionals and managers, it is important to set new employees up for success. By giving new employees an engaging, thorough and consistent on-boarding experience, they will become immersed in the company culture and loyal from the start Agencies spend… Read more »

How to Use Social Media to Attract New Business: A New Approach to New Business

There is a new model for new business that makes the existing model obsolete.  In a CMO Council study, 80% of decision makers said THEY found their vendors, not the other way around. Instead of chasing new business, it is now more important to learn how to be found.  Agencies need to rethink their approach to new… 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 »

— Would you like to view a previous webinar?

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 with the name of the webclinic you would like to view. Then purchase single user, small conference room… Read more »