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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 »

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 issues that agencies… Read more »

Transitioning From Time-based Revenue: Productizing your agency’s value

The business model of selling time is not sustainable. Many agencies have already shifted their thinking to repackage their intellectual capital as “solutions,” “programs,” and “products” designed to address high-value problems for prospects and clients. Their positioning, pricing strategies, and new business conversations now focus on the value of their offerings, not the hours that… Read more »

What Happens When a Creative Writes a Brief

How often does a creative or creative team get a brief and think “I don’t know what to do with this” or some more colorful version of the same thought. The brief is the crucial starting point for great work but unfortunately strategists, account staff, clients and creative all have different ideas as to what… Read more »

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