The changing needs of today’s agency environment require account leaders to demonstrate broader skills, leadership mindsets and partnership approaches to client relationships than in the past. Welcome to the new world order. While the foundational elements of account management are and will remain rock solid, it will be one’s ability to get ahead of the… Read more »
Improve Your RFP Win Rate with Chris Shumaker and Hasan Ramusevic
Gain momentum by using your response as a strategic Trojan horse. Despite how most agencies feel about completing the dreaded RFP or RFI, the fact of the matter is, they are not going away in the foreseeable future. RFPs are a screening tool that will be around for a while longer. So, rather than… 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 »
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. This webinar will give you tools and language necessary to generate enthusiasm for your ideas and most importantly, help you get clients to willingly and enthusiastically follow your recommendations. This webinar is designed… Read more »
The Art of Prospecting for New Business with Robb High
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 when no… Read more »
Defending Creative Work Without Sounding Defensive
Getting a client excited about an idea, is an important step in getting a concept accepted. But nearly all creative work will illicit 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 »
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 »
How to Not Suck as a Creative Director: or Managing 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 »
Turning Research into Insights
In a world where there’s more information readily available than ever before, available information is rarely translating into available insights. Turning information into insights means going beyond the facts, into thinking about how new learning can drive meaningful action. Join Robin Hafitz, CEO, Open Mind Strategy, who will demystify the process of turning research into… Read more »
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