Optimizing Client Relationships: Building Productive Partnerships through Incentive Compensation

The Agency/Client relationship has been under much duress in the past two decades; involvement of Client Marketing Procurement, several severe economic shocks impacting both particular sectors and the economy as a whole, and most recently, the erosion of trust resulting from media rebate and transaction transparency issues.

The commission mode of compensation has dwindled as labor-based methodologies rule the day.  “Value-based” arrangements were all the rage 10 years ago, but now AOR relationships seem to have been replaced by project-based work and Client in-housing of Marketing Services.

What is a Marketing Communications Services Agency to do in order to survive and thrive in this new millennium environment?  There is a light at the end of the tunnel.  

Join J. Francisco Escobar for an experienced-filled webinar that will take you through current trends, agency compensation models, workable incentive compensation arrangements, and more keys to building productive and sustainable relationships with your clients, resulting in a competitive advantage for your agency. 

You will want to attend this webinar prior to entering into your next major negotiation or re-negotiation with your clients.

Key takeaways: 

  • Knowledge of the four principal agency compensation models with fleshed-out Pros and Cons
  • Deep dive on incentive compensation arrangements prevalent throughout the ad industry
  • Key trends impacting ALL Marketing Services companies as well as Procurement trends
  • How to optimize Client relationships through proper remuneration, evaluation and process tools.

Who should attend:

Agency executive management (CEOs, CFOs, CMOs), Agency Client leads, Agency New Business staff, Agency Finance & Operations staff.  This webinar will be indispensable to anyone at the agency that interfaces with Client stakeholders in the area of Marketing, Procurement and Finance.

About J. Francisco Escobar:

J. Francisco Escobar is a seasoned business advisor to both agencies and advertisers throughout the Marketing Communications Services industry, in ALL critical relationship life-cycle matters.  With over 35 years of Finance, Marketing and Procurement management and consulting experience, Francisco has represented numerous independent agencies, all six major holding companies, as well as a distinguished group of Fortune 100 companies globally.  His consultancy, JFE International Consultants, Inc. was formed in 2003 as a Minority Business Enterprise, and has been uniquely focused since that time in optimizing Agency /Client relationships from both sides of the table.