Lost another pitch? Maybe it’s time to look at your agency’s profitability and how you add value.

Creative agency profit margins 9.9% According to Sarah Golding, Institute of Practitioners in Advertising’s Chairman at a 2017 Business Growth conference in London, the average profit margin for the top 50 creative agencies in the UK is 9.9%. Yes you read that correctly. 9.9%! And that’s the lowest it’s been since 2003. What you can […]

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4 steps to growing existing business for Client Service Directors

So you’ve reached the most senior position of your agency’s account management team and are now faced with the daunting task of having to grow your existing accounts. Where do you start? Do you have a strategy? Do you have time? Or are you too busy ‘doing the doing’? A Client Service Director’s (CSD) role […]

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Do you really have to pitch to win business?…..[video interview]

…..Marcus Cauchi doesn’t think so. In this video interview Marcus offers advice to those working as account managers in ad agencies on how to ensure you don’t end up looking, sounding and charging like a commodity provider. You’ll also discover: * Why you should assume that all RFPs (Request For Pitch) are bogus * Why […]

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What Moses taught you about selling media in the modern age

When Moses came down from Mount Sinai he dropped the third and fourth tablet because he only had little hands.

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5 reasons most agency performance reviews are a waste of time

Many ad agency leaders dread annual account management performance reviews. It’s not that performance reviews are not a good idea. If you agree with the old adage that your employees are your company’s greatest asset then you probably support the notion that talking to your front line account staff about their progress with your company […]

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3 ways to build rapport with a potential new client

Are you preparing for a new business meeting? Hoping to wow them with all your knowledge, expertise and super agency capabilities presentation? When you are meeting a potential client for the first time, you’re very often consumed with the idea of getting them to like you. The old business adage; ‘All things being equal, people […]

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Client complaint = agency opportunity: a four-step process

Regardless of how efficient or organised they are, one of the key challenges faced by Client Services Directors is client complaints coming out of the blue. And when a client ‘goes over the head’ of their Account Manager to complain directly to the Client Services Director, you know the relationship is already on shaky ground. […]

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