Are you still charging by the hour?

In July 2014 the IPA (Institute of Practitioners in Advertising) ran a workshop attended by marketing clients, agencies and procurement to talk about how agencies are compensated. You can read all the results and highlights from the day here. One of the stand out presentations came from Tim Williams from Ignition Consulting Group who provided […]

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Why keeping in contact with ex-clients could make you lots of money

While it’s harder and more expensive to win new clients than selling to existing ones, an often overlooked source of new business is an agency’s list of ex clients. Let’s ignore for a moment those clients who you no longer work with because the relationship broke down for whatever reason. Let’s focus on those clients […]

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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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Serious about good customer service? Map the client’s journey.

What is a client journey? Your client’s journey is the experience your customer has while using your company’s services; from the very first interaction you have with them to the last. It is how you speak to them, communicate by email with them, treat them in person, how your website is set up to help […]

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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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Why agencies need to stop costing and start pricing

I’ve just read great post by Tim Williams from Ignition Consulting Group about how little time agencies spend thinking about how to get paid. In fact he highlights that agencies will put 110% effort and time into pitches but little more than 1% on thinking about how they will be compensated by the client. And […]

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