Welcome to episode 112. This episode will be particularly valuable for you if your job at the agency is winning new business and you'd like to know how to do that without having to go through a costly pitch process.

Recently, I chatted to Tim Riesterer, Chief Strategy Officer at Corporate Visions. We discussed the importance of demonstrating to clients the results you're achieving for them at three levels. Tim calls this the 'triple metric'.

There are little things account managers can do well to avoid big client complaints. Here are 3 common scenarios in which an account manager has to have a difficult conversation.

Michael Farmer, a management consultant who has studied creative agencies for 30 years, said this during our recent interview: “Account managers need to be more like Bain consultants”

Welcome to episode 110. This episode is for you if you're an agency owner either interested in buying agencies to grow, or selling your agency at some point.

Welcome to episode 109. My guest is Michael Farmer, a management consultant who has been looking at the agency business model for over 30 years.

I read as many reports I can about the state of agency account management and it makes for grim reading.

Welcome to episode 108. Are you struggling to manage a remote agency team? If so, you're going to get a lot of value from my conversation with Gustavo Razzetti, CEO of Fearless Culture and author of ‘Remote, Not Distant’.

When you start an agency, typically you start with project management. As a small, agile team it makes sense for project managers to be responsible for client management.They are highly skilled in delivering your services on time and on budget. As an agency grows and more clients are acquired, it becomes unsustainable.

Welcome to episode 107. If you’ve ever wondered if you’re pricing your services in the right way, this one is for you. Alfie Wenegieme, Managing Partner at Cactus, joins me.

Welcome to episode 105, I have invited two of my most popular podcast guests back for a second time, sales trainer legends; Marcus Cauchi and Benjamin Dennehey.

Welcome to episode 104. In this episode, I talk all things agency project management with Joanne Reid, Managing Partner for delivery at Cactus.

Why do account managers miss new account growth opportunities in client meetings? Often it’s because they haven’t asked the right questions. Or they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning.

Agency owners often tell me their account managers aren’t leading client meetings confidently.

You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has to be earned. 

Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. But their account managers either aren’t doing anything about it – or aren’t doing it consistently.